ViewPoint

FEBRUARY 24, 2016

What should I know about Account-Based Marketing? Isn’t it demand generation with a new name? In fact, we believe just the opposite: 70% of B2B technology solution buyers want to engage with sales reps before they identify their short list. What should I know about Account-Based Marketing? But it isn’t.

Lead Ranking 149

Lead Ranking Demand Generation Agencies Account Based Marketing Paid Search Agency 149

ViewPoint

FEBRUARY 8, 2016

Matt mentioned three critical roles within the dream team: a marketing technologist, a master storyteller, and a demand generation manager. While segmenting your target customers into personas is an essential marketing strategy, the true challenge in storytelling is creating compelling messages that drive revenue.

CMO 168

CMO Planning Storytelling Ad Building 168

ViewPoint

OCTOBER 1, 2015

Account Based Marketing (ABM) is not a new concept or idea. In fact, B2B sales teams have deployed versions of this go-to-market approach for years using target account-based selling to focus on specific companies they believe match their companies’ product or service value proposition.

Account Based Marketing 120

Account Based Marketing Lead Generation Sales Qualified Leads Marketing Automation Services 120

ViewPoint

JULY 7, 2015

Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. One of the funniest but also most illustrative responses came from The Bridge Groups’ Trish Bertuzzi who nailed it when she said: Companies are still thinking marketing automation (MA) is the silver bullet. The Flawed B2B Approach.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

ViewPoint

AUGUST 20, 2015

These include: Lead and demand generation: How are we attracting and engaging the target audience in building a consistent flow of prospective buyers? You’ll also want to pull engagement reporting out of your marketing automation platform and CRM. Step 3 – Data Analysis.

Marketing Qualified Leads 120

Marketing Qualified Leads Lead Ranking Sales Qualified Leads MQL 120

ViewPoint

OCTOBER 10, 2011

Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. A nationally recognized thought leader and innovator in revenue generation, Qaqish has over 30 years of experience helping organizations connect marketing to revenue. But all is not lost.

CMO 120

CMO Marketing Automation Services Disintermediation Demand Generation Agencies 120

ViewPoint

OCTOBER 6, 2015

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. It's about helping sales find and close business in target accounts and about developing valuable customer relationships in those accounts. It's not a distraction. Up to a point, I agree with Megan.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120