| | | Annuitas Group | |  Business | 44 articles |
| Page 1 of 1 | Previous | Next | ANNUITAS GROUP AUGUST 28, 2012 Why BANT No Longer Applies for B2B Lead Qualification The EVP of Sales broke the tie when he stated “if we can get the right demographic criteria and understand how they are behaving and interacting with us, I will leave it to my rep’s to help them build the business case, show the need and help their prospect get the needed budget.” Case closed. Fifteen years ago I worked for a B2B marketing agency that had an outbound call center focused on lead generation. We were quite successful in developing these programs for our clients and the leads were graded based on the answer to the BANT questions. That was then, this is now. Buyers Lie. | ANNUITAS GROUP APRIL 11, 2011  The B2B Sales Role in the New Buying Process The mindset of too many sales people is “I’m paid to close business.” I recently had the opportunity to attend the Sales 2.0 Conference in San Francisco and I’m glad I did. The conference was full of great content and information on the state and the future of B2B Sales. One of the key themes that resonated during the conference was the shift in power to the B2B buyer. the sales person). | | | | | |
| ANNUITAS GROUP FEBRUARY 9, 2012 Interview with Ardath Albee, CEO of Marketing Interactions Ardath is CEO of her firm, Marketing Interactions , Inc and has over 25 years of business management and marketing experience. This being said, I think this definition sums it up nicely: Content marketing is the practice of publishing contagious content designed to be found by and influence a behavior of your target market(s) to create a positive business result. Where storytelling makes the difference is when the stories are designed with your buyer or persona as the hero of the story working to solve a business problem. You can follow Ardath on Twitter at @Ardath421. | ANNUITAS GROUP MARCH 12, 2012 In Defense of the Funnel Part of that process is a funnel where sales and marketing do their best to answer the question, “ We generated a response, now what do we do?” For many organizations this will mean more than one funnel (by product line, business unit, buyer type) , but the work and the planning must be done. The last 12-18 months have proved to be a rough time for the proverbial “sales funnel”. At the 2011, DemandCon conference, Forrester analyst Jeff Ernst declared in his keynote that “the funnel is dead.” Needless to say this was fuel for quite a bit of conversation in the days that followed. | ANNUITAS GROUP SEPTEMBER 21, 2010  What’s Worth More? For those who are looking to make a business case for shifting to a lead management approach, here are some facts that will help: The Annuitas Group has helped its clients identify over $500 million in new revenue using a lead management process approach. The discussion has been focusing on the approach organizations should take in implementing marketing automation. Aberdeen, 2009. | ANNUITAS GROUP JANUARY 14, 2013  Marketers Need to Adjust Their Focus The focus for marketing organizations that want to have an impact on the business must be the development of a Demand Process? While technology can enable, marketers need to keep their focus on developing a buyer-centric demand approach and laying down the foundational processes to support it, it is then the business outcomes will improve. Fournasie Marketing Group. | | | | | | | |
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ANNUITAS GROUP | THURSDAY, FEBRUARY 23, 2012 My Love/Hate Relationship with B2B Events
Just 30 minutes is all I need to walk you through this demo and show you how I can help you grow your business faster.” To make matters worse, it seems like these calls never end. I have a confession to make. I have a love/hate relationship with marketing events, a fair share of which I attend each year. At many of these events, I have the good fortune of being able to present on topics such as lead management, lead nurturing and sales-marketing alignment. Along the way, I meet some very smart, interesting marketing people. When I asked, “Why did you scan my badge?” We just have to!” MORE >> -
ANNUITAS GROUP | TUESDAY, APRIL 26, 2011 Five Myths of Lead Management
Lead management is a business process that is enabled by technology (in this case marketing automation ). 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. Over the last 12 months, marketing and sales dialogue increasingly has focused on how marketers can better engage with the more empowered B2B buyer and what they need to do in order to leverage the B2B buyer relationship. There is quite a bit of uncertainty on how companies should approach lead management and what it takes to achieve best practices. MORE >> -
ANNUITAS GROUP | MONDAY, JUNE 18, 2012 9 Things Marketers Need from Marketing Automation Vendors and Consultants – Part 1
As with any space that is in its early stages, the marketing automation space has had its fair share of new businesses and vendors emerge. This needs to be addressed if marketing is going to meet the demand of today’s business. Approximately 12 years ago, a new technology emerged and a new software category called “marketing automation” was born. Since then, the marketing automation space has grown consistently and significantly, and is now is at the precipice of going mainstream. According to SiriusDecisions , 40% of organizations will own automation by the year 2016. MORE >> -
ANNUITAS GROUP | THURSDAY, JUNE 28, 2012 9 Things Marketers Need from Marketing Automation Vendors and Consultants – Part 2
I enjoy the selling aspect of my job because it provides a great opportunity to connect with buyers, learn about their business, provide education, and share knowledge. In our last post , we introduced a list of 9 things marketers need from marketing automation vendors and consultants. We came up with this list to help make sense of “the noise” being generated by software vendors and service providers in the space (yes, we are one of those providers). Hence, the list. Our first four things that marketers need from us are…. More education beyond the technology. More transparency. MORE >> -
ANNUITAS GROUP | WEDNESDAY, FEBRUARY 16, 2011 An Interview with Jonathan Block from SiriusDecisions
Today, the field marketing mantra has changed to one of quality, embracing the concept that better leads will be worked more reliably by sales, lead to opportunity and closed business more often, and consequently improve marketing’s measurable contribution to the business. The SiriusDecisions Demand Waterfall model is a multistage, end-to-end view of an organization’s new business health shared by marketing and sales. TAG: In addition to a solid business process, what else should organizations consider when looking to adopt marketing automation? The reason? MORE >>
- Email Deliverability Drives Revenue ANNUITAS GROUP | TUESDAY, MARCH 5, 2013
- Five New Year’s Resolutions for the B2B Marketer ANNUITAS GROUP | TUESDAY, DECEMBER 21, 2010
- Alignment – It’s More Than Marketing and Sales ANNUITAS GROUP | THURSDAY, JUNE 2, 2011
- Content: Fueling Your B2B Marketing Strategy ANNUITAS GROUP | THURSDAY, JANUARY 31, 2013
- Content Marketing Mania – Q&A with Joe Pulizzi ANNUITAS GROUP | TUESDAY, MARCH 26, 2013
- Account Based Marketing – An Interview with Jennifer Pockell-Wilson of Demandbase ANNUITAS GROUP | TUESDAY, SEPTEMBER 18, 2012
- What’s Your ROI? ANNUITAS GROUP | TUESDAY, MARCH 22, 2011
- Marketing Automation by the Numbers (New Graphic) ANNUITAS GROUP | TUESDAY, JUNE 28, 2011
- Ten Ways the C-Level can Positively Impact Marketing and Sales (Part One of Two) ANNUITAS GROUP | WEDNESDAY, NOVEMBER 2, 2011
- Five New Year’s Resolutions for the CMO ANNUITAS GROUP | THURSDAY, DECEMBER 22, 2011
- 2012 Resolutions for the B2B Marketer ANNUITAS GROUP | WEDNESDAY, JANUARY 4, 2012
- Who is Marketing’s Customer? ANNUITAS GROUP | TUESDAY, AUGUST 14, 2012
- If It’s Too Good To Be True… ANNUITAS GROUP | WEDNESDAY, DECEMBER 7, 2011
- An Interview of Steve Gershik of 28Marketing ANNUITAS GROUP | MONDAY, JANUARY 10, 2011
- Ten Ways the C-Level can Positively Impact Marketing and Sales (Part Two of Two) ANNUITAS GROUP | TUESDAY, NOVEMBER 15, 2011
- Interview with Adam Blitzer, Co-founder and COO, Pardot ANNUITAS GROUP | TUESDAY, AUGUST 9, 2011
- The Benefits of Data Management ANNUITAS GROUP | TUESDAY, FEBRUARY 1, 2011
- Marketing Down Under – Q &A with Jodie Sangster, CEO, Association of Data-Driven Marketing and Advertising ANNUITAS GROUP | MONDAY, APRIL 8, 2013
- Why BANT No Longer Applies for B2B Lead Qualification ANNUITAS GROUP | TUESDAY, AUGUST 28, 2012
- Missing the Mark ANNUITAS GROUP | THURSDAY, JULY 28, 2011
- The Characteristics of Revenue Generating Companies ANNUITAS GROUP | WEDNESDAY, JUNE 15, 2011
- What Do You Need for Successful Nurturing? ANNUITAS GROUP | WEDNESDAY, OCTOBER 6, 2010
- Four Reasons to be Thankful You’re a B2B Marketer ANNUITAS GROUP | MONDAY, NOVEMBER 22, 2010
- Click Z – Taking the First Steps Towards B2B Marketing Automation ANNUITAS GROUP | MONDAY, NOVEMBER 7, 2011
- 9 Things Marketers Need from Marketing Automation Vendors and Consultants – Part 1 ANNUITAS GROUP | MONDAY, JUNE 18, 2012
- 9 Things Marketers Need from Marketing Automation Vendors and Consultants – Part 2 ANNUITAS GROUP | THURSDAY, JUNE 28, 2012
- Who is Marketing’s Customer? ANNUITAS GROUP | TUESDAY, AUGUST 14, 2012
- Account Based Marketing – An Interview with Jennifer Pockell-Wilson of Demandbase ANNUITAS GROUP | TUESDAY, SEPTEMBER 18, 2012
- The Annuitas Group and Harte-Hanks Announce Strategic Alliance ANNUITAS GROUP | TUESDAY, AUGUST 30, 2011
- Webinar: “Why Sales & Marketing are NOT Dirty Words” ANNUITAS GROUP | WEDNESDAY, SEPTEMBER 7, 2011
- Apples and Oranges ANNUITAS GROUP | THURSDAY, AUGUST 19, 2010
- An Interview with Andrew Gaffney – Editor-in-Chief of Demand Gen Report ANNUITAS GROUP | SUNDAY, OCTOBER 17, 2010
- Three Things You Can Learn from the Process of Planning and Nurturing ANNUITAS GROUP | THURSDAY, OCTOBER 28, 2010
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