ANNUITAS

DECEMBER 4, 2020

Live chat is a growing medium that many companies are turning to as a means to connect with prospects sooner and faster. It makes sense; the medium cuts down the time and steps needed for a successful information exchange between provider and prospect. You can’t just plug live chat in, as tempting as that is.

Demand 130

Demand Enterprise Management Marketing & Strategy Marketing Strategy 130

ANNUITAS

FEBRUARY 9, 2021

Through this orchestration, you’re able to intentionally and predictably engage, nurture, and convert prospects into Closed-Won revenue, creating a clear path from interest to purchase. It does nothing to guide a prospect down the path to purchase. This approach is hit or miss – and more often, it’s a miss.

Blast Campaigns 130

Blast Campaigns B2B Lead Ranking High Quality Lead 130

ANNUITAS

NOVEMBER 2, 2021

Train Your Team to Have Meaningful Conversations with Prospects. When inside sales relies on a call script and ignores a prospect’s previous behavior, they are very unlikely to convert that prospect into an opportunity. Because that prospect has been receiving personalized information from marketing throughout their journey.

Top of Funnel 130

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

ANNUITAS

SEPTEMBER 3, 2020

In particular, helping sales team members improve their ability to engage right place, right time with prospects and customers. SalesLoft – and most technology platforms, for that matter – fail to discriminate between best-in-class and worst-in-class practices. First – to level set this conversation – what is a sales cadence?

Ideal Customer Profiles 147

Ideal Customer Profiles Marketing Automation Services Trigger Marketing Demand 147

ANNUITAS

OCTOBER 11, 2023

Despite the ‘best laid plans,’ the dirty little secret is that our go-to-market efforts tend to fall apart in execution. I want to share with you a new service from ANNUITAS – one designed to help go-to-market (GTM) organizations continuously improve their performance.

Marketing Analytics Tools 130

Marketing Analytics Tools Enterprise Management Work Management Marketing Management 130

ANNUITAS

JULY 2, 2020

When that trigger happens, prospects typically move into an active purchase phase. In the best of times this system halfway worked. Are You Poised to Capture New Prospects? . Your prospects’ needs have probably changed in the last six months, and perhaps their content consumption preferences are different as well.

Demand 130

Demand Buy Work Management Process 130

ANNUITAS

AUGUST 19, 2020

Traditional growth marketing focuses on the micro customer experience, because that’s usually enough to push a prospect through a low-risk transaction. Then, with data in hand, you can create content that is relevant for all prospects at all stages of the buying process. ” Step 3. Expand your insights.

Touchpoints 147

Touchpoints Multi-Channel Buyer's Journey Trigger Marketing 147

ANNUITAS

JULY 16, 2020

For example, with the additional information available from marketing insights about topics of interest or challenges shared via marketing interactions, Inside Sales can have tailored, natural conversations with prospects that will lead to better outcomes for them as well as the company. Listening is critical.

Lead Ranking 147

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Marketing Management 147

ANNUITAS

MARCH 10, 2023

Are you looking to bolster your top-of-funnel to draw in new prospects? Share innovative insights about what your company is doing, with a focus on adding value to your readers, not bragging about how great you are — the best thought leadership content will communicate that without having to say it out loud.

Thought Leadership 147

Thought Leadership Top of Funnel Advertising Funnels Trust Marketing 147

ANNUITAS

SEPTEMBER 24, 2020

For example, if you have technology-averse prospects who need reassurance about the level of care they’ll receive, the quality of the experience they’ll have, and their rights to privacy and security, that’s important to understand. Some of these challenges will obviously be health-related, but some may be telehealth-related.

Demand 113

Demand Top of Funnel Planning Digital Marketing Funnels 113

ANNUITAS

MARCH 18, 2019

Traditional, tactical Demand Marketing activities have led to a state where we fail more than we succeed at meaningfully connecting with (and converting) prospects and customers. The underlying “best in class” tools and technology to enable the journey . Defining Sales and Marketing KPIs that drive actual business growth.

Demand 113

Demand Planning Paid Search Agency Webinar Metrics 113

ANNUITAS

SEPTEMBER 29, 2016

In answer to the age-old question of which platform is the best one for B2B marketing? One of them is the buying stage of the prospect. Another caveat is that any firmographic or demographic breakdown of the prospects was missing from the report. There are a few caveats to be aware of based on information in the report.

Social Media 164

Social Media Social Marketing Demand Generation Agencies B2B Marketing 164

ANNUITAS

NOVEMBER 29, 2023

B2B CMOs, who are quite capable when it comes to orchestrating customer engagement to drive demand, are perhaps best positioned to play a key role in the go-to-market functional group, and in many cases are well positioned to lead it.

CMO 147

CMO Positioning Marketing Analytics Tools Peer-to-peer 147

ANNUITAS

FEBRUARY 23, 2021

This means perpetually responding to the needs of your prospects with relevant content across engagement channels while simultaneously qualifying each individual person by monitoring levels of engagement and response. It adapts to the prospect’s interests as those interests evolve. Investing in People is Key.

Demand 130

Demand Work Management Budget Programs Planning 130

ANNUITAS

APRIL 23, 2015

However, when those prospects don’t immediately respond to our emails or calls, we keep emailing them wondering why they are not responding. It’s counterintuitive to every best-practice we know, yet we keep doing it. You cannot make prospects respond, no matter how many emails you send. Bravo- well done!

Demand Generation 100

Demand Generation Demand Advertising Benchmark Marketing Prospects 100

ANNUITAS

AUGUST 6, 2015

Our prospects and customers are no longer passive targets. We as marketers need to be able to change to meet the needs of our prospects and customers. Do you know what drives your prospects to start searching for a new solution? photo credit: Thinkstock. Otherwise we’ll be left behind. And the hardest question….

Peer-to-peer 100

Peer-to-peer Paid Search Agency Buzz Advertising Benchmark 100

ANNUITAS

JULY 21, 2015

There is access to endless discussion groups and “best practices” that encourage us to follow what works for other marketers in terms of effective demand generation planning. Trust the numbers and remember that the latest “best practices” may not actually be best for your organization.

Analytics 100

Analytics Marketing Automation Services Open Rate Demand Generation 100

ANNUITAS

JUNE 14, 2016

Content of an email is hugely important for engaging buyers, but the landing page guides prospects through their journey. By following some best practices guidelines, you can build a solid foundation for your landing page that will enhance successful email marketing programs. Why focus on the landing page? Visual Hierarchy-.

Landing Pages 100

Landing Pages Ad Building Urgency Marketing Guidelines 100

ANNUITAS

NOVEMBER 12, 2015

The best marketers understand that pipeline generation and revenue are more important than lead volume, but volume still plays a role regardless to how success is measured. I’m not suggesting that you reach out to prospects that are not ready, based on their content consumption and activity history.

Account Based Marketing 120

Account Based Marketing Lead Ranking Demand Generation Marketing Qualified Leads 120

ANNUITAS

JULY 19, 2016

But some of the best, most successful marketers I’ve known listened a lot more than they talked. What’s even worse is going to the trouble of lining up customer and prospect interviews and wasting that precious resource by not asking the right questions or not listening and processing what is being said. Marketers talk. Motivation-.

Demand Generation 100

Demand Generation Demand Top of Funnel Generation 100

ANNUITAS

AUGUST 18, 2015

Customers buy your product because they are facing a unique set of challenges that they have decided you are best suited to help them overcome. Too many organizations focus all of their energy on why their product is better than a competitor’s, but that type of content only speaks to prospects who have already decided they need your product.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand Generation 100

ANNUITAS

APRIL 7, 2016

It should come as no surprise when someone who engages with a blog post on industry trends fails to continue through the pipeline after receiving a heavily-branded data sheet (yes, even if you send it at 2 PM on a Tuesday, which is definitively the BEST time for buyers in your space).Chart Give your prospects time-.

Lead Qualification 100

Lead Qualification B2B B2B Thought Leadership Lead Scoring 100

ANNUITAS

SEPTEMBER 15, 2015

Failing to do this before launching a program will ensure that your emails land directly in the spam folder, or worse, not even reach your prospects at all. When determining the best emails and content to send to whom and when, your Sales organization is your biggest ally.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Automation Demand Generation Agencies 100

ANNUITAS

MARCH 17, 2015

Without leaving the CRM, he/she can identify recent pages a prospect has visited, which forms the prospect has submitted and see how the prospect progressed through the lead scoring model. He/she works closely with the Marketing User and Power User to build a Lead Management Framework that supports the business and sales needs.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Work Management Automation 100

ANNUITAS

OCTOBER 27, 2023

Enabling a more granular ownership of outreach — where outcomes-driven teams can focus on the journey stages and personas they know best and build up existing Conversation Track Architectures — is a compelling concept. that restrict the ability to truly generate real-time offers based on prospect behaviors across channels.

Marketing AI 130

Marketing AI Marketing Analytics Tools Enterprise Management Marketing Automation Services 130

ANNUITAS

SEPTEMBER 29, 2016

In answer to the age-old question of which platform is the best one for B2B marketing? One of them is the buying stage of the prospect. Another caveat is that any firmographic or demographic breakdown of the prospects was missing from the report. There are a few caveats to be aware of based on information in the report.

Social Media 100

Social Media Social Marketing B2B Marketing Demand Generation Agencies 100

ANNUITAS

JULY 28, 2016

I had a conversation with a prospect today about their demand generation challenges. My prospective customer, who is an executive on the marketing side of the organization, wanted to know how he could get sales to appropriately respond to the leads that would be generated from a perpetual demand generation program.

Demand Generation 100

Demand Generation Demand Generation Planning 100

ANNUITAS

JULY 1, 2014

It is a pretty big deal for those of us who communicate with our prospects and customers for a living, but don’t panic yet. CASL is a good wake up call for marketers to think more strategically about Email Deliverability and Compliance best practices.

Deliverability 100

Deliverability Email Marketing CAN-SPAM Demand Generation 100

ANNUITAS

NOVEMBER 17, 2015

This is the second post on marketing best practices, some of which you may not think impact your overall marketing effectiveness, like deleting old contacts , but they do in a big way. The topics of clean data and standardization aren’t sexy, but are an essential part of any marketing best practices that impact results.

Cross-Selling 100

Cross-Selling Eloqua Marketing Automation Services Eye-Tracking 100

ANNUITAS

NOVEMBER 18, 2020

A critical element of B2B marketing best practices is allowing for permissions. We don’t see a sliver of interest from our prospects and assume they want to be bombarded with similar messages across every possible communication channel. Remember…it’s not stalking! Always provide opt-in/permissions.

Ethics 130

Ethics Personalization B2B Opt-out 130

ANNUITAS

MAY 28, 2020

What best practices should demand marketers be following in this current environment? Yet – and here’s the nuance – webinars perform best mid-funnel and are typically not great at top-of-funnel acquisition. For ANNUITAS, “Open” status occurs once a prospect has become a Qualified Lead. So, where you use webinars is key.

Top of Funnel 147

Top of Funnel Demand Webinar Metrics Paid Search Agency 147

ANNUITAS

DECEMBER 22, 2015

Wasting effort on a poor fit … Put the wrong accounts on your list and you’ll spend time, money and effort on low-potential opportunities while under-resourcing your best shots. which technologies do they already use) details are important as you strive to understand the common characteristics of your best customers.

Account Based Marketing 100

Account Based Marketing ABM Demand Generation Paid Search Agency 100

ANNUITAS

FEBRUARY 13, 2014

Marketing and sales need to work together to obtain the best information and understand of their buyers to develop true buyer insights. There is, however, strategic follow-up to by sales to prospects and customers when they have demonstrated the right behavior or taken a specific, “sales-ready” action.

Demand Generation 100

Demand Generation Demand Generation Planning 100

ANNUITAS

NOVEMBER 19, 2015

How long does it take on average for a prospect to move from engaging with one of your initial content offers to ending up in the sales pipeline? A great example of how one organization measures lead velocity rate (LVR) is from SaaStr , it’s from a blog post in 2012 but is one of the best examples to showcase the value of velocity.

Lead Scoring 100

Lead Scoring Lead Ranking Demand Generation Enterprise Management 100

ANNUITAS

JUNE 18, 2015

How long does it take on average for a prospect to move from engaging with one of your initial content offers to ending up in the sales pipeline? A great example of how one organization measures lead velocity rate (LVR) is from SaaStr , it’s from a blog post in 2012 but is one of the best examples to showcase the value of velocity.

Lead Scoring 100

Lead Scoring Lead Ranking Demand Generation Enterprise Management 100

ANNUITAS

JUNE 4, 2015

We must take a two-pronged approach to ensure our content which is driving much of the inbound traffic is appealing to the right prospects in the first place. Use it to identify who your best customers are today based on their volume of revenue, frequency of purchase and willingness to refer you to someone else.

Ideal Customer Profiles 100

Ideal Customer Profiles Blast Campaigns Conversion Rate Vendors 100

ANNUITAS

AUGUST 28, 2012

The goal for the majority of our programs was to have our telemarketers qualify names, gather some information and qualify these prospects by the famed BANT (Budget, Authority, Need, Timeframe) criteria. Don’t get me wrong; I do believe that in any sales process a sales rep should discuss these key criteria with their prospects.

Lead Qualification 100

Lead Qualification Sales Qualified Leads Lead Ranking Leads 100