Leadspace

MARCH 31, 2022

Typically, the challenges fall into 4 categories – profiling, targeting, campaigning, and closing. Their Go-to-Market team was tasked with doubling Sales Qualified Opportunities driven through both new logo capture and installed base customers. Profile Better. The Challenge: Double the Pipeline. Close Better.

Lead Ranking 62

Lead Ranking Sales Qualified Leads Lead Scoring Ideal Customer Profiles 62

Engagio

JANUARY 14, 2021

Here’s what you want to do to identify what accounts you want to go after: Start by asking yourself the following questions: Does the account fit my ICP (ideal customer profile) or my TAM (total addressable market)? Then, set FIRE to your Sales strategy! Customer — Customer Engaged — Expansion Opportunity — Expansion Won.

Ideal Customer Profiles 118

Ideal Customer Profiles Lead Ranking DemandBase Sales Qualified Leads 118

Zoominfo

FEBRUARY 25, 2021

Lead scoring is a qualitative process of assigning numeric values to each lead you generate based on a combination of the behavior(s) a prospect demonstrates and how well their firmographic and demographic information aligns with a company’s ideal customer profile (ICP). Stages of Lead Qualification.

Sales Management 240

Sales Management Lead Generation Lead Ranking Sales Qualified Leads 240

Zoominfo

FEBRUARY 25, 2021

The Lead Generation Process Lead Scoring Lead scoring is a qualitative process of assigning numeric values to each lead you generate based on a combination of the behavior(s) a prospect demonstrates and how well their firmographic and demographic information aligns with a company’s ideal customer profile (ICP).

Sales Management 177

Sales Management Lead Generation Lead Ranking Sales Qualified Leads 177

Strategic-IC

SEPTEMBER 17, 2022

For example, instead of MQLs and SQLs (Marketing or Sales Qualified Leads), you should measure: MQAs (Marketing Qualified Accounts). SQAs (Sales Qualfied Accounts). SQOs (Sales Qualified Opportunities). Avoid frustration and miscommunication, when sharing and educating Sales on your ABM framework.

Account Based Marketing 62

Account Based Marketing ABM Ideal Customer Profiles Enterprise Management 62

Zoominfo

OCTOBER 21, 2021

Ideal Customer Profiles (ICPs): An ICP is a categorical description of a potential buyer that would benefit significantly from an offering. Consideration Stage Buyer Perspective In the consideration stage, leads are officially converted to sales- qualified opportunities and are viewed as prospective customers.

Sales Management 130

Sales Management Top of Funnel Sales Qualified Leads Work Management 130

Terminus

OCTOBER 29, 2021

The campaign was launched with a $5k budget and was executed by one marketer and one SDR A virtual event that generated 2320 sign-ups, 34 sales-qualified opportunities, and five new customers right off the bat. As a result, we generated six sales-qualified opportunities and closed two sales.

Ideal Customer Profiles 58

Ideal Customer Profiles Account Based Marketing ABM Campaigns 58