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Using Buying Groups to Accelerate Your Sales Process

InsightSquared

The inbound philosophy advocates publishing content through digital channels to entice qualified individuals to consume the content and enter the sales cycle. The ABM approach advocates for targeting a predefined and limited set of companies and running campaigns to engage all individuals at these companies.

Buy 265
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Fresh Insights in Selling to SMBs

Biznology

You’ve got a tighter decision-making unit and shorter sales cycles. And you’ve got a lot of company. B2B Marketing Content Marketing Public Relations B-to-B marketing B2B marketing marketing Small and medium enterprises SMB' SMB is where there’s enough volume to do plenty of testing. Thought leadership.

SMB 80
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38 Handy Stats to Prove the Value of Personas

Cintell

Instills shared understanding between marketing, sales and product. Improves sales productivity. 90% of companies using Personas have been able to create a clearer understanding of who buyers are. 82% of companies using Personas have managed to create an improved value proposition. SiriusDecisions). SiriusDecisions).

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Sirius Decisions Thinks Websites Will Generate 71% of All B2B Sales Leads by 2015. I Disagree.

The Point

Sirius Decisions wrote an insightful article last week about the acquisition by Marketo of Insightera (a Web personalization platform), and included was the following projection: “By 2015, we expect to see 71 percent of b-to-b organizations’ new inquiries coming via the corporate Web site.”. I doubt it. What do you think?

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Meaningful Engagement Yields Revenue from Online Lead Generation

ViewPoint

Rachel is a global marketing and business development executive with experience growing venture-backed, PE-backed and public companies in the Internet and technology sector. Today, ten or so years after the onset of online lead generation in the B-to-B sector, the scientist, not the lucky prospector, is the one who will win.

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Why Field Marketing is on SiriusDecisions’ Radar

DemandBase

Despite being one of the oldest teams within marketing, field marketing has largely remained a generalist role loosely defined as supporting sales efforts to meet local growth objectives. After all, in B2B, Field Marketing is often the mostly closely aligned with sales. Strengthen Sales Alignment. Drive Pipeline Acceleration.

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Nicoline Maes: Finding the Right Balance Between Push and Pull Marketing

B2B Digital Marketer

However, despite its popularity, companies still find it hard to strategize and execute on a good content marketing plan. She had the opportunity to work on major accounts for a company that leveraged the power of online marketing from it’s very first beginning. We had eco fair, which is a Belgium company as a client.