Only B2B

APRIL 3, 2024

What’s the perpetual challenge in every sales funnel? You got it—Generating sales-qualified leads. This emphasizes the critical need to identify sales-qualified leads primed for conversion. This emphasizes the critical need to identify sales-qualified leads primed for conversion.

Sales Qualified Leads 71

Sales Qualified Leads Intent Data Lead Ranking High Quality Lead 71

Zoominfo

DECEMBER 28, 2020

By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase. They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. Your marketing and sales teams need both. All of these signals show optimal conditions for a sale.

Lead Ranking 309

Lead Ranking Buy Work Management Marketing Management 309

Convince & Convert

JANUARY 8, 2018

However, with the right approach, you can measure purchase intent and increase conversion rates through Instagram. However, getting people to click through to a mobile-optimized website is still the best way to glean insights into their purchase intent. This two-step process can help make that happen.

Purchase Intent 124

Purchase Intent Purchase Intent Click Rate 124

markempa

NOVEMBER 3, 2014

Tweet If Sales and Marketing were a manufacturing operation starting with raw materials — leads — and ending up with 5% to 20% in deliverable product — won sales — it would soon be shut down to determine what is wrong. Lack of lead management impacts lead conversion and ROI. Lead management defined. Are they a fit?

Sales Management 120

Sales Management Lead Management Lead Ranking Marketing Qualified Leads 120

DiscoverOrg

MARCH 5, 2018

The term “Sales Intelligence” is frequently thrown around in sales and marketing, but there’s a lot of confusion about what it actually refers to. What is sales intelligence? Q: What is sales intelligence? Henry : Sales intelligence is actionable information on prospects, your target accounts.

Purchase Intent 265

Purchase Intent Marketing Automation Services Buying Cycle Marketing Prospects 265

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. Yet, it’s helpful to notice that all customer buying cycles fit into three distinct funnel stages.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Tactics 120

Oktopost

OCTOBER 30, 2023

Recent findings indicate that leveraging intent data yields promising results. In fact, Gartner research indicates that businesses employing intent data are twice as likely to achieve a 10% conversion rate at the top of the marketing funnel, compared to the standard 6% conversion rate without utilizing intent data.

Intent Data 124

Intent Data Top of Funnel Intent Urgency Marketing 124

Zoominfo

SEPTEMBER 15, 2020

By monitoring key search terms using cookies, you can pinpoint specific online behaviors that signal an intent to make these purchases. For instance, if a company hires a new Chief Information Security Officer, an intent tool recognizes that one of their next moves might be to search for an integrative cybersecurity solution.

Buyer Intent 182

Buyer Intent Intent Data Intent Budget Programs 182

Aberdeen

SEPTEMBER 27, 2019

The average turnover rate for B2B sales teams is up to 34%, more than double the national average across industries. Add to that the fact that 57% of sales reps expect to miss their quotas each year and you have a recipe for serious business underperformance. This challenge isn’t unique to the sales department.

Intent Data 66

Intent Data Intent Purchase Intent Intent Signal 66

Tiecas

MARCH 21, 2024

Longer sales cycles, complex technical products, and a highly analytical buyer persona are just a few factors that set it apart. Probably the most common complaint that I hear from Sales is that “Marketing just doesn’t understand engineering problems, and they generate ‘crappy’ leads that are not ready to buy.” Trust is earned slowly.

Tactics 75

Tactics B2B Marketing Webinar Metrics Marketing Strategy 75

DemandBase

MAY 7, 2020

Dear Sales Friend, Once, It was all about the form fill for lead generation. That’s when I was a sales rep years ago. Back then, sales reps lived and died by the lead. Sadly, for many sales reps, it’s still the case. Sadly, for many sales reps, it’s still the case. Remember those days?

Sales Qualified Leads 101

Sales Qualified Leads Top of Funnel Lead Scoring Lead Ranking 101

Tiecas

APRIL 23, 2024

To thrive, these companies must consistently attract qualified leads to fuel their sales pipelines. However, this sales-driven environment presents unique challenges for industrial and manufacturing marketers. For more on these challenges, see my earlier blog post, “Industrial Lead Generation for Sales – It’s Complicated!”

Lead Ranking 64

Lead Ranking Lead Generation Lead Scoring Sales Qualified Leads 64

SalesIntel

DECEMBER 8, 2023

From unraveling the intricacies of data enrichment tools to deciphering the profound impact on lead quality, segmentation, and personalized engagements, this guide is your compass to amplifying B2B lead generation and mastering lead management through the prism of enriched insights.

Lead Generation 52

Lead Generation Lead Management Work Management Marketing Management 52

PureB2B

MAY 30, 2022

[In this article we’re going to look at buyer intent data, what it is, how it’s collected and, how you can use intent data to supercharge your marketing and sales campaigns.]. 97% of consumers research products and services before making a purchasing decision. Enter: intent data. What is intent data?

Buyer Intent 118

Buyer Intent Intent Data Intent Work Management 118

SalesIntel

FEBRUARY 9, 2023

Actionable contact and prospecting information may be the most significant piece of the “success” or “failure” puzzle in B2B sales. Did you know that sales representatives squander an average of 60 minutes daily due to bad data? Those hours add up! Let’s give you a head start!

Sales Management 52

Sales Management B2B Sales Top of Funnel Sales Qualified Leads 52

DealSignal

APRIL 10, 2024

Due to the volume of content and online resources in nearly every industry, most people on your buying committees can perform their own research on their own time and are likely to make a decision before ever talking to your sales team. This is something not typically provided by vendors—you would get this from your internal tech stack.

Intent Data 52

Intent Data Ideal Customer Profiles Intent Marketing Automation Services 52

Top Rank Marketing

OCTOBER 17, 2023

Now, their role has expanded, making them essential for mid-funnel activation, top-of-the-funnel acquisition, and community building. The Sales Cycle and Webinars: With traditional B2B sales cycles spanning 6-9 months, webinars offer an opportunity to break the monotony. Remember, most of them are on-demand opportunities.

Webinar Metrics 115

Webinar Metrics Forrester Top of Funnel Research 115

PureB2B

APRIL 26, 2022

And in today’s buyer-focused sales landscape, it’s important for reps to always be developing new techniques and strategies for effective prospecting. An in-market buyer is someone who exhibits strong purchase intent signals indicative of an impending purchase decision. Defining “In-Market” Buyers.

In-market Buyers 62

In-market Buyers Marketing Prospects Top of Funnel Marketing Qualified Leads 62

Marketing Insider Group

JANUARY 5, 2023

The main goal for Marketing in B2B companies is to generate leads for sales teams and increasingly to deliver direct revenue. And this problem drives a deeper wedge between marketing and sales. The Bottom Line: When marketing gathers up new names from contact forms and dumps them over to sales, no one wins.

Lead Ranking 264

Lead Ranking Sales Qualified Leads Lead Scoring Marketing Qualified Leads 264

PureB2B

MAY 19, 2022

Despite this, many businesses fail to use LinkedIn to its full potential simply because their lead generation tactics are flawed, rendering them ineffective. Furthermore, additional information like the causes they support, the schools they attended, and their latest projects can be valuable details when building rapport.

Lead Generation 62

Lead Generation Linkedin Tactics Sales Qualified Leads 62

Oktopost

APRIL 29, 2024

Doing this helps to drive your leads that you are in contact with further down the funnel. Paying attention to our audience engagement on social media and understanding it, is where social intent data comes in. It provides insights into customer behaviors, interests, and purchase intentions. What is social intent data?

Intent Data 62

Intent Data Social Media Intent Lead Ranking 62

Contently

MAY 13, 2024

Funds that were originally intended for retargeting campaigns might be better funneled elsewhere—like building out high-quality content on your brand’s own proprietary platforms. There’s also a growing emphasis on “ zero-party data ,” or information that customers intentionally and proactively share with brands.

Top of Funnel 174

Top of Funnel Content Marketing Planning Work Management 174

SalesIntel

AUGUST 15, 2022

In today’s fast-paced sales race, no matter how great your product or service is, your business will find it difficult to survive without high-quality leads. Defining Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL) for your company can be achieved through a collaboration between sales and marketing.

Sales Qualified Leads 52

Sales Qualified Leads Lead Ranking Marketing Qualified Leads High Quality Lead 52

SmartBug Media

MAY 13, 2022

For example, if a prospect account searches “what is B2B marketing software,” you can infer that they have relatively low purchase intent. However, if they search “best B2B marketing software vendors,” you can infer the company has medium to high purchase intent. Tactic #1: Easily Prioritize Accounts.

Intent Data 98

Intent Data Work Management Intent Marketing Management 98

Oktopost

APRIL 9, 2024

59% of marketers attribute revenue growth to marketing-generated leads , so demand-generation tactics remain a non-negotiable among marketing teams. Improved sales lead quality- Leads that come to you through your demand gen efforts will already be interested in your products and will be easier to qualify and convert.

Demand Generation Agencies 62

Demand Generation Agencies Demand Generation Demand B2B Marketing 62

Madison Logic

MARCH 6, 2024

Wide-approach B2B marketing tactics revolve around aiming for the accounts you and your company think are a good fit. But tight budgets, limited resources, and longer, more complex sales cycles require you to work more efficiently. This data-informed list is your target account list—and it’s foundational to your ABM strategy’s success.

Demand Generation 52

Demand Generation Sales Management Ideal Customer Profiles Buy 52

Zoominfo

FEBRUARY 15, 2023

For many sales professionals, today’s business environment is unlike anything they’ve ever seen. Broad economic and societal shifts — amplified by the COVID-19 pandemic and continued technological disruption — are resulting in longer sales cycles, more discerning buyers, intensifying competition, and lingering uncertainty.

Zoominfo 130

Zoominfo Customer Surveys Marketing Analytics Tools Sales Cycle 130

Martech Advisor

OCTOBER 2, 2019

Explore the blind spots that occur mid-funnel and how to avoid them, says, Adam Little is the Chief Marketing Officer at Data Dwell. A well-defined and carefully monitored sales funnel is one of the most powerful tools any organization can have. Have you started to notice blind spots in your sales funnel?

Top of Funnel 54

Top of Funnel Sales Qualified Leads Marketing Automation Services Funnel Advertising 54

ClearVoice

JUNE 22, 2022

Without understanding search intent, it’s difficult to cash in on your SEO initiatives even if you generate heaps of organic traffic. Understanding search intent. Search intent is the reason why someone goes online to find information. Keywords have various search intents attached to them. More sales.

Keywords 52

Keywords Top of Funnel Marketing Analytics Tools Lead Scoring 52

PureB2B

MAY 30, 2022

Your sales team has one priority: secure new revenue. In fact, sales reps spend less than 36% of their time selling. The majority of their time goes to non-revenue generating tasks like admin work, updating their CRM, updating sales assets, or spending time in meetings. What are Sales Productivity Tools?

Product 62

Product Tools Work Management Best Practices 62

markempa

APRIL 27, 2017

This is important because marketers rely on email as the top lead-nurturing tactic and according to Econsultancy, it’s the best channel for ROI. It’s funny when we put on our marketing and sales hats or walk into our offices how we can talk and write differently. Do you use a sales tone or an empathetic tone? Think about it.

Top of Funnel 305

Top of Funnel Tips Sales Qualified Leads Lead Nurturing 305

Aberdeen

MAY 8, 2019

There are plenty of challenges working against your hopes of contributing to the sales pipeline. Content fails to generate sales conversations. Target account lists remain static and ignore lookalike companies that might show intent. Company intent can’t be tracked to specific contacts for sales to engage.

Intent Data 40

Intent Data Lead Ranking Intent Intent Signal 40

Sprout Social

JULY 25, 2023

That’s why leaders from more than 700 companies surveyed in the 2023 State of Social Media Report revealed that 85% of their business decisions were strongly informed by social data and insights. However, mid-funnel efforts cannot be brought to fruition unless you capture more of that hard-earned, top-funnel traffic.

Marketing Analytics Tools 134

Marketing Analytics Tools Social Media Top of Funnel Analytics 134

Zoominfo

JUNE 13, 2018

Social media has completely transformed the way people interact with each other—including the way sales professionals interact with customers and prospects. Social selling is one of the hottest trends in the business world, yet many sales professionals remain skeptical of its effectiveness. As a sales person, we must be visible.

Peer-to-peer 244

Peer-to-peer Zoominfo Multi-Channel Cold Calling 244

PureB2B

NOVEMBER 22, 2021

You also want to know what is causing them to put off purchasing, your buyer’s purchasing intent, or if they are interested in your product or services. Intent data can be the solution if you keep getting conflicting messages from your customers, drowning conventional marketing methods in the abyss.

Intent Data 117

Intent Data Intent Marketing AI Lead Ranking 117

Zoominfo

DECEMBER 28, 2020

By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase. They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. Your marketing and sales teams need both. All of these signals show optimal conditions for a sale.

Lead Ranking 100

Lead Ranking Buy Work Management Marketing Management 100

SalesIntel

JANUARY 21, 2022

What is Intent Data in a Nutshell? Intent data is a set of behavioral and search signals to help marketers and sales professionals understand potential customers’ likelihood to purchase a product or service. Here are some situations where Buyer Intent data can lead to a 5x faster sales cycle. .

Intent Data 98

Intent Data Sales Cycle Lead Ranking Lead Scoring 98