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DiscoverOrg
AUGUST 14, 2018
Each step along that path requires an individualized experience – you wouldn’t want to send case studies to someone who doesn’t even know you exist, just as you wouldn’t want to send an informational blog to someone deep in the buying process. Personalize your website for your best segments.
DiscoverOrg
NOVEMBER 6, 2017
In our previous guest blog on “ Adventures in Account-Based Marketing ” ( original post from Terminus), I outlined the importance of taking a data-driven approach in your account-based marketing program and introduced a model I refer to as Fit + Intent + Engagement. Are currently engaged with your company, primarily on your website.
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DiscoverOrg
AUGUST 14, 2018
Each step along that path requires an individualized experience – you wouldn’t want to send case studies to someone who doesn’t even know you exist, just as you wouldn’t want to send an informational blog to someone deep in the buying process. Personalize your website for your best segments.
DiscoverOrg
OCTOBER 19, 2017
We saw dramatic spikes in a number of engagement metrics, such as website visits from target accounts. Intent data shows what people at companies are searching for and consuming on the internet (not just your website). We adapted their input to create a three-tiered list of 600 target accounts. At the end of the day, we did a good job.
DiscoverOrg
MARCH 20, 2019
It’s what’s on your website. Go to our blog at koppconsultingusa.com and download a one sheet that gives you all the steps of how to make that objections manual. A common error is that people think the marketing message and the sales message are the same thing. They’re not. They’re different.
DiscoverOrg
MAY 8, 2018
Occasionally this kind of information may be available publicly, on a company website or press release, for example – but only after the fact. Kalmbach also suggests looking at the company’s website and social media accounts, or do a quick Google search for related news. Earnings reports. Plans for mergers and acquisitions.
DiscoverOrg
FEBRUARY 5, 2016
If you’ve been keeping up with our blog, you might have seen the TOPO case study about Cloudera’s Account-Based Selling (ABS) approach. To do this, use Bulk Match to look up your list of target accounts using their company names or website URLs. One of the requirements of a successful ABS rep is to be an expert on your prospect.
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