Strategic-IC

FEBRUARY 6, 2023

In a recent episode of Let’s talk ABM , I had the pleasure of speaking with Lisa Sharapata , during her time as CMO at BoostUp , about the evolution of Account-based Marketing, and the future of the buyer experience. Gone were the days of cold calls and face-to-face meetings. I definitely think intent holds water.

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Account Based Marketing ABM P2P Ideal Customer Profiles 62

Heinz Marketing

AUGUST 28, 2020

Latané Conant, CMO of 6sense does a great job of explaining this in her new book “No Forms. No Cold Calls.” ” She lays out five simple steps, outlined below, called the “Five Step Process to ABM.”. So, how do you actually do ABM? Step 1: Select the best accounts.

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Account Based Marketing Ideal Customer Profiles ABM Sales Qualified Leads 136

6sense

DECEMBER 7, 2021

Now, with a couple years as Chief Market Officer under my belt, I have some ideas about what it will mean to continue uplevel the CMO role going forward. The market is and will remain the top priority for any CMO. No Cold Calls. Master the Market. product-market fit). Are You a Chief Market Officer?

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Ideal Customer Profiles CMO Cold Calling Digital Marketing Funnels 62

6sense

AUGUST 4, 2020

No Cold Calls ,” and CMO at 6sense. “We The recognition and support from Business Intelligence Group, Forrester and others, gives us a moment to celebrate and reflect on how we’ve reignited a fire across the industry,” said Latané Conant, author of “ No Forms.

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Organization Forrester Cold Calling Paid Search Agency 62

DemandBase

APRIL 23, 2020

As our CMO Peter Isaacson put it in 7 Tips to Prepare for a New Reality , “We’re still on the hook for generating and delivering on pipe goals that may now seem impossible.”. I encourage my team only to call people they know, or to carry out a call if it was already on the calendar. But we’ve pretty much eliminated cold-calling.

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Peer-to-peer DemandBase Effectiveness Personalization 78

6sense

MARCH 19, 2020

The ways and means to achieve it remain a difficult task,” said Latane Conant , CMO at 6sense. “If Companies have to let go of past processes, like cold calls and spam, and instead engage in-market target accounts,” said Matt Heinz, President at Heinz Marketing.

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Demand Generation Ideal Customer Profiles Marketing Report Account Based Marketing 62

Strategic-IC

DECEMBER 15, 2021

In this post , strategicabm CMO, Declan Mulkeen , takes a deep dive into the world of ABM vs B2B, and what makes ABM so much more powerful than a strong B2B campaign. The numbers are compelling. 91% of B2B Marketers report bigger deal sizes with ABM. 86% report higher win rates with a 70% increase in the number of opportunities created.

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Account Based Marketing ABM B2B Thought Leadership Marketing Automation Services 62

Heinz Marketing

SEPTEMBER 3, 2020

Latané Conant (CMO at 6sense) in her new book No Forms. No Cold Calls. Have you thought about certain factors most marketers fail to look at? Aligning with the business goals/revenue model, creating a culture of trust and transparency, etc.

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Demand Generation Planning Activities Demand 100

Stevens & Tate

MARCH 2, 2020

There are many B2B companies that continue to advertise using more traditional methods, such as TV commercials, magazine ads, cold calls, and more. The survey included a relatively small pool of CMO consultants. 6 Reasons Why Your Business Needs B2B Inbound Marketing. This includes inbound marketing.

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Trends Planning Paid Search Agency ROAS 59

Exo B2B

OCTOBER 10, 2023

Faut dire qu’elle a vu neiger, ayant fait ses débuts au téléphone pour les appels à froid (cold calls) et ça se voit : «You are not in the business of convincing. Et elle a fait sa présentation tambour battant, avec assurance et juste ce soupçon de défi. You are in the business of converting.

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Gartner B2B Ideal Customer Profiles B2B Marketing 52

SalesIntel

AUGUST 18, 2021

This relationship can be established passively through digital media (such as your website, blog, and social networks posts), and/or actively (through cold calling, cold mailing, marketing ads, and active prospecting on LinkedIn). The post Converting Leads into Customers: 3 Practical Tips appeared first on SalesIntel.

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Ideal Customer Profiles Lead Ranking Marketing Qualified Leads Sales Qualified Leads 93

Marketing Insider Group

JULY 15, 2014

We largely don’t answer cold calls, respond to unwanted emails, click on banner ads or appreciate disruptive marketing techniques. What about the CMO of 2020? The 2020 CMO will have a background in engineering, a former growth-hacker , a marketing technologist and a brand steward.

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Advertising Agencies Demand Generation Agencies Paid Search Agency Storytelling 100

NetLine

APRIL 8, 2020

Recently, NetLine partnered with the CMO Council and BPI Network to better understand what drives conversion within content marketing. The result was a 26-page report titled Making Content Marketing Convert , a break down of how your organization can improve its demand gen process to better serve you and your customers. .

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Marketing Report B2B Thought Leadership Content Marketing Thought Leadership 59

markempa

MAY 23, 2005

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. CMOs are faced with a challenge that they can influence - their company culture. Sam Decker wrote some great thoughts on this topic a while back.

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ViewPoint

JUNE 16, 2015

Read what Mike Weinberg, author of New Sales Simplified , says about this pervasive thought: Many in what’s called the Sales 2.0 These so-called experts proclaim that cold-calling is ineffective and pursuing prospects that aren’t coming to you is a waste of time. However, these so-called leads really are not leads.

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Lead Scoring Lead Ranking Cost per Lead PointClear 120

Terminus

NOVEMBER 1, 2021

Our guests today, Lisa Sharapata , CMO at BoostUp.ai , and James Kessinger , Chief Marketing Officer at Hushly , walk us through the ways of scaling your customer’s buying experience with ABM. The days of cold calls and email spam have been dead for a while now.

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Ideal Customer Profiles Top of Funnel Lead Ranking Account Based Marketing 52

Metadata

SEPTEMBER 14, 2020

That’s 96,000 cold calls, templated emails and Linkedin requests per year!) That’s how we find ourselves in a situation where ABM continues to rise and CMO tenure continues to fall. Time matters Photo credit: [link] CMO tenure is slipping , pandemics are raging, and we live in a culture obsessed with instant gratification.

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Account Based Marketing Marketing Analytics Tools ABM Demand Generation 52

Oktopost

APRIL 3, 2018

As my years in sales near the 10-year mark, one thing’s for sure: Old-school sales strategies like cold-calling aren’t dead, but they’re certainly on life support. More and more do B2B prospects approach us once they’ve already reached halfway through the buying process.

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LeanData

SEPTEMBER 14, 2022

We have a certification moment where the SDRs cold call their manager, send them a prospecting email, and certify that they can now prospect accounts. Caleb Blondet-Fraser , LeanData’s Sales Enablement Manager, runs the SDR bootcamp and advises, “Give new SDRs an early win to give them confidence so they will succeed in the role.

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Churn Rate Ideal Customer Profiles Cross-Selling Paid Search Agency 52

Tony Zambito

JANUARY 31, 2016

That is, content is being viewed in the same way that cold calls were viewed in the past. Or, even worse, as a cold call. In today’s new digital marketplace, the prospect of content – perceived to be in the form of a sales cold call – getting through the eye of the needle will be severely diminished. (I

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Vidyard

DECEMBER 21, 2017

After all, if he can face up against Meereen’s fiercest warriors in the fighting pits for the chance to win over Daenerys, how hard can cold calling be? Curious what Game of Thrones character would be CMO or run the Demand Gen team? Brienne of Tarth. Resume: Kingsguard to Renly Baratheon, Servant of the Stark Women.

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Cold Calling Work Management CMO Marketing Management 65

6sense

OCTOBER 18, 2021

No Cold Calls. by 6sense’s CMO Latané Conant. “It By the second half, they were ready to jump into using 6sense with two feet — and when it came time for the rubber to hit the road, Jawin and her team found the roadmap they needed in No Forms.

Lead Ranking 62

Lead Ranking Sales Cycle Lead Scoring Marketing Qualified Leads 62

Heinz Marketing

MARCH 7, 2022

Matt: Whenever I read a book like this, obviously this is, I would assume that the audience you have here is sort of primarily sales but I read this, and I think, if I’m a marketing leader, if I’m a CMO, there’s an awful lot to take away from this. What is the lesson here for marketers?

Urgency Marketing 101

Urgency Marketing Work Management Ideal Customer Profiles Demand Generation Agencies 101

Metadata

APRIL 4, 2023

Get your story straight with leadership Most chief marketing officers (CMO) don’t last long. With this model, the ad is often the final touchpoint before the sale but likely comes in the wake of a combination of nurtures, cold calls, and so on. That’s a big problem that you must address ASAP. Here’s how.

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Cost per Lead Demand CPL ROI 52

EveryoneSocial

OCTOBER 29, 2018

90% of decision-makers never answer a cold call, but 75% of B2B buyers use social media to make purchasing decisions. CMO Council ). use them for account research, followed by call preparation by 60.3%. ( LinkedIn ). 80% believe their sales force would be more effective and efficient if they could leverage social media.

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Statistics Peer-to-peer Stats B2B Sales 82

Exo B2B

OCTOBER 10, 2023

She’s been around, has «seen snowing», having made her debut on the telephone in marketing cold calls, and it shows: «You are not in the business of convincing. Create Brand Conversations That Actually Convert with The Brand Trifecta” And she delivered her presentation with vigour, confidence and just a hint of defiance.

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Marketing AI B2B Gartner Conference 59

DiscoverOrg

MARCH 13, 2017

The marketing landscape has wholly transformed, with the CMO often responsible for driving growth across the enterprise, marketing budgets expanding to the largest in the organization , and marketing technology vendors growing from 100 to 4,500+, a dizzying prospect for anyone trying to build a cohesive tech stack. Watch the Video.

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6sense

DECEMBER 10, 2021

Most people dread prospecting, but our BDRs successfully drive a ton of pipeline with NO COLD calling because the team knows from 6sense when accounts are “in-market,” what personas are on the buying team and which KEYWORDS each persona really cares about. Also Read: Prediction Series 2019: Interview with Latane Conant, CMO, 6sense.

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CMO Account Based Marketing Top of Funnel Ideal Customer Profiles 62

Terminus

JANUARY 13, 2021

In this Takeover episode, host Casey Cheshire , speaks with Alon Waks , CMO, Advisor and Consultant at Flywheel Consulting, about what those metrics are. They’re important, but secondary. We need to stay focused on the metrics that actually matter. KPIs that are actually key. So, let’s go back to that frustrating boardroom.

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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. JM : Nearly every CMO is struggling to grow pipeline with budgets that are static at best. Buyers are tired of the Cold Calling 2.0 Cold Calling 2.0

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Marketing Analytics Tools Marketing Budget DemandBase Lead Ranking 83

markempa

NOVEMBER 15, 2005

Sridhar Ramanathan (a CMO Council Member), over at the Pacifica Group Blog , shares a collection of ideas that stood out to him during the conference in his post Gold Nuggets from the CMO Council Summit Heres one of the nuggets that Sridhar captured: "Marketing is here to do one thing—impact topline and bottomline.

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Lead Generation Marketing Strategy Marketing & Strategy Webinar Metrics 120

Hubspot

OCTOBER 13, 2014

CMOs complete 57% of their research before contacting agencies. From CIO to CMO buyer. The second parallel is how the marketing agency community has had to grow beyond its traditional channels of generating business: referrals, events, and cold calling. From outbound marketing to inbound marketing.

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Work Management Marketing Management Paid Search Agency Marketing Automation Services 28

ClickZ

MARCH 19, 2020

30-second summary: Will McInnes, Brandwatch’s global CMO, brought over a decade of martech experience to Brandwatch when he joined the company in 2013. Will McInnes is CMO of digital consumer intelligence company Brandwatch. I initially joined the telemarketing team at a small start-up, doing a hundred outbound cold calls a day.

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LeanData

MAY 4, 2016

Traditionally, Outbound marketing has focused on paid advertising while sales pushed cold-calling and batch-and-blast emails. The inbound side is about creating content where you become the New York Times of your industry,” said Mike Volpe , the former CMO at HubSpot, during a recent webinar hosted by the event management firm Attend.

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Account Based Marketing Top of Funnel Work Management ABM 45

Adobe Experience Cloud Blog

NOVEMBER 15, 2010

Take this shocking stat: 80% of sales leads are wasted, and 80% of sales’ time is spent cold-calling and prospecting. Every CMO needs to start talking about marketing investments and not marketing costs or marketing expenditures. Isn’t this a disgrace in a world that has achieved such amazing change?

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Cold Calling Forecasting CMO Stats 48

Hubspot

APRIL 27, 2023

SDRs usually do this by cold-calling or cold-emailing the prospects. SDRs are responsible for outbound prospecting. They make initial contact with people whom they think are qualified and ready to use the product they're trying to sell. If you're looking to move into a sales role in SaaS, it helps to have 0.5-2

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Enterprise Management Work Management Marketing Management Ideal Customer Profiles 71

LeanData

MAY 4, 2016

Traditionally, Outbound marketing has focused on paid advertising while sales pushed cold-calling and batch-and-blast emails. The inbound side is about creating content where you become the New York Times of your industry,” said Mike Volpe , the former CMO at HubSpot, during a recent webinar hosted by the event management firm Attend.

Account Based Marketing 40

Account Based Marketing Top of Funnel Work Management ABM 40