ANNUITAS

NOVEMBER 2, 2021

Ninety-six percent (96%) of B2B sales teams have fully or partially shifted to remote selling since April of 2021. Many organizations have expanded their inside sales teams, either through hiring or transitioning field sellers, to accommodate this shift. How is a sales-ready lead defined? It makes sense.

Top of Funnel 130

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

ANNUITAS

APRIL 11, 2011

I recently had the opportunity to attend the Sales 2.0 The conference was full of great content and information on the state and the future of B2B Sales. It also allowed me the opportunity to mingle with many great B2B sales people, which is a departure from my norm of usually interacting with B2B Marketers. the sales person).

Top of Funnel 100

Top of Funnel B2B Sales Buy Process 100

ANNUITAS

MAY 13, 2020

Both ask the same, fundamental question when analyzing demand marketing budgets: What real sales ‘lift’ am I getting from this spend? Demand Marketing should be held to a clear, high standard of incremental – i.e., ‘net’ – contribution to sales. If there is net sales lift, then demand marketing is causal. Incrementality.

Demand 147

Demand CMS Development Marketing Attribution Budget Programs 147

ANNUITAS

JULY 21, 2022

Spoiler alert: The ‘classic’ B2B go-to-market organization and approach is fundamentally broken and out-of-date; moreover, trying to course correct by working on ‘sales and marketing alignment’ is inadequate and unattainable. 1 – Orient Around End-to-End Customer Lifecycle – Pre- and Post-Sale.

Ideal Customer Profiles 130

Ideal Customer Profiles B2B Sales Work Management Marketing Management 130

ANNUITAS

OCTOBER 25, 2016

From time to time on the ANNUITAS blog we have the opportunity to sit down with those in the B2B Marketing and Sales industry and get their take on the market and trends that are happening in the space. We recently were able to sit down with Tanner Mezel of DSG Consulting and get his insights into the world of B2B Marketing and Sales.

Consulting 153

Consulting B2B Sales Demand Generation Work Management 153

ANNUITAS

AUGUST 21, 2023

All too often, this leads to organizations engaging in random acts of sales and marketing — in an attempt to shore up tactical gaps and with an insufficient perspective on customer critical path — instead of building sustainable go-to-market programs. DX covers the journeys and interactions that CX misses. CX is not DX.

Marketing Analytics Tools 130

Marketing Analytics Tools Demand Optimization Work Management 130

ANNUITAS

MAY 26, 2016

Much is written about how the role of the B2B marketers changed over the years due to the shift in the buying process. And while this is true, and has been mentioned more than several times here on the ANNUITAS blog, I see very little being written or spoken about the role of B2B sales and how their roles have changed.

B2B Sales 113

B2B Sales Demand Generation Agencies B2B Work Management 113

ANNUITAS

OCTOBER 25, 2016

From time to time on the ANNUITAS blog we have the opportunity to sit down with those in the B2B Marketing and Sales industry and get their take on the market and trends that are happening in the space. We recently were able to sit down with Tanner Mezel of DSG Consulting and get his insights into the world of B2B Marketing and Sales.

Consulting 100

Consulting B2B Sales Demand Generation Work Management 100

ANNUITAS

OCTOBER 25, 2016

From time to time on the ANNUITAS blog we have the opportunity to sit down with those in the B2B Marketing and Sales industry and get their take on the market and trends that are happening in the space. We recently were able to sit down with Tanner Mezel of DSG Consulting and get his insights into the world of B2B Marketing and Sales.

Consulting 100

Consulting B2B Sales Demand Generation Work Management 100

ANNUITAS

NOVEMBER 28, 2023

The company has grown from a simple ‘sales cadence’ and ABM tool for nurturing and building insights around buying committees into a more insight-driven workflow platform that aims to enable more right place, right time engagement for sellers and prospects.

Advertising Agencies 130

Advertising Agencies Account Based Marketing API ABM 130

ANNUITAS

AUGUST 30, 2011

First, you’ll become more efficient in your marketing and sales efforts. This process should be jointly conducted with marketing, sales and other appropriate stakeholders. Obtain Executive Buy-in. However, implementing it throughout the organization will go nowhere unless you have executive buy-in.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Buy Automation 100

ANNUITAS

AUGUST 19, 2014

Take a look at an excerpt from a Leadspace Radio via Sales Lead Management Association with Carlos Hidalgo , CEO and founder of ANNUITAS. First of all, we have to understand that the funnel isn’t a buying process. I never heard a Buyer say, ‘I’m in the sale acceptance stage of my buying process.’

Top of Funnel 100

Top of Funnel Lead Nurturing Lead Scoring Lead Ranking 100

ANNUITAS

APRIL 10, 2023

This buzzword has been popularized in the past decade as a way to talk about how customers move through the buying cycle. In short, when companies treat their sales model as a linear journey, they fail to consider their customers’ engagement with the company over a lifetime. What’s the Problem? Consider these three tips: 1.

Ideal Customer Profiles 130

Ideal Customer Profiles Top of Funnel B2B Thought Leadership Lead Ranking 130

ANNUITAS

SEPTEMBER 7, 2021

There is a massive divide between what buyers want to discuss with sales vs. what sales wants to discuss with buyers. The data shows a clear pattern: sales is struggling to maintain an otherwise personalized buying journey. In other words: sales doesn’t know how to translate online behavior into meaningful conversations.

Conversion 234

Conversion Sales Qualified Leads Ideal Customer Profiles Opinions 234

ANNUITAS

SEPTEMBER 7, 2021

There is a massive divide between what buyers want to discuss with sales vs. what sales wants to discuss with buyers. The data shows a clear pattern: sales is struggling to maintain an otherwise personalized buying journey. In other words: sales doesn’t know how to translate online behavior into meaningful conversations.

Sales Qualified Leads 228

Sales Qualified Leads Ideal Customer Profiles Opinions Work Management 228

ANNUITAS

JANUARY 20, 2023

Done right, an omnichannel experience guides your target customers along each stage of the buying process, meeting them where they are, with the right message, and at the right time. By doing this, you will also learn how your prospects go through the buying process and their preferences. What’s the Problem?

Top of Funnel 130

Top of Funnel Paid Social Agency Digital Marketing Funnels Advertising Mediums 130

ANNUITAS

JANUARY 30, 2024

However, when we look at these innovations from a Converged Growth go-to-market lens, we see a number of potential applications for B2B use cases that drive enhanced post-sale growth endeavors. The AI-powered tools can help engage buyers, provide product and buying information and streamline post-sale return and support processes.

Marketing Analytics Tools 130

Marketing Analytics Tools Marketing Automation Services Google Tools 130

ANNUITAS

JULY 15, 2014

It’s as as inevitable as death and taxes…marketing and sales misalignment. In fact, it’s not uncommon for marketing personnel to have never even met one of their sales representatives, much less had a conversation regarding common goals and beliefs. Content is ineffective. Leads” are rejected.

Lead Qualification 100

Lead Qualification Sales Qualified Leads Marketing Budget Marketing & Strategy 100

ANNUITAS

JUNE 3, 2014

One of the more obvious standouts in the early data is the continual struggle of marketing and sales alignment. Time and time again when I speak with clients, prospects and other organizations at conferences I am asked the same question: how can we get sales to buy into what we are doing? Only 36.4%

Enterprise Management 100

Enterprise Management Planning Demand Generation B2B Sales 100

ANNUITAS

AUGUST 5, 2014

I read an article recently that discussed how content can “help push your prospects through the sales funnel.” However, if organizations are taking the very insular view of “pushing their buyer through the sales funnel” it would explain quite a bit about the lack of effectiveness. Pretty anemic!

Top of Funnel 100

Top of Funnel Forrester Marketing Funnels B2B Sales 100

ANNUITAS

FEBRUARY 3, 2022

All three groups have distinctly different levels of comfort around digital interactions and distinctly different preferences for how they want to progress through the buying process. When it comes to accommodating generational divides in the buying process, most companies fall into one of three categories. This presents a challenge.

Generation 182

Generation Cross-Selling B2B Lead Ranking 182

ANNUITAS

MAY 7, 2015

A recent report by Richardson highlighted some of the biggest sales challenges of 2015. The report was based on data survey from 372 sales 75% of which were B2B sales people. The report focused on the challenges sales people face in prospecting, closing deals, and account management. modern buying process.

B2B Sales 100

B2B Sales B2B Marketing Marketing Management B2B 100

ANNUITAS

MAY 21, 2020

Many sales and marketing leaders will outright reject this hard truth at first, as they want to believe that there is a “perfect” model out there that is completely beyond questioning. Optimizing investment to capitalize on predictive indicators of future buying intent [Operational Model].

Marketing Attribution 264

Marketing Attribution Lead Ranking Planning Top of Funnel 264

ANNUITAS

MAY 27, 2014

When added together, these factors should add up to a minimum requirement for that lead to be passed over to sales. Sales isn’t necessarily looking for more leads, but rather more leads from companies they feel are in the “sweet spot.” They want to know if this is a lead from a company that is likely to buy.

Demand Generation 100

Demand Generation Lead Scoring Lead Ranking Enterprise Management 100

ANNUITAS

OCTOBER 31, 2023

Amid an overly-optimistic marketplace outlook for AI, growth leaders — across marketing, sales and customer success — are increasingly turning to AI and/or AI-enhanced technology tools. Our research suggests that a fifth of current sales-team functions could be automated,” claims McKinsey. What are they tackling?

Marketing Analytics Tools 130

Marketing Analytics Tools Ideal Customer Profiles Marketing AI Sales Management 130

ANNUITAS

MARCH 17, 2023

Optimizing attribution: The ability to identify where marketing has had an impact on conversions and sales lift can help you better track your efforts and make improvements to your approach in the future. By collecting information through profiling questions, you can gather more than just basic contact information.

Planning 130

Planning Allocation Paid Search Agency Ideal Customer Profiles 130

ANNUITAS

FEBRUARY 13, 2024

. “[A] growing contingent of marketers think gating content is a tacky, intrusive tactic that undermines the power of good content and exacerbates the tension between marketing and sales departments,” asserts Built In editor Hal Koss. That’s a strong statement, but reflects the prevailing winds. How did we get here?

Marketing Analytics Tools 130

Marketing Analytics Tools Lead Ranking Multi-Channel Differentiation 130

ANNUITAS

FEBRUARY 13, 2014

A new report called The Reinvention of B2B Marketing , from eConsultancy shows there is still quite a disparity between B2B marketing and sales organizations. Almost half (46%) of buyers still prefer creating a short list of vendors before making the decision to communicate with a sales rep.

Demand Generation 100

Demand Generation Demand Generation Planning 100

ANNUITAS

DECEMBER 11, 2023

But whether we are talking about well-thought-out ‘growth marketing’ programs or haphazard ‘inside-out,’ interruptive go-to-market tactics, random acts of marketing and sales are at a breaking point. Our ability to succeed through haphazard marketing and sales acquisition efforts is rapidly coming to an end.

Marketing Analytics Tools 130

Marketing Analytics Tools Paid Search Agency Planning Budget Programs 130

ANNUITAS

AUGUST 4, 2020

While all of this documentation describes how the customer interacts with the product or service, it fails to document how the customer buys, what content they consume as they conduct research, and what frictions your marketing and sales interactions need to overcome to better align with the customer’s pre-sale needs.

Planning 147

Planning Marketing Plans Demand Peer-to-peer 147

ANNUITAS

JANUARY 28, 2016

One of the things I hear most often as we work with clients or when I speak to marketing professionals is, “We cannot change the sales process.” The thinking behind this is that sales has an established process in place and to disrupt that process would be detrimental to the organization and its ability to make it’s number.

Work Management 50

Work Management Ideal Customer Profiles Demand Generation Marketing Management 50

ANNUITAS

JUNE 10, 2020

It is a strategic component of a company’s overall go-to-market motion — complementary to and collaborative with a company’s sales and channel organization(s). Optimizing demand investments against sales outcomes. Orchestrating customer engagement” includes: Educating along the buyer journey.

Demand 162

Demand Work Management Marketing Management Peer-to-peer 162

ANNUITAS

NOVEMBER 22, 2023

This could make Drift a ‘must have’ element of the technology stack required to support a mature, multi-channel, perpetual Growth Engine — both pre- and post-sale. They have a solid sales foothold, and Drift has told us they will continue to focus on marketing decision makers which seems a wise focus.

Ideal Customer Profiles 130

Ideal Customer Profiles Positioning Marketing Analytics Tools Lead Ranking 130

ANNUITAS

APRIL 28, 2020

What’s the problem with sales and marketing in financial institutions today? Financial services companies have long relied on sales to do the heavy lifting when it comes to connecting with prospects. Instead, marketing is blasting outbound emails hoping that one lands with someone in an active buying process.

Work Management 165

Work Management Marketing Management Service Paid Search Agency 165

ANNUITAS

AUGUST 19, 2022

This new organizational model represents a complete rethink of traditional B2B sales, marketing and customer service roles, with blended teams, organized around stewardship of customer journey phases. What’s wrong with the status quo of siloed teams and random acts of sales and marketing ?

Lead Ranking 130

Lead Ranking Paid Search Agency SIC Research 130

ANNUITAS

JUNE 2, 2011

David is one of the top thought leaders in Sales 2.0 During the roundtable, the discussion inevitably led to how marketing and sales alignment could be achieved. After two years, and hundreds of thousands of dollars being spent on development, marketing, sales, the product life cycle was over. strategies. Customer Support.

Enterprise Management 100

Enterprise Management Work Management Marketing Management Paid Search Agency 100

ANNUITAS

NOVEMBER 29, 2023

In many cases the ‘tough’ and longer-term investments are what it takes to build a sustainable go-to-market; however, CFOs often are often focused on short-term upside. “[N]early 60% of B2B CFOs don’t believe brand marketing is a key driver of short-term sales performance …,” according to Transmission. Why Re-position?

CMO 147

CMO Positioning Marketing Analytics Tools Peer-to-peer 147