Martech

JULY 14, 2022

Factors driving changes in ABM include shifts in buyer preferences and pre-purchase behavior, as well as the development of more sophisticated technology and data products that enable marketers to analyze behavior, identify in-market audiences, and craft experiences for a buying group or its individual members.

Account Based Marketing 114

Account Based Marketing Enterprise Management Work Management Marketing Management 114

Velocity Partners

APRIL 16, 2024

The other day, I had the privilege of sitting down with Jon Miller, founder CEO of Marketo and Engagio and most recently CMO at B2B Go-to-Market powerhouse Demandbase. Note: Ross was an early employee at Salesforce where he built the enterprise sales team and process. You can find the other five blogs in the series here.

Marketing Analytics Tools 83

Marketing Analytics Tools Marketing Budget DemandBase Lead Ranking 83

Engagio

JULY 31, 2017

The B2B lead handoff process is broken. Unfortunately, without access to additional data on the prospects’ behavior, reps still have no idea on whether these accounts are in a buying cycle or if they have an immediate need your company can fulfill. Develop a robust data acquisition and intelligence gathering strategy.

Intent Data 85

Intent Data Account Based Marketing Intent ABM 85

Full Circle Insights

MAY 20, 2022

Can predictive analytics help you accelerate the buying cycle? For example, assume that when you analyzed 100 deals completed last month, you are able to identify three actions a potential customer is likely to take before they enter the buying cycle, such as: Reading online reviews that include your product.

Marketing Attribution 98

Marketing Attribution Sales Management Top of Funnel Lead Ranking 98

Full Circle Insights

SEPTEMBER 20, 2022

A typical sales cycle starts with initial research followed by increased engagement across members of the buying group. Multiple interactions are often occurring simultaneously across an account and buying group. “What’s on My Mind” – Reflections from Marketo’s Marketing Nation Summit.

Full Circle Insights 52

Full Circle Insights Account Based Marketing Marketing Attribution Sales Management 52