Inbox Insight

FEBRUARY 19, 2024

Including: 5 benefits of B2B lead quality Intent checklist to determine baseline quality Techniques for nurturing quality leads into valuable customers Read on to learn how to speed-up your B2B Sales Cycle and reduce lead rejections through delivering a high standard of lead quality your Sales team will love.

Lead Ranking 101

Lead Ranking Top of Funnel Ideal Customer Profiles Marketing Qualified Leads 101

Velocity Partners

FEBRUARY 27, 2024

The penalty of sugar rush The sugar rush leads dilemma is largely at fault here. In the last decade, sales activation became the new religion. But an obsession with sales activation strategies frequently bites B2B marketing teams on the backside. Sales reps in most B2B tech firms ignore up to 70% of leads provided by marketing.

Sales Management 77

Sales Management Top of Funnel Work Management Brand Identity 77

Oktopost

MARCH 4, 2024

In this highly competitive and saturated market, SaaS companies must continuously meet their KPIs, drive customers down the B2B funnel, and ensure they stand out from their competition. The goal is to implement a range of top, middle, and bottom-of-the-funnel marketing activities covering every funnel stage.

Ideal Customer Profiles 62

Ideal Customer Profiles Top of Funnel B2B Marketing Marketing & Strategy 62

Velocity Partners

APRIL 9, 2024

At most B2B companies, the marketing/sales relationship has taken a wrong turn. The fact that they’re ignoring most MQLs while sourcing their own leads should tell you something is drastically wrong. You can see the results of this in the growing lack of trust between sales and marketing teams. It’s a profit windfall.

Sales Management 79

Sales Management Top of Funnel B2B Lead Ranking 79

MarketJoy

APRIL 7, 2022

Personas are based on an ideal customer profile (ICP), which is a set of metrics that guide your overall sales strategy. If you’re outsourcing your B2B lead generation to an agency, they will need to understand your ideal customer profile in order to run an effective campaign. Determine the ideal customer profile.

Buyer Personas 98

Buyer Personas Ideal Customer Profiles Lead Generation Sales Qualified Leads 98

Directive Agency

MAY 24, 2017

Lead generation , on the other hand, drives interest or inquiry into products or services. Your sales team needs contact information to follow up and close the deal. Therefore, lead generation focuses its efforts towards collecting names and contact information for future follow-up. Sometimes Codependency is a Good Thing.

Lead Gen 53

Lead Gen Demand Ideal Customer Profiles Lead Scoring 53

Martech

MARCH 2, 2022

Well, it’s here – and not only is it the future of selling in saas, but sales teams are using it today to engage with prospects in the earliest stages of the dark funnel. The dark funnel explained: Did you know 75% of buyers are already halfway through their buying journey before they even speak to a salesperson?

Top of Funnel 112

Top of Funnel Activities Intent Signal Advertising Channels 112

The Point

NOVEMBER 27, 2018

Precious few B2B marketers can show true ROI from organic social activity, and even less are using organic social media in a systematic way to either generate social leads or drive those leads through the demand generation funnel. Integrating Social Leads into the Demand Generation Funnel via @spearmktg.

Top of Funnel 203

Top of Funnel Demand Generation Agencies Demand Generation Lead Scoring 203

Marketing Insider Group

JULY 28, 2020

LinkedIn’s State of Sales Report shows that 44% of sales and marketing teams are seeing a significant drop in responsiveness to social and email messaging. So, why are sales and marketing teams challenged to build strong social relationships so they can overcome sales plateaus, sales drops, and sales troughs?

Top of Funnel 249

Top of Funnel Linkedin Ideal Customer Profiles Paid Search Agency 249

Convert

APRIL 29, 2022

Experimentation in B2B marketing is much harder than in B2C, greatly because of the long sales cycle and its implications. In a long sales cycle, the metrics most closely correlated to revenue are lower-funnel metrics. It might mean an entire lost sales cycle! Here’s why.

Top of Funnel 52

Top of Funnel B2B Marketing Enterprise Management Lead Ranking 52

Zoominfo

JANUARY 11, 2021

What is the Customer Lifecycle (and Why Every Sales Rep Should Care)? For instance, according to Gartner, B2B buyers spend only 17% of the total purchase journey with sales reps. And 44% of millennials prefer no sales rep interaction at all in a B2B setting. What does that mean for the sales team that needs to close deals?

Tips 130

Tips Work Management Gartner Top of Funnel 130

Zoominfo

JANUARY 11, 2021

What is the Customer Lifecycle (and Why Every Sales Rep Should Care)? For instance, according to Gartner, B2B buyers spend only 17% of the total purchase journey with sales reps. And 44% of millennials prefer no sales rep interaction at all in a B2B setting. What does that mean for the sales team that needs to close deals?

Tips 130

Tips Work Management Gartner Top of Funnel 130

PathFactory

MARCH 4, 2021

It does not support sales in driving conversations and sales cycles with accounts that are stuck in status quo or in the funnel. It does not lead prospects to the next step once the top-of-funnel campaigns gets buyers excited about the ideas that the company holds so dear. Intent but unengaged.

Top of Funnel 111

Top of Funnel Account Based Marketing Paid Search Agency ABM 111

Zoominfo

OCTOBER 5, 2021

Increasing sales with enterprise customers starts here — find out how to build custom solutions. Measurements of Success: Tracking success with agreed metrics (between sales and marketing) steers the course for current and future marketing strategies. What strategies are in place to nurture, convert, qualify and close leads?

Enterprise Management 147

Enterprise Management Ideal Customer Profiles Marketing Analytics Tools Work Management 147

Convince & Convert

OCTOBER 29, 2015

What B2B Marketers Value in a Lead Gen Strategy. B2B marketing is all about generating leads. Because many B2B sales cycles can be lengthy, leads are the best indicator of future sales success. It doesn’t take long to discover that as lead quality increases, so does its impact on the sales pipeline.

Lead Ranking 167

Lead Ranking Lead Scoring B2B Marketing Planning 167

Strategic-IC

MAY 8, 2018

If you are to precisely map financial goals and lead generation targets to plan a successful Inbound marketing campaign, the following five steps are crucial. Related: 5 Steps To Map Lead Gen Targets to Financial Goals For Campaign Success. Consider Your Sales Cycle Length To Set Appropriate Timescales. Related: 2.

Lead Ranking 101

Lead Ranking Marketing Qualified Leads Lead Generation Sales Qualified Leads 101

Televerde

AUGUST 10, 2021

Whether you’re a small startup or large corporation, odds are your company focuses quite a bit on sales metrics. Sales velocity is one of the best ways to truly understand the effectiveness of your marketing and sales efforts as well as the overall health of your company. What is Sales Velocity? Assess Your Sales Process.

Sales Management 52

Sales Management Top of Funnel Lead Qualification Tips 52

SmarkLabs

NOVEMBER 18, 2019

It’s any marketing effort your B2B company makes to bring people into your sales funnel, with an emphasis on personalization. As mentioned in our blog post, “ The Impact of Demand Generation on Sales Cycles ,” the B2C world can use demand generation in areas with longer sales cycles, but it’s most common in the B2B world.

Demand Generation Agencies 55

Demand Generation Agencies Demand Generation Demand Generation 55

KoMarketing Associates

JULY 24, 2018

If you’ve come to the point where you’re not going to be given any more budget, but you’re expected to produce more results, and you’ve optimized everything else you can, it may be time to (finally) optimize your campaigns’ lead gen forms. They can – if optimized correctly – deliver more leads and better leads.

Lead Generation 168

Lead Generation Optimization Generation Opt-out 168

Terminus

DECEMBER 4, 2023

This heightened engagement translates into higher click-through rates, more time on the website and more content consumed, all critical to high-performing lead-gen strategies. Shortening the Sales Cycle B2B sales cycles can be lengthy and complex. Personalization will help to expedite this process.

B2B Marketing 29

B2B Marketing Personalization Marketing Management Marketing Automation Services 29

SnapApp

JANUARY 22, 2019

We tend to get caught up focusing on more: More sales, more traffic, more leads. Leads are great, but each one comes with a certain amount of work that misalignment will only complicate. Working to align the goals of your marketing and sales departments will simplify the process and holistically improve the quality of leads.

Sales Qualified Leads 96

Sales Qualified Leads Lead Qualification Lead Ranking Marketing Qualified Leads 96

Martech Advisor

FEBRUARY 10, 2020

Jason Kren, CEO of PactSafe, in this article, shares key metrics of sales velocity which can help companies strive for a higher sales velocity, meaning the faster they convert leads into paying customers, the more successful their business will be. But what is sales velocity? But what is sales velocity?

Top of Funnel 60

Top of Funnel Sales Qualified Leads Lead Ranking High Quality Lead 60

SnapApp

OCTOBER 2, 2018

Lead generation—it’s the workhorse of any B2B revenue stream. The more effective a brand’s lead gen efforts, the more prospects get converted into paying customers. What might be however, is the fact that lead generation efforts are one of the biggest obstacles marketers struggle to overcome.

Lead Generation 75

Lead Generation Sales Qualified Leads Top of Funnel Generation 75

Contently

JUNE 29, 2017

Then, leverage content analysis tools (something we can help you with) and persona interviews to figure out which types of content will be most useful to those personas at each stage of the funnel. The top of the funnel might require articles, videos, and research papers. After all, that’s the whole idea of top-of-funnel content.

Top of Funnel 134

Top of Funnel Lead Ranking Lead Scoring Multi-Touch Attribution 134

Contently

MAY 13, 2019

So, I worked with my team to ramp up our content marketing machine and push out lead-gen campaigns that would appeal to our target audience. What if we could also make our sales team more effective? If you think about it, sales enablement is the easiest way to drive marketing ROI. Let’s do the math. Opportunities.

Top of Funnel 131

Top of Funnel ROI Content Marketing Budget Programs 131

Madison Logic

MARCH 31, 2021

How does the marketing organization influence the number of sales opportunities and closed deals? How fast are they moving opportunities through the sales cycle? Today, we’re excited to continue delivering our promise of helping marketers unlock the full-funnel visibility that validates marketing’s impact on growth and ROI.

Top of Funnel 52

Top of Funnel ROI Multi-Channel Sales Cycle 52

Smashmouth Marketing

SEPTEMBER 29, 2009

Mike: I still wonder about b2b Facebook Fan Pages as a medium for generating leads, but I agree with you that twitter and LinkedIn are an incredible source. Mike: When it comes to demand generation, do you see social media at the top of the funnel, further down, or throughout? Kim: For me it’s Yellow for sure.

Social Media 100

Social Media Lead Gen Lead Scoring Lead Ranking 100

Smashmouth Marketing

SEPTEMBER 30, 2009

Mike: I still wonder about b2b Facebook Fan Pages as a medium for generating leads, but I agree with you that twitter and LinkedIn are an incredible source. Mike: When it comes to demand generation, do you see social media at the top of the funnel, further down, or throughout?

Social Media 100

Social Media Lead Gen Lead Scoring Lead Ranking 100

Only B2B

FEBRUARY 16, 2022

According to a 2020 McKinsey research , 90% of B2B sales have switched to digital channels. Focus on intent data to determine a lead’s exact placement in the sales funnel, and so on. B2B marketing has evolved digitally as B2B sales have gone digital in the previous two years. As an example—.

Lead Generation 118

Lead Generation Marketing Budget Generation Webinar Metrics 118

Only B2B

MARCH 10, 2022

You know how difficult it is to boost sales with B2B lead generation tactics. You’re inundated with plenty of disinformation, including: conflicting data about the best ways to create leads. Overhyped case studies from huge firms that might raise sales. More sales = more leads.

Lead Generation 118

Lead Generation Sales Management Paid Content Sales Qualified Leads 118

markempa

MARCH 2, 2017

In this article, I’ll share how to apply lead nurturing to help advance leads through three stages of your lead generation funnel to get more qualified opportunities. Here’s the thing: Our customer’s don’t see our funnels. Three Lead Generation Stages You Need to Nurture. Inside sales/sales development.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Tactics 120

Leadspace

OCTOBER 18, 2016

We’ve talked a lot about lead generation and lead conversion in this blog – which makes sense, seeing as lead gen is what we do. But there’s another important aspect of the marketing and sales cycle I’d like to touch on in this post: retention.

Account Based Marketing 79

Account Based Marketing ABM Leads Lead 79

Oktopost

DECEMBER 13, 2020

A VP Sales is a true sales leader who knows how to ignite a fire to invigorate sales managers to drive results. It’s no secret that VP Sales is responsible for: Leading their sales team to meet and exceed sales goals. Creating and executing sales strategies.

Social Media 87

Social Media Ideal Customer Profiles Top of Funnel High Quality Lead 87

Madison Logic

MARCH 31, 2021

How does the marketing organization influence the number of sales opportunities and closed deals? How fast are they moving opportunities through the sales cycle? Today, we’re excited to continue delivering our promise of helping marketers unlock the full-funnel visibility that validates marketing’s impact on growth and ROI.

ROI 52

ROI Multi-Channel Sales Cycle Top of Funnel 52

Engagio

JUNE 14, 2017

DiscoverOrg helps companies generate more revenue with the most accurate sales and marketing intelligence. Without further adieu, here’s Katie Bullard: Q: As a sales or marketing leader, how do you get the rest of the executive team on board to support a shift towards ABM? Q: Is ABM a replacement for Lead Gen?

Account Based Marketing 96

Account Based Marketing ABM Advertising Benchmark Ideal Customer Profiles 96

DivvyHQ

JANUARY 8, 2019

The metric works best as a complementary KPI – it blossoms in the company of a bottom-funnel, performance-based friend. When leads slow to a trickle, it’s not long before sales revenue shrivels. Sales Pipeline Velocity. Do your lead definitions need an update? Does your sales team need better marketing support?

Work Management 71

Work Management Top of Funnel Cost per Lead Content Marketing 71

The ABM Agency

NOVEMBER 15, 2022

Our recent webinar on the difference between account based marketing, demand generation and B2B lead generation. Well welcome everyone to the ABM agency webinar around demand gen lead gen and ABM. And so we want to lay the foundation and see what they had to say relative to ABM demand gen lead gen.

Lead Gen 52

Lead Gen Account Based Marketing ABM Lead Ranking 52