RevOps guide to expanding into new markets and targeting new customers

December 7, 2022

Expanding into new markets can be an exciting and risky decision. On the one hand, it’s an opportunity to increase revenue and expand your customer base. But, on the other hand, it’s also a huge investment of time and money that doesn’t always pay off. So, if you’ve decided to expand into new markets, you’ll […]

What is outbound lead generation?

November 30, 2022

Not all outbound lead generation strategies are built equally. While some are effective within a short time, others require a compound investment. This post distills the best outbound lead generation strategies and how to execute them to get lasting results fast. We’ll cover: Outbound lead generation and how it works Methods you can use to […]

How to build a high-performing RevOps team

November 22, 2022

Revenue operations (RevOps) is all about optimization—whether that means improving sales cycles, analyzing customer data to understand their needs and preferences better, or developing effective lead generation strategies.  As such, you’ll need a team of skilled professionals with a range of expertise in go-to-market strategies. This team will tackle everything from marketing and sales to […]

Inbound vs. outbound sales: What, when and how

November 15, 2022

We studied the best marketing and sales minds and distilled them to a simple conclusion: “Every sales strategy can be categorized into two buckets; inbound or outbound, and neither is the better way to sell.” In fact, both are great and often used together as part of a larger GTM strategy. So, to help you […]

10 key demand generation metrics for B2B marketing

November 2, 2022

Do you think your company’s CEO cares about web traffic, impressions or leads as much as your marketing team? Probably not! Because what she really cares about is revenue.  So, as a B2B marketer, you need to be able to show the impact your demand generation efforts are having on the bottom line. Otherwise, you’re […]

Grow and improve pipeline health in economic hard times

October 24, 2022

Revenue growth is easier during economic boons—just ask anyone from the .com bubble. It’s how companies maintain themselves during economic hard times that defines their sustainability. And more than just maintaining, downturns can actually be revenue growth opportunities for forward-thinking organizations.  Of course, that’s tricky. Customers (and our own businesses too) no longer have much […]

How to increase your sales pipeline with high-fit target accounts

October 20, 2022

Increasing your sales pipeline with low-quality leads is easy. Just have your sales team start cold calling and emailing every business that kind of looks like your ideal customer. Of course, you’d quickly find yourself wasting a lot of time and resources on prospects that just aren’t the right fit. And, as a RevOps (aka […]

13 essential demand generation tools for B2B marketers 

October 12, 2022

Your marketing budget may be tight. But some tools are too valuable to pass up—especially when it comes to a process like demand generation marketing that depends on your brand’s ability to reach and engage potential new customers. In this blog post, we’ll show you 13 of the best demand generation tools that are worth […]

7 of the best demand generation examples for B2B marketing

October 6, 2022

Demand generation (aka demand gen) is all about creating awareness and interest for your brand and what you have to offer. Unlike lead generation, demand generation is a long-term approach that focuses on building relationships with customers rather than simply acquiring new leads. However, that’s not to say that demand generation can’t be used to […]

Demand generation vs lead generation: Key differences, examples and strategies for B2B marketing

September 28, 2022

Demand generation vs lead generation? Learning the difference between these two strategies is simple. Demand generation is the process of building awareness and interest in your brand by showing potential prospects you understand their problem. Lead generation, on the other hand, is the process of converting those prospects into leads or customers by convincing them […]

Your ICP is broken, and here’s why

September 22, 2022

Ideal customer profiles are a staple of B2B sales strategy. And they make sense: if you can identify the traits that make your best customers your best customers, you can target the same traits in your best prospects. The problem with ICPs is that they are generally a shallow way to characterize companies. A sales […]

New ways to identify new market segments

September 15, 2022

Every company that looks to enter a new market segment faces the same struggles: understanding the true total addressable market (TAM) and identifying the target accounts most likely to engage. There’s never been a handbook for this, no way to ensure that a company with strong market/product fit in one segment will meet any success […]

Demand generation strategy: 5 core steps for B2B marketing teams

September 8, 2022

You can attempt to generate cold leads all day. But if there’s no desire or demand for your offer… Well, then you might be wasting your time. That’s why demand generation is an essential component of B2B marketing. Because if you don’t already have a demand generation strategy, you’re likely leaving A LOT of money […]

Outsourced lead generation: How to choose the right lead generation service

August 31, 2022

Cold calling. Email marketing. Referrals. LinkedIn. Facebook Ads. Content Marketing. SEO. You see where we’re going?  There are many ways you can generate leads for your business. But that doesn’t mean lead generation is easy! In fact, according to a recent HubSpot report, 61% of marketers rank lead generation as their biggest challenge. So, it’s […]

What is a marketing automation funnel?

August 18, 2022

Many marketing teams use a funnel to grow their business and build their customer base. They know most prospects aren’t ready to purchase the moment they hear about their product or service, and the funnel nurtures and moves leads along. Marketing funnels come in all sizes, and often become more complex as your team and […]

B2B sales funnel: Understand and optimize what matters most

August 11, 2022

A recent Gartner study noted that the B2B purchasing process is complex. While that might not totally take you back, you might be surprised to learn that 77% of B2B buyers reported that their last purchase was complicated. So, let’s take a look at your B2B sales funnel to simplify the buying journey for customers […]

Automated lead generation: What you need to know to get started

August 3, 2022

You probably spend an excessive amount of time chasing leads down. Lead generation is a never ending necessity for businesses, especially for companies trying to grow. (And, what company isn’t?) Because of this, you might feel like you’re starting at ground zero month after month. As your organization grows, you need to  find ways to […]

​​Why your cold outreach sucks (and what to do about it)

July 27, 2022

Cold sales outreach catches a bad rap for good reasons. A lot of people don’t enjoy receiving cold calls and sales pitch emails. Plus, a lot of sales reps aren’t particularly genuine about making those connections. We find that a lot of the advice out there about how to improve your SDR prospecting is obvious […]

12 steps to build and lead a high-performing SDR team

July 13, 2022

Leading a sales development team is a big undertaking. Many of the folks on your team are likely new to the role and junior in their careers. Their day-to-day is a grind: researching for new prospects that match your ideal customer profile and relentlessly trying to engage them. More often than not, their hard work […]

Getting started: A roadmap for RevOps

July 7, 2022

Most companies are new to revenue operations, or RevOps. It’s a relatively new practice that’s only started to get traction in the last decade. And the reason RevOps has gained so much momentum is because it can dramatically—and positively—impact an organization. The downside? Growth via RevOps can be slow to start.  If you’re moving into […]

AI in sales: How to get started

June 30, 2022

Sales can be time-intensive, even if you love closing deals. Many aspects of the process can feel mundane, especially the tedious, repetitive tasks that feel like one more obstacle standing between you and your next closed won. But, you also know that those tasks are—more often than not—important to making potential customers happy. You know […]

Demand funnel 101: How to build and grow a demand gen funnel

June 22, 2022

As organizations invest in demand generation, the use of the demand funnel becomes a clear way to organize and move prospects into buyers. Implementing a clear demand generation funnel can be challenging because it requires clear sales and marketing alignment.   What is a demand funnel? First, let’s cover what a demand funnel is. Demand […]

The problem with B2B data (and the solution your team is waiting for)

June 15, 2022

B2B buying behavior involves multiple stakeholders, evolving buying criteria and an elongated consideration cycle. The sales and marketing tech stack only increases this complexity, so it seems counterintuitive to say B2B companies need another source of data to add to the mix.  Unless such a source introduces an entirely new way of thinking about prospects—a […]

10 ways to improve SDR pipeline and productivity

June 9, 2022

Business growth depends on consistent sales and, even before that, strong SDR pipeline and processes. Companies literally depend on SDRs—often junior members of the sales team—to find, reach out to, qualify and push new leads into the sales funnel so quota-carrying reps can close deals. If SDRs don’t generate high-volume, high-quality leads, companies risk not […]

Where to invest to solve sales and marketing misalignment

June 4, 2022

Good news first: Advancements in B2B sales have a catalytic effect on humanity.  Who would’ve thought? Improving the ability of buyers and sellers of complex solutions to find each other more efficiently makes the world a better place. Whether your company is researching a cure for a disease, improving education or developing answers to environmental […]

AI for lead generation: 6 tools to fuel your pipeline

May 26, 2022

Demand generation is exhaustive. To create a profitable business, demand gen leaders need to consistently bring in high-quality leads at a high volume. You want to bring in enough leads to fill your entire sales pipeline, but traditional lead generation methods can be expensive and time-consuming. You may have even Googled, “Can you automate lead […]

Right target, right time, now what? 7 steps to close the deal.

May 20, 2022

Chasing the wrong account is about as effective as chasing your own tail. Thankfully, with Rev, you’re tapping into the power of artificial intelligence and proven algorithms to identify and build target lists of accounts that look and act like your best customers, significantly cutting back on the time and effort your sales team must […]

How to use psychological pricing in B2B sales

May 10, 2022

When it comes to the psychology of pricing products or services, what you don’t know might be impacting your B2B revenue. Experts talk about the characteristics of a fantastic B2B sales team or how to recruit the best sales reps. These elements have a massive impact on your performance, but the psychology of numbers is […]

Is the Challenger Sales model right for you?

May 10, 2022

There are many different types of selling methodologies: the Challenger Sale, SPIN Selling, Conceptual Selling, SNAP Selling, Sandler Sales and Customer-Centric Selling—to name a few. While each has its benefits and challenges, each style has something to offer B2B sales reps to improve conversions and build customer loyalty. It’s not possible to use all these […]

How to build a Digital Center Of Excellence

May 10, 2022

Never-ending waves of technology innovation wash across marketing departments every day. They’re shifting how marketing teams operate—and opening new opportunities. You might adopt some and ignore others. Regardless of how you decide to build your tech stack, one technological strategy you need to develop is your Digital Center of Excellence (DCoE). Many of our employees […]

8 basic digital marketing tactics for B2B sales

May 10, 2022

Your organization may already be investing in B2B digital marketing, but are you getting a decent return on investment? Companies must understand how to generate consistent sales using the marketing dollars spent. Throwing more money at your next B2B campaign can only take your organization so far. Thankfully, there are eight simple things your organization […]

How to use lookalike data to fuel your B2B pipeline

May 10, 2022

Don’t you wish B2B marketing had something as effective as Facebook lookalike audiences to help you target your ideal customers? You may have an extensive background in running Facebook ads. Most people who’ve run these ads have experience with B2C demand generation. Facebook offers some competitive advantages that most other platforms couldn’t dream of because […]

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