Engagio

APRIL 11, 2018

For years, targeting key accounts has been a cornerstone of effective B2B growth. Today, over 90% of B2B organizations believe Account Based Marketing is a “must-have” tactic, according to SiriusDecisions. One reason is the immense amount of data that is now available to us to make account-based strategies more efficient.

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The Point

DECEMBER 13, 2019

I asked the best subject matter experts I know, my colleagues at Spear Marketing Group , what trends they think will highlight the next 12 months in B2B demand generation. The big trend of audience-based targeting will continue into 2020. The post 6 B2B Demand Gen Predictions for 2020 appeared first on The Point.

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Demand Ideal Customer Profiles Demand Generation Agencies Account Based Marketing 222

Strategic-IC

DECEMBER 16, 2020

ABM (Account-based Marketing) has certainly been one of the most popular B2B Sales and Marketing acronyms of 2020. Do you know the difference between TAL and TAM? We've put together this glossary of 30 Account-based Marketing (ABM!) Account-based Marketing playbook. Account-based Marketing program. Intent data.

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Strategic-IC

DECEMBER 16, 2020

ABM (Account-based Marketing) has certainly been one of the most popular B2B Sales and Marketing acronyms of 2020. Do you know the difference between TAL and TAM? We've put together this glossary of 30 Account-based Marketing (ABM!) Account-based Marketing playbook. Account-based Marketing program. Intent data.

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Account Based Marketing Ideal Customer Profiles Demand Generation ABM 62

Aberdeen

JANUARY 22, 2019

Buyer intent data is gold, and like the eponymous rush of 1848, data-driven organizations are scrambling to make the most strategic and lucrative use of this digital resource, particularly for account-based marketing (ABM). We’ve compiled some big names in the intent data space. Demandbase. DiscoverOrg.

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Intent Data Intent Bombora Marketing AI 40

Engagio

JANUARY 27, 2021

In just five short months, he’s led the integration of the B2B, DSP, intent data, and machine learning technology of Demandbase with the marketing automation-based platform of Engagio. ” Bombora intent alongside Demandbase intent data. ” Traditional demand generation vs. the ABM model.

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CPO DemandBase Account Based Marketing ABM 71

Aberdeen

JANUARY 24, 2019

I recently stumbled across a 2014 video on YouTube and thought it was a good opportunity to reflect on the progress and advances made in the operationalization of buyer intent data. Below, I’ll ruminate on a few salient observations from the video “ Buyer Intent and the Data Revolution.”. I will not dispute that.

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Intent Data Intent Intent Signal Buyer Intent 40

Martech

OCTOBER 28, 2021

“Basically, intent data allows marketing and sales teams to focus on the accounts that are in the market for a product or solution,” said Dan Tabaran, CMO of account-based advertising company N.Rich, in his recent MarTech presentation. Define the intent data. Act on buyer interest data.

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Top of Funnel Account Based Marketing Ideal Customer Profiles Generation 112

Aberdeen

JANUARY 16, 2019

Hyper-personalization with Buyer Intent Data. By creating a Live Enrichment Infrastructure, he enabled the dynamic injection of rich data from third-party APIs and his lead-scoring model into his homepage(s). Aberdeen’s buyer intent data has been proven up to 91% accurate in blind tests by clients, and it is highly targeted.

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Intent Data Intent Lead Ranking Personalization 40

Aberdeen

JANUARY 16, 2019

And with intent data, you can hyper-personalize the customer experience to unprecedented levels. In a presentation for B2B SaaS marketers , Guillaume Cabane, VP of Growth at Drift, said a data dearth is largely responsible for the poor levels of personalization throughout many customer journeys.

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Intent Data Intent Lead Ranking Personalization 40

Engagio

DECEMBER 13, 2018

That’s why I John Steinert , CMO of TechTarget , “How do we overcome funnel blindness?” ” He offers advice on how to get insights into your target accounts during these tricky situations so that you don’t lose your customer along the journey. John: Just I’m saying in 2019 think accounts.

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Top of Funnel CMO Marketing Funnels Purchase Intent 81

SalesIntel

DECEMBER 10, 2021

Add in that you have to create highly personalized content, marketing channels, and target account engagement, it’s a headache to know what may actually work. Learn How to Create a Target Account List. Here’s what you’ll learn: Picking Target Accounts. Create Internal Alignment.

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Account Based Marketing ABM Demand Generation Marketing & Strategy 52

Madison Logic

FEBRUARY 5, 2019

The post Why is our CMO, Jenn Steele, excited about Journey Acceleration? Today we launched Journey Acceleration™, which allows B2B marketers to hit the right members of the buying committee with the right content and messaging at the right time to speed them down the funnel. appeared first on Madison Logic Blog.

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CMO Top of Funnel Marketing Funnels B2B Marketing 72

Martech

OCTOBER 29, 2021

According to contributor Ryan Phelan, it feels like 2013 all over again — the year Oracle scooped up Responsys and Salesforce picked up Exact Target. My general advice is to stay away from newly acquired companies,” writes Ryan. Understanding buyer intent .

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Top of Funnel Buyer Intent Intent Signal Funnel Advertising 105

Marketing Interactions

OCTOBER 15, 2021

Here are a few reasons why marketing deserves consideration, supported by research: 47% of CEOs say CMOs most critical role is to grow the business ( Boathouse CMO Insights ). 76% of CMOs are responsible for business growth – either directly or as a shared responsibility (Capgemini).

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B2B Marketing Lead Ranking B2B Paid Search Agency 131

Strategic-IC

JULY 3, 2020

ABM in the House: a series of conversations between Alex Olley, Co-founder of Reachdesk and Declan Mulkeen, CMO of Strategic IC, as they explore how to build an effective Account-based Marketing (ABM) programme. We've got our Buyer Personas that we want to target in each account. So, yeah, let's crack on.

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Account Based Marketing Ideal Customer Profiles ABM Demand Generation 118

Adobe Experience Cloud Blog

JULY 17, 2019

It’s enabled them to collaborate with sales and incorporate an account strategy into all their existing marketing efforts. Additionally, it’s enabled both teams to gather accurate account insights and find their ideal customers to create the right target account list. Where the account is in the buyer’s journey.

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Account Based Marketing Advertising Channels Marketing & Strategy Marketing Strategy 132

Strategic-IC

JULY 1, 2020

ABM in the House: a series of conversations between Alex Olley, Co-founder of Reachdesk and Declan Mulkeen, CMO of Strategic IC, as they explore how to build an effective Account-based Marketing (ABM) programme. So, what I wanted to start on today with you, really was, where do we re-begin as an Account-based marketing programme?

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Ideal Customer Profiles Account Based Marketing ABM Profiling 118

Terminus

JANUARY 24, 2020

As a SaaS company that markets to other SaaS companies, our marketing team is in a unique position: we’re a part of our own target market, which makes us the perfect guinea pig. And, as a company that offers a full-funnel ABM solution, it only makes sense that we’re using an account-based approach to market to our ideal customers.

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Account Based Marketing Demand Generation Sales Management ABM 26

Content4Demand

FEBRUARY 7, 2020

The program will be divided into six tracks: content marketing, demand generation, digital strategy, ABM, channel marketing and sales enablement. As part of the workshop program, David Lewis, CEO, DemandGen International, will lead a Demand Generation Masterclass & Certification session.

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Case Study Case Studies Studies Work Management 54

Conversica

OCTOBER 21, 2021

While 87% of marketers and salespeople believe in ABM’s efficacy, only 43% of marketers and 49% of salespeople are using intent data to personalize account outreach as both departments operate in silos. Moreover, 100% of the respondents reported that they are currently selling to a defined target account list.

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Account Based Marketing Enterprise Management Customer Surveys Work Management 52

Engagio

JANUARY 20, 2024

. “Smart CMOs work across different parts of the organization and make those connections, and really focus the organization on targeting customer needs. She discusses how agility has become important for CMOs due to rapid changes in digital environments and buyer behaviors.

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Marketing AI Lead Ranking Multi-Touch Attribution Conversion 62

6sense

DECEMBER 8, 2021

Fortunately, while we’ve had to change a lot about our tactics, our targeting was already based on behavioral insights: what buyers are actually doing right now and who’s in-market. Over our chief marketing officer (CMO) breakfast series in March, we asked 200 CMOs: Where are you focusing your marketing dollars now?

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Account Based Marketing B2B Thought Leadership Work Management Marketing Management 48

Valasys

MARCH 30, 2020

According to a study by CMO , 71% of the companies that invested in account-based marketing reported their Return on Investment (ROI) is somewhat or significantly higher than traditional marketing methods. Read more on Top 5 Ways to Supercharge ABM with Intent Data. ABM stands for Account-Based Marketing.

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Account Based Marketing ABM B2B Sales B2B 59

Aberdeen

MARCH 5, 2019

Randy Frisch is CMO and Co-Founder at Uberflip, a content experience platform that empowers B2B marketers to create personalized content experiences for demand generation, ABM, content marketing, and sales enablement at scale. Check out Aberdeen’s comprehensive report Demystifying B2B Purchase Intent Data to learn more.

Business 40

Business Purchase Intent Demand Generation Account Based Marketing 40

Engagio

DECEMBER 28, 2020

CMO at Uberflip | LinkedIn. We’ve all heard the analogy that in Account-Based Marketing we are fishing with a spear rather than a net. Our goal is to target the right buyers rather than scooping up distractions and expenses along the way. This means strategic alignment around objectives, target account criteria, etc.

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Account Based Marketing ABM Sales Management Enterprise Management 139

Terminus

JULY 27, 2021

However, since 2015 lead generation has been declining. It’s made way for its cooler, younger, and in-the-know cousin: the more targeted and effective account-based marketing (ABM). But first, decide your target accounts. You can optimize your target accounts by: Running a content audit Diversifying your segments.

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Lead Ranking Marketing Qualified Leads Lead Scoring Sales Qualified Leads 59

DemandBase

APRIL 27, 2020

For example, the way that a sales development rep applies ABM is different from how a CMO may apply ABM. I target my partners to help me convert my target accounts. Normally, this means that I create a list of target partners within my total ecosystem. We wanted to explore how marketers ABM. How do I ABM?

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Account Based Marketing ABM Top of Funnel Peer-to-peer 59

KoMarketing Associates

SEPTEMBER 16, 2020

Instead of trying to use the same “one size fits all” approach to all their accounts, many B2B marketers have been segmenting their target accounts. In “one to one” ABM, the program may only target 10-50 prospects. It is an entire sales funnel personalized for the buying team of each account you target.

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Account Based Marketing Budget Programs Planning Paid Search Agency 269

Strategic-IC

JULY 29, 2020

ABM in the House: a series of conversations between Alex Olley, Co-founder of Reachdesk and Declan Mulkeen, CMO of Strategic IC, as they explore how to build an effective Account-based Marketing (ABM) programme. Declan - Well, I think we're not talking here about generating leads and throwing them over the fence for Sales.

Account Based Marketing 71

Account Based Marketing Ideal Customer Profiles ABM Paid Search Agency 71

The ABM Agency

JANUARY 15, 2021

While a CFO can advise on the exact portion of the company’s funds that can be spent toward marketing, it’s the responsibility of the CMO to know where and how to spend it. Account-Based Marketing and Demand Generation are both content-heavy but highly potent tactics going into 2021. Digital Marketing Channels: 40%.

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Budget Programs Paid Content Paid Search Agency Marketing Budget Creation 52

Strategic-IC

JULY 7, 2020

ABM in the House: a series of conversations between Alex Olley, Co-founder of Reachdesk and Declan Mulkeen, CMO of Strategic IC, as they explore how to build an effective Account-based Marketing (ABM) programme. We've built and tiered our Account List. So our Target Account List.

Account Based Marketing 71

Account Based Marketing Ideal Customer Profiles ABM Top of Funnel 71

chiefmartech

APRIL 11, 2016

Some are also offering their own prospecting and data verification features. In addition to creating personalized content that is relevant to specific target accounts, companies practicing ABM also need to think about how that content is actually distributed to their target accounts.

Account Based Marketing 40

Account Based Marketing Ideal Customer Profiles Buzz Enterprise Management 40

Albacross

NOVEMBER 10, 2020

Once your teams are aboard the revenue train, you need to start finding ways to optimize the ways you’re capturing existing demand. Because there’s only so much demand you can drive with the budget you have, right? That starts with capturing unidentified demand. It’s not all doom and gloom though. Your team will love you for it.

Top of Funnel 52

Top of Funnel Ideal Customer Profiles Sales Qualified Leads Digital Marketing Funnels 52

Terminus

NOVEMBER 26, 2019

So how can account-based marketing help with this? Identify and target high-velocity segments. Outside of revenue operations, velocity data can – and should – be used to make informed decisions when strategizing. Achieve deeper account penetration. Put the pieces together with Productry.”

Sales Management 29

Sales Management Account Based Marketing ABM Top of Funnel 29

Adobe Experience Cloud Blog

JULY 17, 2019

It’s enabled them to collaborate with sales and incorporate an account strategy into all their existing marketing efforts. Additionally, it’s enabled both teams to gather accurate account insights and find their ideal customers to create the right target account list. Where the account is in the buyer’s journey.

Account Based Marketing 51

Account Based Marketing Advertising Channels Marketing & Strategy Marketing Strategy 51

Aberdeen

JANUARY 10, 2019

This article focuses on the many misperceptions behind Account Marketability. See the first in the series – The Target Account List – here. One of the biggest gaps in the Always-On ABM matrix is whether any specific account is marketable. Finding Your Total Relevant Audience. And some have none.

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