Inbox Insight

FEBRUARY 19, 2024

Effective lead generation comes down to both B2B lead quality and quantity. But with mounting pressure to demonstrate impact through hitting MQL targets, it’s easy for B2B marketers to overlook quality and become fixated on the latter. Reading time: 4 minutes Why is Lead Quality the key area of focus for Demand Generation?

Lead Ranking 101

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

Binary Demand

FEBRUARY 23, 2024

[ps2id id=’Introduction’ target=”/]Based on a recent HubSpot report, 35% of surveyed marketers prioritized B2B demand generation activities in 2022, indicating a noticeable shift from tactical demand generation to a more strategic approach in the current and future of B2B demand generation marketing.

Demand Generation Agencies 116

Demand Generation Agencies Demand Generation Demand Account Based Marketing 116

Zoominfo

JANUARY 15, 2021

Sales reps can easily lose a successful sale if they don’t have the right tools or framework to work with. Both market and sales intelligence fall under the umbrella of lead intelligence, which collectively gives comprehensive insights about prospects. What is Sales Intelligence? What is Market Intelligence?

Top of Funnel 207

Top of Funnel Sales Qualified Leads Sales Cycle Cross-Selling 207

Conversica

JUNE 26, 2020

A collaborative blog post with contributions from Michael Hanson, VP of Marketing at CloudTask – CloudTask is a managed workforce provider for growing companies looking for B2B Sales, Sales Chat and Customer Support solutions. But it’s not just important to keep the length of your sales cycle tight.

Sales Cycle 52

Sales Cycle Marketing AI Top of Funnel Work Management 52

InsightSquared

MARCH 25, 2021

ABM is transforming marketing. Yet, we are still running forecast and funnel reviews just as we did decades ago … interrogating and inspecting deals to assess the quality of the funnel to meet the number. Forecast vs Funnel Review. Neglecting the Early Funnel. Agile transformed engineering teams.

Sales Management 177

Sales Management Top of Funnel Forecasting Digital Marketing Funnels 177

Full Circle Insights

OCTOBER 4, 2023

Our first official fall webinar focused on uniting marketing and sales to drive revenue growth. I mean, how many times have we all talked about marketing and sales “interlock”? This webinar addresses some of the underlying issues that sales and marketing teams encounter when working together.

Multi-Touch Attribution 98

Multi-Touch Attribution Top of Funnel Full Circle Insights Sales Qualified Leads 98

Zoominfo

AUGUST 17, 2021

One of the many benefits of conversational marketing is its ability to accelerate your sales cycle. After all, it is built for and used by both your marketing and sales teams to drive pipeline and generate revenue. Sync your HubSpot fields into your conversational marketing platform to make this happen.

Hubspot 195

Hubspot Top of Funnel Conversion Sales Qualified Leads 195

6sense

OCTOBER 18, 2021

RepTrak is the world’s leading reputation data and insights company, offering the only global platform for data-driven insights on reputation, brand, and ESG (environmental, social, and governance). RepTrak had traditionally relied on old-fashioned tactics, a subpar tech stack, and unreliable data for its marketing efforts.

Lead Ranking 62

Lead Ranking Sales Cycle Lead Scoring Marketing Qualified Leads 62

Biznology

OCTOBER 24, 2013

Content marketing takes time and effort. When marketers don’t see results, determining the return on investment isn’t easy. If you’re constantly struggling with your business blog and exasperated with the lack of qualified leads, you may be missing key points in your content strategy. Mid-market.

Top of Funnel 80

Top of Funnel Sales Cycle Content Marketing Planning 80

InsightSquared

FEBRUARY 19, 2019

For a crew to win a race, there are key variables that will lead them to be the fastest boat on the water: the best equipment, the cleanest technique, the best crew cohesion, and high mental determination to name a few. Similarly, key components factor into one phenomenon that can show the health of your overall sales process.

Sales Cycle 242

Sales Cycle Sales Qualified Leads Top of Funnel Aggregators 242

SmartBug Media

JANUARY 10, 2024

Navigating the sales funnel can be complex for any business. Developing a journey from prospect to customer acquisition demands a specific sales process—and, often, sales and marketing teams aren't sure of which responsibilities they hold during that process. Marketing brings in leads; sales closes the deals.

Process 64

Process Top of Funnel Advertising Agencies Paid Search Agency 64

Zoominfo

MARCH 9, 2021

Marketing teams work in a cross-functional capacity to develop ongoing, omni-channel strategies that utilize a portfolio of tactics to connect value propositions to the right audience. Demand Generation vs Lead Generation: What’s the Difference? Does demand generation sound similar to lead generation ? What is Demand Generation?

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Top of Funnel Demand 225

Martech

JANUARY 29, 2024

Lead generation for B2B has undergone quite a transformation. But have we deviated too far from sustainable lead generation practices and become too reliant on pay-to-play databases to fuel outbound initiatives? As I often say, a true lead demonstrates intent to discover or purchase your product — yes, it’s that simple.

Lead Ranking 113

Lead Ranking Lead Gen Ideal Customer Profiles Lead Scoring 113

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? What does a “good lead” look like anyway? Get answers to these questions about lead gen — and so much more! What is Lead Generation? What is a Lead? Every company has their own definition of a “good lead.”

Sales Management 240

Sales Management Lead Generation Lead Ranking Sales Qualified Leads 240

Tiecas

APRIL 5, 2024

A documented industrial marketing strategy is critical for success. Did you know 80% of successful content marketers have a documented content marketing strategy? Implementing hit-or-miss content marketing tactics is not likely to produce the results you want. Table of Contents What is an Industrial Marketing Strategy?

Marketing Budget 92

Marketing Budget Advertising Agencies Marketing Strategy Marketing & Strategy 92

Marketing Insider Group

AUGUST 3, 2020

Account-based marketing (ABM) offers a lot of benefits to most B2B organizations. All of these things can clearly lead to a more profitable company and a better customer experience, which is why many companies are allocating large sums of their marketing budget towards this strategy. Why Sales Marketing Alignment Matters.

Account Based Marketing 339

Account Based Marketing ABM Top of Funnel Lead Ranking 339

Optinmonster

JULY 22, 2019

Are you looking for ways to shorten your sales cycle and make people buy sooner? The less time a lead spends in your sales funnel, the more return on investment (ROI) for you! In this article, you’ll find 15 effective ways to shorten your sales cycle and start making money from your marketing efforts sooner.

Sales Cycle 46

Sales Cycle Top of Funnel FAQ Sales Qualified Leads 46

Marketing Insider Group

JULY 22, 2020

Account-Based Marketing (ABM) offers an exhaustive list of benefits for most businesses. 66% increased the number of leads generated. 83% saw increased engagement from targeted leads. 50% of teams were more productive and able to optimize their time on qualified leads. 66% increased the number of leads generated.

Account Based Marketing 257

Account Based Marketing ABM Sales Qualified Leads Lead Ranking 257

Webbiquity

FEBRUARY 5, 2021

During the life of your product or service, you’ll realize that simply scaling top-of-funnel inquiries (in volume) won’t generate peak conversions over the long run. At some point, you will start attracting more of the leads that don’t intend to buy from you right away. Six Effective Tips To Increase Your B2B Sales Conversions.

B2B Sales 259

B2B Sales Top of Funnel Conversion Peer-to-peer 259

InsightSquared

APRIL 14, 2021

There are countless factors that lead to this. CROs, and sales leaders alike, often walk into their new role blind. They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. Here are some of the top sales metrics to track to stay ahead of the competition.

Ideal Customer Profiles 156

Ideal Customer Profiles Lead Ranking Top of Funnel Lead Scoring 156

Zoominfo

OCTOBER 21, 2021

Every business needs to fill its sales funnel with qualified leads, convert those leads into customers, and retain paying customers for the long term. What makes the difference between a high-performing sales funnel and one that isn’t ready for the needs of a modern B2B sales motion?

Sales Management 130

Sales Management Top of Funnel Sales Qualified Leads Work Management 130

Zoominfo

SEPTEMBER 14, 2020

A typical sales process is more of a guide than a strict, set in stone schedule. Yet they usually consist of a series of repeatable steps that a salesperson can take with a prospect in order to move them down the sales funnel. While different companies may incorporate different steps, most sales processes involve.

Top of Funnel 162

Top of Funnel Ideal Customer Profiles Process Optimization 162

Tiecas

FEBRUARY 5, 2024

Industrial marketing for manufacturers is complicated, with many moving parts that must mesh together to produce measurable and sustainable results, i.e., generate better quality leads that turn into sales opportunities. Industrial marketing for manufacturers offers solutions that allow us to maximize our resources.

Top of Funnel 104

Top of Funnel Lead Generation Advertising Agencies Lead Scoring 104

Rev

JULY 12, 2023

Yes, just one hour to follow up with leads and secure the best chance of speaking to key decision-makers and converting them into customers—at least, that’s what a study from the Harvard Business Review found. Low-quality leads make their way to sales, and some of the most qualified leads fall through the cracks.

Lead Ranking 78

Lead Ranking Marketing Qualified Leads Ideal Customer Profiles Sales Qualified Leads 78

Zoominfo

JANUARY 13, 2021

Sales reporting helps managers track and monitor progress to keep a pulse on sales cycle profitability. With B2B sales reports, sales leaders can decide which ways to: Adapt sales strategies Improve sales rep performance Optimize sales cycles. Metrics to Track in Sales Reports.

Top of Funnel 162

Top of Funnel Sales Qualified Leads Lead Ranking Touchpoints 162

Conversica

JUNE 26, 2020

A collaborative blog post with contributions from Michael Hanson, VP of Marketing at CloudTask – CloudTask is a managed workforce provider for growing companies looking for B2B Sales, Sales Chat and Customer Support solutions. But it’s not just important to keep the length of your sales cycle tight.

Sales Cycle 40

Sales Cycle Marketing AI Top of Funnel Work Management 40

Zoominfo

JULY 1, 2021

“The perfect qualified lead is someone who fills out a form with a great decision-making title, who understands the pain points that their company is experiencing, and is doing some kind of outreach that we could help them with.” – Morgan Schuler, inbound sales development manager at ZoomInfo. What is Lead Qualification?

Lead Qualification 130

Lead Qualification Lead Ranking Lead Scoring Sales Qualified Leads 130

Heinz Marketing

MARCH 2, 2023

By Win Salyards , Senior Marketing Consultant at Heinz Marketing There are two core schools of thought when structuring your B2B lead and opportunity stages–simplified or complex. A few arguments exist for using a simplified versus a more complex set of stages in B2B marketing and sales.

Top of Funnel 83

Top of Funnel Forecasting Sales Cycle Lead Qualification 83

Adobe Experience Cloud Blog

JANUARY 22, 2020

The middle of the demand generation funnel receives way less attention than it deserves. At the top of the funnel, marketing increases traffic and fills the database with new leads through paid ads, social media, search, referral programs, and a variety of other channels. What exactly is the middle of the funnel?

Top of Funnel 160

Top of Funnel Lead Ranking Sales Qualified Leads Marketing Qualified Leads 160

Contently

DECEMBER 6, 2022

With the complex marketing strategies most of us design today, models like “multi-touch” and “omni-touch” are crucial to genuinely mapping ROI to every piece of content in the buyer’s journey. So why use single-touch attribution in a 21st-century marketing context? Why Use Single-Touch Attribution?

Multi-Touch Attribution 130

Multi-Touch Attribution Top of Funnel ROI Multi-Channel 130

Oktopost

OCTOBER 23, 2021

The importance of generating high-quality leads to grow your B2B business can’t be overstated. But not all leads are created equal – in general, at least half of your prospects aren’t good fits for your product. What is a Sales Development Representative? Sales prospecting is the responsibility of SDRs.

Top of Funnel 117

Top of Funnel High Quality Lead Sales Qualified Leads Enterprise Management 117

Only B2B

OCTOBER 16, 2023

In the ever-evolving landscape of B2B (Business-to-Business) sales and marketing, two critical strategies stand out as linchpins in driving growth and success: B2B Appointment Setting and Lead Generation. B2B Appointment Setting is akin to the bridge that connects a quality lead with a sales professional.

Lead Generation 62

Lead Generation Allocation Sales Qualified Leads Lead Scoring 62

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. 60% of B2B SaaS companies reported their biggest marketing problem is a lack of time and resources. What is B2B SaaS Marketing?

Ideal Customer Profiles 62

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

Zoominfo

JULY 12, 2022

To set their sales teams up for success — and drive the largest possible return on investment for their businesses — today’s go-to-market leaders need comprehensive, integrated data and intelligent lead-routing systems. Lower conversion rates Poor-quality data dramatically reduces the accuracy of lead scoring and prioritization.

Marketing Analytics Tools 130

Marketing Analytics Tools Top of Funnel High Quality Lead Lead Scoring 130

Zoominfo

JANUARY 19, 2021

Landing pages have a vital, singular purpose — encouraging visitors to begin the sales cycle with a brand. Digital marketers invest in creating landing pages because of their higher conversion rates. Let’s get into the importance of landing page content marketing, and how to build them for your digital marketing strategy.

Landing Pages 246

Landing Pages Marketing Prospects Best Practices Digital Marketing Funnels 246

Zoominfo

SEPTEMBER 14, 2020

And Why You Absolutely Need One A typical sales process is more of a guide than a strict, set in stone schedule. Yet they usually consist of a series of repeatable steps that a salesperson can take with a prospect in order to move them down the sales funnel. Less time: The B2B sales cycle is long.

Top of Funnel 130

Top of Funnel Ideal Customer Profiles Process Optimization 130

Oktopost

NOVEMBER 3, 2021

Whether you’re pursuing an inbound or outbound marketing strategy, lead generation is a constant struggle. In fact, 37% of B2B marketers rank it as their number one challenge. Nestled within that challenge is an even more daunting task: finding enough qualified leads. What is the lead qualification process?

Lead Qualification 135

Lead Qualification Lead Ranking Marketing Qualified Leads Sales Qualified Leads 135