Zoominfo

FEBRUARY 25, 2021

Get answers to these questions about lead gen — and so much more! What Is Lead Generation? Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel.

Sales Management 177

Sales Management Lead Generation Lead Ranking Sales Qualified Leads 177

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

Directive Agency

MAY 24, 2017

Lead generation campaigns typically require direct collaboration with your sales team—due to the resulting longer sales cycles, sales interactions, or negotiations necessary to convert leads to a close. Your marketing and sales teams should be working together to nurture leads to encourage closing sales.

Lead Gen 53

Lead Gen Demand Ideal Customer Profiles Lead Scoring 53

Velocity Partners

FEBRUARY 27, 2024

Nearly three quarters of the content produced by marketers to power campaigns is never used by sales or read by customers. The result: four fifths of all marketing leads die in most companies’ funnels. A logical flaw The obsession with sales activation has a logical flaw.

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

Convince & Convert

MAY 19, 2016

I don’t mean to get personal here, but do you have a leaky sales funnel? Are you losing some customers somewhere along their journey from initial contact to final sale? Or is your sales funnel fully clogged, in need of middle-of-the-night emergency attention that’s costing you a fortune? Guaranteed.

Top of Funnel 96

Top of Funnel Webinar Metrics Marketing Funnels Content 96

MarketJoy

APRIL 7, 2022

Create at least one primary persona, and share that persona with the rest of the company as well as your B2B lead generation agency. Use the Buyer Persona to Align Your Lead Gen and Sales Efforts. Personas ensure your team and your lead gen agency are aligned on who you’re trying to get in front of.

Buyer Personas 98

Buyer Personas Ideal Customer Profiles Lead Generation Sales Qualified Leads 98

Velocity Partners

APRIL 9, 2024

Hubspot research shows that B2B brands with aligned sales and marketing teams: Deliver 20% annual revenue growth as opposed to a 4% decline in non-aligned companies Have 38% higher win rates Enjoy 14% faster sales cycles And Forrester adds 27% higher margins to this growth. It’s a profit windfall. We have thoughts.

Sales Management 79

Sales Management Top of Funnel B2B Lead Ranking 79

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

Marketing Insider Group

JULY 28, 2020

Matt Heinz (President of Heinz Marketing) Believes Sales and Marketing Teams Are Too Focused on Top-of-Funnel. In his video interview, Matt Heinz expanded on how you can ensure that your content and messaging results in sales conversations and revenue. LinkedIn Ads Expert AJ Wilcox Agrees that LinkedIn Lead Gen is Not Enough.

Top of Funnel 249

Top of Funnel Linkedin Ideal Customer Profiles Paid Search Agency 249

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

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. We will leave the philosophical wrangling of our lives for another time.

Lead Ranking 167

Lead Ranking Lead Scoring B2B Marketing Planning 167

Zoominfo

JANUARY 11, 2021

Like the buyer’s journey , which is more flywheel than a traditional funnel, the customer might touch each stage multiple times. With a solid lead gen strategy in place, your B2B customer will see your posts on their preferred social media channel — like LinkedIn, Twitter, or Instagram. Where will they find your brand?

Tips 130

Tips Work Management Gartner Top of Funnel 130

Zoominfo

JANUARY 11, 2021

Like the buyer’s journey, which is more flywheel than a traditional funnel, the customer might touch each stage multiple times. With a solid lead gen strategy in place, your B2B customer will see your posts on their preferred social media channel — like LinkedIn, Twitter, or Instagram. Where will they find your brand?

Tips 130

Tips Work Management Gartner Top of Funnel 130

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

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

Terminus

APRIL 4, 2019

Relationships are one of the underlying principles and key differentiators of account-based marketing (ABM), where the goal is making meaningful connections and progressing opportunities with the right accounts rather than driving lead volume. Why the old funnel doesn’t measure up. New funnel, new metrics.

Top of Funnel 26

Top of Funnel Lead Ranking Account Based Marketing Marketing Qualified Leads 26

Televerde

AUGUST 10, 2021

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. Sales velocity combines several sales metrics to obtain a high-level understanding of sales performance. 7 Tips to Increase Your Sales Velocity.

Sales Management 52

Sales Management Top of Funnel Lead Qualification Tips 52

Zoominfo

OCTOBER 5, 2021

From inception to close, optimal L2RM is achieved when sales and marketing are aligned, completely in sync. Sales Funnel Through a combination of signals that indicate thresholds across qualification, timing, budget and fit, GTM teams can establish a reliable sales funnel.

Enterprise Management 147

Enterprise Management Ideal Customer Profiles Marketing Analytics Tools Work Management 147

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

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?

Social Media 100

Social Media Lead Gen Lead Scoring Lead Ranking 100

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

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

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

Martech Advisor

FEBRUARY 10, 2020

There are four key metrics needed to calculate your sales velocity: length of the sales cycle, number of qualified opportunities, average deal size, and win rate. The formula for calculating your sales velocity is: To dive into your sales velocity strategy, let’s explore these four metrics.

Top of Funnel 60

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

SnapApp

JANUARY 22, 2019

An SQL has been researched and evaluated by both the marketing and sales teams and determined that the individual has serious potential to convert into a paying customer. They are bottom-funnel leads.”. This is a little different than a marketing qualified lead, or “MQL.” Pre-qualifying leads can be simple.

Sales Qualified Leads 96

Sales Qualified Leads Lead Qualification Lead Ranking Marketing Qualified Leads 96

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

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

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. I dare you. for anyone in the company.

Top of Funnel 131

Top of Funnel ROI Content Marketing Budget Programs 131

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. Let me explain. One last thing.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Tactics 120

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

Only B2B

FEBRUARY 16, 2022

Focus on intent data to determine a lead’s exact placement in the sales funnel, and so on. Establish customer-centric B2B lead generation tactics in 2022 if you want to focus personalized marketing to convert more leads to sales. Must Read: The Dynamics Of B2B Lead Generation.

Lead Generation 118

Lead Generation Marketing Budget Generation Webinar Metrics 118

Only B2B

MARCH 10, 2022

Contact information is frequently developed in-house, purchased from a lead database, or generated by a third-party “lead gen” organisation. Step 2: Contacting Potential Leads. Reps contact leads via cold outreach, social media, or answering to queries after compiling a list of (ideally) high-quality leads.

Lead Generation 118

Lead Generation Sales Management Paid Content Sales Qualified Leads 118

Oktopost

DECEMBER 13, 2020

It’s of the utmost importance that sales leaders open the communication channel with marketing , in order to have a good understanding about the processes and tools marketers use to generate high-quality leads, especially when it comes down to a VP Sales managing the full sales process from qualifying leads (MQLs) to closing business.

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

For DiscoverOrg, that meant that when we launched a new dataset with a smaller target market, we could implement a true ABM strategy for that product and compare results against other more traditional lead gen efforts. That is a much more nuanced set of measurements than the traditional lead funnel.

Account Based Marketing 96

Account Based Marketing ABM Advertising Benchmark Ideal Customer Profiles 96