DiscoverOrg

OCTOBER 26, 2017

With the right information in-hand, savvy sales pros and marketers might have seen it coming. These insights demonstrate a pattern of executive departures in security-related roles – in the months leading up to the breach itself, and in the 1.5 months before it was publicly disclosed. Management changes.

Act-On 120

Act-On Work Management Marketing Management Bandwidth 120

Vision Edge Marketing

OCTOBER 3, 2023

Unearthing the hidden treasures of customer acquisition and customer retention leads to growth and prosperity. Like explorers surveying uncharted lands, businesses conduct market research to identify potential customers, lucrative customer segments, and prospective new territories. Seems obvious, right?

Acquisitions 205

Acquisitions Lead Ranking Loyalty Lead Scoring 205

Marketing Insider Group

MAY 31, 2023

But do you know how direct the relationship is between understanding your customers’ needs and maximizing the results of your marketing efforts? Today, we’re sharing 11 customer journey mapping tools you can start using to make the mapping process more manageable and effective. So, how do you map the customer journey?

Enterprise Management 260

Enterprise Management B2B Marketing Tools Marketing Management 260

Marketing Insider Group

AUGUST 25, 2020

Unlike yesterday’s robocalls or email blasts, today’s sales automation all boils down to personalization. With the aid of today’s sales automation software, you can learn which salesperson is the best fit for each customer and assign them automatically. Taking a silo-free approach to sales automation can also boost revenue.

Automation 271

Automation Sales Qualified Leads Lead Scoring Lead Ranking 271

Zoominfo

JANUARY 15, 2021

The world has been stirred up by a global pandemic, most of us are still working from home, and digital marketing strategies have become a critical part of every company’s survival. One thing is clear — lead generation has never been more central to a business’ success. Content is an essential pillar of any lead generation strategy.

Lead Generation 264

Lead Generation Lead Ranking Paid Content Lead Scoring 264

ANNUITAS

JULY 20, 2021

For most companies, the challenge of regularly delivering enough leads and opportunities to hit growth targets has historically meant building a strategy around producing high volume, low quality marketing and sales campaigns. Sixty percent (60%) of marketers create at least one piece of content each day.

Top of Funnel 147

Top of Funnel Campaigns Enterprise Management Work Management 147

ANNUITAS

AUGUST 21, 2023

We see this challenge in the approach many organizations take to optimizing their go-to-market (GTM) programs. When organizations tackle GTM optimization through the CX lens, they fail to garner — and act upon — the customer-journey insights critical to optimizing the underlying, connected execution that makes or breaks GTM efforts.

Marketing Analytics Tools 130

Marketing Analytics Tools Demand Optimization Work Management 130

Marketing Insider Group

FEBRUARY 22, 2023

Understanding the needs of your customers is a vital element in the definition of content marketing. Those insights lead to one of the biggest trends in Content Marketing: we need to develop content for the every stage of the buyer journey. Not every piece of content can be solely for lead generation. It is a top tactic.

Top of Funnel 263

Top of Funnel Buyer's Journey Lead Scoring Lead Ranking 263

FunnelEnvy

MARCH 18, 2024

Studies prove that B2B prospects now prefer a digital buying journey over sales calls. Understanding your target audience is more important than ever for lead generation and improving the ROI of marketing and sales. What are B2B Buyer Personas? Are Buyer Personas Still Important?

Buyer Personas 57

Buyer Personas Marketing AI Ideal Customer Profiles Webinar Metrics 57

Act-On

SEPTEMBER 25, 2023

Marketing and sales teams are famously frenemies. Sales and marketing alignment is no small task, but it’s not a mystery. Real or imagined cultural clashes (“Marketers are mired in process and research.” Sales only cares about hitting targets, by any means necessary.”).

Work Management 147

Work Management Planning Marketing Management Paid Search Agency 147

ANNUITAS

FEBRUARY 24, 2023

Our marketing and sales motions are the lifeblood of our top lines, yet too often, when they are not delivering, we are unable to objectively assess what is going wrong. Where Go-to-Market Programs Fall Down I’ve said this before: Go-to-market strategies have an Achilles heel.

Planning 130

Planning Paid Search Agency Marketing & Strategy Act-On 130

Martech

MARCH 19, 2024

How do we as marketers meet those expectations and set our brands apart?” Furthermore, Sales and Marketing, combined, was flagged as one of four functional groups likely to deliver 75% of that value. Furthermore, the ways marketers can infuse genAI at these stages fall into three main marketing goals for Padgett.

Marketing AI 92

Marketing AI Conference Generation Loyalty 92

Webbiquity

JANUARY 18, 2024

When done properly, sending cold emails—that is, messages to people or companies with whom you have no prior relationship—is still one of the best tactics for B2B lead generation or making direct sales. Moreover, they can complement your other marketing strategies in substantial ways. Then, process it using data analytics.

Email Marketing 167

Email Marketing Work Management B2B Marketing Marketing Management 167

ANNUITAS

APRIL 29, 2021

Go-to-market strategies have an Achilles heel. You’ve done segmentation and persona work. You have a clear go-to-market approach, but you cannot operationalize it. As a result, your go-to-market unspools as an infinite string of random acts of sales and marketing. INSIDE-OUT VS. OUTSIDE-IN.

Planning 130

Planning Top of Funnel Paid Search Agency Cold Calling 130

Zoominfo

NOVEMBER 20, 2023

Marketers are definitely at the forefront of experimenting with GenAI. Their rapid growth recalls some of the most durable tech-driven shifts of modern history, with research by Bloomberg suggesting the generative AI market will grow to $1.3 What Does this Mean for Marketers? billion in the next 10 years.

Marketing Analytics Tools 130

Marketing Analytics Tools Lead Ranking Generation Work Management 130

KoMarketing Associates

JANUARY 23, 2018

Most content marketers have two core beliefs about content: That “good” content (high-quality content) will outperform “bad” content every time, i.e. that good content gets more results. As a recent study of 1,597 content marketers found, “There is virtually no correlation between time spent creating content and marketing success.”.

Top of Funnel 275

Top of Funnel Marketing Automation Services Marketing Automation Automation 275

Zoominfo

JULY 25, 2023

In the not-so-distant past, a significant portion of a typical business-to-business (B2B) sales professional’s life revolved around in-person meetings with key prospects and high-value clients. Today, as much as 80% of B2B decision-makers prefer remote or even fully self-serve sales interactions. Why Invest in B2B Lead Generation?

Ideal Customer Profiles 130

Ideal Customer Profiles Lead Ranking Lead Generation Sales Management 130

Contently

FEBRUARY 1, 2023

Every part of your business that communicates with the outside world—whether it’s sales, customer service, or human resources—needs content. Some larger organizations will have a content resource embedded in non-marketing functions that use content. If sales teams are the revenue engines for a company, content is the fuel.

Demand Generation Agencies 127

Demand Generation Agencies Content Demand Generation Paid Search Agency 127

Tomorrow People

JULY 26, 2022

In crowded markets, gaining a competitive advantage is key as it’s the only way you can sustainably attract new customers and maintain brand loyalty. How can marketers get their organisations out of the ‘sea of sameness’ and come up with unique messaging? Yet, many B2B companies struggle to truly differentiate their brand.

Research 156

Research Brand Identity Branding Lead Ranking 156

Tomorrow People

JULY 26, 2022

In crowded markets, gaining a competitive advantage is key as it’s the only way you can sustainably attract new customers and maintain brand loyalty. How can marketers get their organisations out of the ‘sea of sameness’ and come up with unique messaging? Yet, many B2B companies struggle to truly differentiate their brand.

Research 156

Research Brand Identity Branding Lead Ranking 156

ANNUITAS

AUGUST 19, 2022

My most recent blog posts have proposed a new approach for B2B go-to-market teams — a Converged Growth organizational model. This new organizational model represents a complete rethink of traditional B2B sales, marketing and customer service roles, with blended teams, organized around stewardship of customer journey phases.

Lead Ranking 130

Lead Ranking Paid Search Agency SIC Research 130

ANNUITAS

FEBRUARY 28, 2022

Account based marketing (ABM) has been a popular technology for years , but it’s always fallen short of expectations. While companies learned to efficiently handle the data and implement systems, the concept has consistently slipped farther down into the Digital Marketing Trough of Disillusionment. Be relationship-oriented.

Account Based Marketing 147

Account Based Marketing ABM Ideal Customer Profiles Ad Building 147

SalesIntel

APRIL 15, 2024

However, sales and marketing teams play a pivotal role in guiding customers through the sales funnel by addressing the unique demands and obstacles t customers encounter at each stage of the B2B buyer journey. Research by Gartner shows that the typical B2B buying process involves six to ten decision-makers.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

Zoominfo

AUGUST 2, 2020

B2B data is enterprise-focused information used to improve sales and marketing campaigns. Users can meticulously target audiences and find leads fit to purchase a product or service. It highlights behavior-based activity such as lead sources, social media engagement, form fills, and time spent on a website.

Enterprise Management 245

Enterprise Management Ad brokers Work Management Marketing Management 245

ANNUITAS

MAY 13, 2021

Marketing Automation Platforms (MAPs) are perhaps the most misunderstood component of the Demand Technology Stack. Too often MAPs are associated with tactical email nurturing and simple lead qualification — tactical use cases that dominate immature platform deployments. ADOPTING ENTERPRISE DEMAND PROCESS. billion in 2019.

Enterprise Management 130

Enterprise Management Marketing Automation Services Analysis Work Management 130

Scoop.it

NOVEMBER 2, 2023

Wouldn’t it be great to create digital marketing strategies that generate insane leads and sales? While that’s the goal of every marketer, reaching it requires that you dive deep into your user’s mind and heart–What influences them? What motivates them? What are their pressing challenges?

Work Management 83

Work Management Marketing Management Buyer Personas Budget Programs 83

Marketing Insider Group

JUNE 22, 2020

Understanding the needs of your customers is a vital element in the definition of the content marketing. Those insights lead to one of the biggest trends in Content Marketing: we need to develop content for the every stage of the buyer journey. Not every piece of content can be solely for lead generation. Quick Takeaways.

Top of Funnel 290

Top of Funnel Buyer's Journey Trends Lead Scoring 290

Heinz Marketing

FEBRUARY 17, 2021

By Payal Parikh , Director of Client Engagement at Heinz Marketing. Most of your leads are not purchase-ready when they first raise their hand. In B2B marketing, it requires multiple touches (at least 7) for a prospect to convert. What is lead nurturing and why is it important? Would you marry someone on your first date?

Top of Funnel 131

Top of Funnel Lead Nurturing Lead Scoring Lead Ranking 131

Tony Zambito

OCTOBER 1, 2018

When I first pioneered the concept of buyer insights research and developing buyer personas seventeen plus years ago, the “sales funnel” was something you could count on not changing that drastically over a few years. Especially those organizations who have seen their market business models uprooted by digital transformation.

Buyer Personas 174

Buyer Personas Lead Ranking Digital Marketing Funnels Urgency Marketing 174

SmartBug Media

SEPTEMBER 28, 2020

In order to build a sustainable business, generate new customers, and retain existing customers, companies must invest in a solid marketing strategy. When you’re conscious of the steps your buyer takes leading up to a purchase, you can act as a resource to nurture them along the way.

Sales Qualified Leads 96

Sales Qualified Leads Paid Search Agency Marketing Automation Services Buyer Personas 96

Heinz Marketing

AUGUST 19, 2021

Most marketers are familiar with the Pareto 80/20 Principle. It is important B2B marketers understand which leads are lucrative and high priority versus those that are likely to see a lower return on investment. It is the process of separating your target audience into groups based on the certain traits or factors.

Ideal Customer Profiles 117

Ideal Customer Profiles Segmentation Psychographics Marketing Automation Services 117

Cintell

APRIL 30, 2019

Data processing centers can be established to identify and segment distinctive buyer personas, provide intelligence on their behaviors, pinpoint relevant content and target optimal channels for optimal customer engagement. You can also use your personas to find and add new contacts to your customer relationship management (CRM) system.

Ideal Customer Profiles 181

Ideal Customer Profiles Buyer Personas Social Networks Curation 181

Tomorrow People

FEBRUARY 2, 2018

Here’s content marketing secret number 2. We hope you’ve laced up your cleats, because in this part we’ll be nailing the kick-off process with your content marketing agency. In this edition, we’ll be giving you the lowdown on how to conduct yourself in order to get the best out of onboarding processes.

Paid Search Agency 153

Paid Search Agency Advertising Agencies Ad Agencies Content Marketing 153

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

Sprout Social

JULY 14, 2023

Organizations are constantly looking for strategies to increase leads, customer satisfaction and revenue. An effective way to achieve this is through sales and marketing alignment. The new reality is that sales and marketing are continuously and increasingly integrated.

Work Management 76

Work Management Effectiveness Marketing Management Sales Qualified Leads 76

Leadspace

MARCH 31, 2022

As a leader in the Forrester Wave, Leadspace is fortunate enough to meet with hundreds of companies every quarter who are looking to tackle sales & marketing challenges. Their Go-to-Market team was tasked with doubling Sales Qualified Opportunities driven through both new logo capture and installed base customers.

Lead Ranking 62

Lead Ranking Sales Qualified Leads Lead Scoring Ideal Customer Profiles 62

Martech

MARCH 10, 2022

Because of this it’s essential to have an Account-based marketing (ABM) strategy. This focuses on targeting top potential customers and uses both marketing and sales initiatives to capture the prospect’s interest and nurture them through the buying journey. Here’s a guide on how to do that.

Account Based Marketing 99

Account Based Marketing Ideal Customer Profiles Enterprise Management Work Management 99