ANNUITAS

JANUARY 19, 2022

Research shows that 99% of B2B buyers would both make a new purchase and complete a renewal in an end-to-end digital service model. Today, up to 80% of B2B decision makers prefer remote human interactions (or digital self-service) instead of in-person interactions. It’s clear: Buyers want a self-service purchasing option.

Sales Management 130

Sales Management Lead Ranking Work Management Marketing Management 130

ANNUITAS

NOVEMBER 2, 2021

Ninety-six percent (96%) of B2B sales teams have fully or partially shifted to remote selling since April of 2021. But only 65% of B2B decision makers say the remote model is equally or more effective than what they were doing before the pandemic. Train Your Team to Have Meaningful Conversations with Prospects.

Top of Funnel 130

Top of Funnel Lead Ranking Marketing Qualified Leads Sales Qualified Leads 130

ANNUITAS

FEBRUARY 28, 2022

They should instead focus on informing the customer journey and connecting with prospects while simultaneously learning more about an organization’s readiness-to-buy. Eighty-five percent (85%) of B2B buyers expect sales reps to demonstrate a firm understanding of their needs. Build a win-win scenario for your prospects.

Account Based Marketing 147

Account Based Marketing ABM Ideal Customer Profiles Ad Building 147

ANNUITAS

JULY 19, 2016

I’m guessing it has something to do with the fact that 76% of B2B enterprise marketers have a content strategy but only 50% say their content aligns to buyer pain points and challenges via ANNUITAS B2B Enterprise Demand Generation Study. But some of the best, most successful marketers I’ve known listened a lot more than they talked.

Demand Generation 100

Demand Generation Demand Top of Funnel Generation 100

ANNUITAS

AUGUST 5, 2014

I read an article recently that discussed how content can “help push your prospects through the sales funnel.” While I am quite aware of B2B’s fascination and obsession with funnels and waterfalls, the truth is buyers couldn’t care less and certainly will not be pushed through anything. Pretty anemic!

Top of Funnel 100

Top of Funnel Forrester Marketing Funnels B2B Sales 100

ANNUITAS

JANUARY 21, 2016

B2B marketers need to understand how to approach demand generation strategically, and the first step is identifying the aspects of your demand generation efforts that aren’t delivering meaningful business outcomes. The situation is even worse when marketing departments consider the sales team to be their customers rather than prospects.

Tactics 100

Tactics Top of Funnel Demand Generation Buyer Personas 100

ANNUITAS

DECEMBER 16, 2014

As 2014 comes to a close, we get to turn our sights to 2015 and prognosticate on what may be in store for those in B2B Marketing in the coming year. of those in B2B Enterprises who are responsible for Demand Generation state they are highly effective in reaching their goals – ANNUITAS.

Forrester 100

Forrester Demand Generation Top of Funnel Marketing & Strategy 100

ANNUITAS

MARCH 10, 2011

The continuing growth of B2B marketing and marketing automation is indeed good news for those of us in the B2B marketplace. This was seen most recently in the MarketingSherpa report “CMO’s Perspective on B2B Marketing Automation”. Many in our industry have declared that we are in the midst of defining times in B2B marketing.

Work Management 100

Work Management Marketing Management Marketing Automation Services Lead Qualification 100

ANNUITAS

FEBRUARY 28, 2011

A recent article in Click-Z , by Mike Hotz, made the case for focusing your email nurturing primarily on the middle of the funnel. This will allow you to build prospect relationships based on trust and value, not loose connections based upon offering the lowest price. “. To support his point, Mr. Hotz offered up this statement: “….y

Top of Funnel 100

Top of Funnel Lead Ranking Marketing Qualified Leads Buying Cycle 100

ANNUITAS

JULY 10, 2014

About two years ago I wrote a blog post on Why BANT No longer applies for B2B Lead Qualification. Given the environment in which we live as B2B Marketers, BANT (Budget, Authority, Need and Timeframe) is not a trustworthy indicator of the qualification status of the leads. BANT is not Aligned to a Buying Process. “I

Lead Qualification 100

Lead Qualification Sales Management Sales Qualified Leads Leads 100

ANNUITAS

MARCH 4, 2014

Social media monitoring, business intelligence and more have also established a presence at the table, and we now know more than ever before about the behaviors and interests of our prospects. Buyer behaviors have changed, contributing to the technology boom but also catching B2Bs off guard as our prospects are also leveraging technology.

Enterprise Management 100

Enterprise Management Work Management Marketing Automation Services Marketing Management 100

ANNUITAS

SEPTEMBER 15, 2020

Why are business-to-business (B2B) businesses not realizing the same level of success? There are some common misconceptions about social media in B2B marketing that I’ve found prevent teams and leaders from even trying. Social media isn’t for B2B businesses. B2B is boring. Here are the three biggest ones.

Social Media 147

Social Media Social Marketing B2B Marketing Top of Funnel 147

ANNUITAS

APRIL 26, 2011

Lead management continues to be a hot topic in the world of B2B marketing as we turn the corner and head into the second half of 2010. In this post, we’ll dispel what we see as the Top 5 Myths of B2B Lead Management. Groups such as Aberdeen Group and Gartner have substantiated this claim with their research into the B2B market.

Lead Management 100

Lead Management Work Management Marketing Management Lead Scoring 100

ANNUITAS

OCTOBER 6, 2010

It seems that most of my recent conversations with prospects, customers and others in the B2B marketing industry are centered on lead nurturing. The best success with nurturing will come when you understand the buying phases of your customers and prospects and develop a nurture program that aligns to those phases.

Lead Ranking 100

Lead Ranking De-duping Work Management Lead Qualification 100

ANNUITAS

JANUARY 31, 2024

Below is a simple, three-year model for a B2B software company with a $125K ACV. By comparison, quarterly campaigns — operating in a disconnected state — tend to either connect or not with prospects, but they carry limited prospect-interaction value into future campaigns.

Cost 130

Cost Marketing Analytics Tools Top of Funnel Lead Ranking 130

ANNUITAS

MARCH 8, 2023

If it were easy, funnel conversion benchmarks would be a lot higher than low, single-digit percentages, right? You know what I mean: the haphazard, ‘more-is-more’ demand marketing tactics that try to help re-stuff the top of the funnel. You can’t call Prospects into submission! But this rarely has the desired effect.

Lead Ranking 130

Lead Ranking Top of Funnel Demand Marketing Qualified Leads 130

ANNUITAS

OCTOBER 26, 2020

We had to: Re-invent how we engaged with prospects and customers; finding new ways to collaborate, trouble-shoot and align. According to a recent survey conducted by our team at ANNUITAS, 72% of B2B business leaders feel CMOs are measuring against the wrong goals, likely because they aren’t thinking like Chief Growth Officers.

Account Based Marketing 147

Account Based Marketing Top of Funnel Narrowcasting Peer-to-peer 147

ANNUITAS

JUNE 6, 2023

Both contact-level and account-level visibility — Go-to-market for B2B products and services requires the ability to optimize interactions at both the contact and account level. funnel stages) — both pre- and post-sale — and allows us to identify friction in movement between these demand states.

Marketing Analytics Tools 130

Marketing Analytics Tools Optimization Elasticity Multi-Touch Attribution 130

ANNUITAS

APRIL 14, 2016

How can B2B marketers identify what’s resonating and driving people through the funnel? If you can monitor or track all the content offers a prospect has downloaded before a purchase, it could be very telling to identify the common pieces that show up across those purchases. How do they overcome these challenges?

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 100

ANNUITAS

SEPTEMBER 6, 2018

The single biggest hole in the content lineup of practically every client I have worked with is at the top of the funnel, which is your first chance to establish credibility and build trust. They trust you, because you earned it. So no, I’m not the Grinch – my heart is not two sizes too small.

Demand 213

Demand Top of Funnel Content Marketing Lead Ranking 213

ANNUITAS

AUGUST 19, 2010

.  For the sake of clarity, let’s look at the difference between the terms “Marketing Automation” and “Lead Management”: Marketing Automation is technology or software that automates manual tasks, integrates databases and allows for consistent, repeatable communication to your prospects across multiple channels (email, direct mail, web, etc.). 

Work Management 100

Work Management Marketing Management Lead Ranking Marketing Automation Services 100

ANNUITAS

JANUARY 29, 2015

Today’s modern marketers struggle to maximize every piece of content, drive the highest conversion rates possible, increase velocity of opportunities through the sales funnel and of course, drive more revenue. What about asking the customers themselves or the customers that got away and your prospects? Marketing team?

Enterprise Management 100

Enterprise Management Demand Generation Buyer Personas Top of Funnel 100

ANNUITAS

JULY 17, 2012

the Eloqueen to discuss various topics about our B2B world and marketing automation. Much has been written about the change that has occurred in B2B marketing as a result of the buyer landscape change. Has there been a corresponding impact on B2B sales as well? We recently had the chance to catch-up with Jill Rowley a.k.a

Eloqua 100

Eloqua Top of Funnel B2B Thought Leadership Marketing Automation Services 100

ANNUITAS

JULY 17, 2012

the Eloqueen to discuss various topics about our B2B world and marketing automation. Much has been written about the change that has occurred in B2B marketing as a result of the buyer landscape change. Has there been a corresponding impact on B2B sales as well? We recently had the chance to catch-up with Jill Rowley a.k.a

Eloqua 100

Eloqua Top of Funnel B2B Thought Leadership Marketing Automation Services 100

ANNUITAS

JULY 14, 2016

A few weeks ago I had the privilege and opportunity to deliver the closing keynote for the B2B Summit in London. The event, hosted by B2B Marketing , was a one-day event that delivered multiple sessions focused on best practices on everything from content, measurement, demand generation and Account-Based Marketing (ABM) strategies.

Top of Funnel 100

Top of Funnel Account Based Marketing Demand Generation Agencies B2B Sales 100