Martech

NOVEMBER 8, 2023

Understanding and leveraging customer profitability Every company has a finite number of target customers who hear their value proposition better, need it faster, will pay more money for it and will stay longer. Let’s unpack this idea of differential profitability of customers and the strategic implications for B2B marketers.

Ideal Customer Profiles 117

Ideal Customer Profiles Profiling Marketing Management Intent Signal 117

Heinz Marketing

APRIL 14, 2022

These listen to us – “transmission” messages were neither what prospects or customers wanted to hear, nor what the sales folks and channels needed to sell. So, what should today’s CMO do to increase marketing’s business relevance to the enterprise and ensure their companies and brands remain vibrant? Customer Obsession.

CMO 109

CMO Relevance Enterprise Management Peer-to-peer 109

SendX

DECEMBER 28, 2020

For companies that use CRM tools, the Return on Investment is $8.71 What differentiates both? This will inform you of the right product to promote to them and the email marketing strategy to sell to them over and over again. This strategy might be to cross-sell them. for every dollar spent.

Work Management 195

Work Management Marketing Management CRM Email Marketing 195

Marketing Insider Group

JULY 1, 2020

As new business slowed (and in many cases came to a screeching halt) due to C-19, many companies have shifted their focus to existing customers. Companies Do Not Have a Strong Ability to Expand Business in Existing Accounts. of companies report a gap in penetrating new business units or cross-selling/upselling.

Ideal Customer Profiles 304

Ideal Customer Profiles Work Management Planning Paid Search Agency 304

Zoominfo

MAY 23, 2023

This information can be analyzed to identify account intent, or how likely prospects at a particular company are to engage with a particular vendor. Identifying upsell opportunities Intent data can also proactively identify upsell and cross-sell opportunities with existing customers, allowing sales teams to prioritize those accounts.

Intent Data 130

Intent Data Intent Work Management Marketing Management 130

Kaon

MARCH 13, 2018

You want to put your best foot forward to captivate your visitors, educate them about your unique value differentiation and up-sell/cross-sell your solutions. Organizations that embrace experiential marketing for their EBCs can differentiate from their competitors and gain competitive advantage.

Work Management 176

Work Management Marketing Management Storytelling Cross-Selling 176

Salesforce Marketing Cloud

FEBRUARY 21, 2022

Snack food brand KIND Snacks is a top-selling nut bar on Amazon and its health-focused products are available nationwide – at supermarkets, specialty stores, and big-box retailers. And KIND has the benefit of a differentiated brand experience and a way to weather future disruptions. The next step?

Advertising Channels 98

Advertising Channels Cross-Selling Fulfillment B2B 98

Salesforce Marketing Cloud

JUNE 14, 2023

Let’s face it: Hard sells and flashy demos can be effective ways to close. Not only will this help you build trust, which makes it easier to sell , but it will open the door to long-term relationships that can lead to upsells and cross-sells. Get deals done, make customers successful, and help your company grow.

Work Management 95

Work Management Cross-Selling Marketing Management Marketing & Strategy 95

Marketing Insider Group

JULY 20, 2021

Can you believe that 80% of B2B companies feel their pricing strategy needs improvement? Despite the fact that just a 1% price optimization improvement can yield an 11% profit increase , many companies are admittedly not prioritizing their pricing strategy. We hardly could either, but it’s true. But it shouldn’t. Quick Takeaways.

Pricing 359

Pricing Price B2B Buyer Personas 359

Rev

AUGUST 23, 2023

Successful companies grow fast by moving users swiftly through their pipeline. One method of supercharging growth (and used to success by companies like Slack and Candidly) is product-led growth (PLG). Is it right for my company? These companies have a product that solves their users’ problems. Who’s doing it right?

Product 78

Product Marketing AI Customer Satisfaction Lead Ranking 78

Martech

JULY 24, 2023

Here, the company recognizes they have two kinds of customers — individual buyers and interior designers working with clients. But also look for ways to get more information from your subscribers that you can use in automations, copy in your welcome email, targeting and more to differentiate among your different groups of customers.

Budget Programs 89

Budget Programs Optimization Cross-Selling Opt-out 89

Contently

FEBRUARY 2, 2021

We had just presented a list of different types of writers the company needed to hire, including copywriters, bloggers, editors, and social media creators. When it comes to content marketing, Tsuchida stresses that she’s not directly selling the product. “I’m still selling, but it’s not an ad.”

Copywriting 214

Copywriting Paid Search Agency Advertising Agencies Content Marketing 214

Sprout Social

JANUARY 3, 2023

More than ever, companies need to bleed every ounce of impact out of their social media. Think about it: Every team in your company is full of experts. The benefits of cross-team collaboration. How customers interact with the company’s content, products or services. Social isn’t just about awareness anymore.

Social Media 122

Social Media Work Management Marketing Management Media 122

Choozle

MARCH 5, 2024

Businesses must provide opt-out links that post either a “Do Not Sell or Share My Personal Information” and a “Limit the Use of My Sensitive Personal Information” link (if such information is used). The most critical use case for consent is with the collection and selling/sharing of children’s data under 16 years of age.

Privacy 76

Privacy Privacy Policies Advertising Agencies Paid Search Agency 76

Oktopost

FEBRUARY 24, 2022

While some B2B brands are still committed to more traditional sales methods, social selling can be even more efficient. In this article, we’ll take a look at the process of social selling and how it can help B2B companies generate more leads (and ultimately more revenue). What Is Social Selling? What Is Social Selling?

Peer-to-peer 171

Peer-to-peer B2B Thought Leadership Brand Identity Branding 171

Modern B2B

OCTOBER 20, 2023

Looking inward to fix problems is a minefield, let alone addressing the customer growth opportunity at the same time (think ABM and cross-sell analysis to get a head start here). The opening keynote started with the premise that companies that focussed on the customer had 2.5 And you get focus. times more growth.

Forrester 52

Forrester Cost per Acquisition Cross-Selling B2B 52

Oktopost

MARCH 4, 2024

But the pressure to innovate is just one of the many challenges SaaS companies face. In this highly competitive and saturated market, SaaS companies must continuously meet their KPIs, drive customers down the B2B funnel, and ensure they stand out from their competition. What is B2B SaaS Marketing? billion by 2030.

Ideal Customer Profiles 62

Ideal Customer Profiles Top of Funnel B2B Marketing Marketing & Strategy 62

Outgrow

FEBRUARY 12, 2023

What differentiates one brand from another is its strategy and the way they promote itself. We have another excellent example of how Brickfielder , a golfing apparel company, uses interactive elements for its products. Source An example of a company that is excellent at cross-selling is IKEA.

Small Business Marketing 105

Small Business Marketing Promotion Cross-Selling Business 105

SalesIntel

APRIL 15, 2024

This also allows B2B enterprises to be more selective and invest more resources in acquiring each lead, ensuring they align well with the company’s objectives. This could mean companies in specific industries, sizes, and stages of growth, as well as particular buyers within an organization who drive decision-making.

Enterprise Management 52

Enterprise Management Ideal Customer Profiles Marketing Management Top of Funnel 52

Rev

JULY 5, 2023

It’s here in the GTM strategy that most companies create the process for identifying, segmenting, and targeting potential customers and the tactics and strategies marketing, sales and customer service will use to reach them. Make sure your product also has a key benefit that differentiates it from the pack. Here’s why you need it.

Ideal Customer Profiles 78

Ideal Customer Profiles Marketing Analytics Tools Marketing Strategy Marketing & Strategy 78

SmartBug Media

FEBRUARY 17, 2023

With this information, you can create a differentiated journey for each customer across multiple touchpoints. Dynamic Content to Segment Traffic Companies with a large customer base and product catalog create segments to target different demographics. This up-selling, cross-selling technique will encourage them to add more items.

Personalization 95

Personalization Customer Satisfaction Cross-Selling Loyalty 95

DiscoverOrg

APRIL 25, 2017

A prospect’s title is helpful, but because titles have different meanings from one company to the next, it’s not much for a sales magician to go on. Examples of triggers are funding events such as venture capital funding or planned mergers; product launches; and employee movement like promotions or when people leave or join the company.

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

NuSpark Consulting

APRIL 29, 2017

In the 2016 State of Account-Based Marketing (ABM) Study from Sirius Decisions, key findings showed more than 50 percent increase in the number of B2B companies practicing ABM. Look for scope for cross-selling and upselling to existing client, which will help to inform your understanding of opportunities with new, similar prospects.

Account Based Marketing 159

Account Based Marketing Ideal Customer Profiles Budget Programs Enterprise Management 159

Zoominfo

JUNE 28, 2023

Even if you plan to continue selling an existing product in an existing market, take periodic opportunities to reevaluate your strategy and figure out what’s working and what’s not. Productivity: Are there opportunities for more efficient ways of working at your customer’s company?

Marketing Analytics Tools 130

Marketing Analytics Tools Ideal Customer Profiles Work Management Marketing & Strategy 130

Marketing Insider Group

NOVEMBER 18, 2020

Marketing strategy , however, can mean different things: the position or “strategy” by which your brand will go to market, and the actual way or “strategy” by which your company will create a brand to go to market with. The days of selling to “the decision maker” are largely over. It’s the foundation, after all. What about the buyer?

Resource Management 360

Resource Management Demand Generation Agencies CMS Development Work Management 360

LeanData

FEBRUARY 10, 2022

2022 is the year LeanData changes those inconsistent outcomes, and to chronicle the journey, the company is publishing a series of posts to give readers unbridled access to strategies and decisions. An ideal customer profile (ICP) is a description of the type of company that would realize the most value from your product or solution.

Ideal Customer Profiles 97

Ideal Customer Profiles Account Based Marketing Demand Generation ABM 97

ViewPoint

JUNE 24, 2016

We met and worked together at a software company many years ago, and our paths through the continuously evolving world of B2B sales and sales performance have crossed many times. ESR), author of How Winners Sell, and a prominent social media force—we made a conscious effort to stay in touch.

RFP 159

RFP B2B Sales Work Management Cross-Selling 159

Mereo

AUGUST 20, 2020

Training programs should cater toward your organization, your salespeople and your selling objectives. value proposition, differentiation), sales skills (e.g. Proposition Asset Examples: sales plays, solution differentiation, client value stories, proposal templates / demo scripts.

Ideal Customer Profiles 67

Ideal Customer Profiles Cross-Selling Marketing Proposals Buyer's Journey 67

Sprout Social

FEBRUARY 24, 2022

Using metrics in your resume to quantify the impact you made in past positions differentiates you from other applicants in the stack. Stats around revenue : Contributed to increasing revenue by $X, or contributed to selling out 200-ticket events through audience targeting. Showing how you’ve used those skills to create impact will.

Social Media 107

Social Media Template Media Cross-Selling 107

Hubspot

AUGUST 3, 2023

Everyone’s talking about AI and ChatGPT, but despite the buzz, selling AI products presents challenges for salespeople. In this article, we’ll delve into the challenges and share expert tips for selling your AI products to an apprehensive buyer or within a competitive market. today it crossed 1 million users! —

Marketing AI 59

Marketing AI Hubspot Product Tips 59

Mereo

MARCH 4, 2021

And companies not “born” into the subscription model by design are struggling to embrace the shift — and reap the potential rewards. How can you enable your salespeople with a subscription solution and differentiated value messaging that communicates and delivers real value to your buyers? Easier cross-selling and upselling.

Demand 74

Demand Marketing Management Lead Ranking Terms and Conditions 74

Salesforce Marketing Cloud

APRIL 25, 2024

What’s more, 75% of customers forgave a company’s mistakes after receiving excellent customer service. This puts them in a unique position to spot – and act on – opportunities for cross-selling and upselling. All before the homeowner has even contacted the company with a complaint.

Work Management 52

Work Management Service Customer Satisfaction Lead Scoring 52

Kaon

JULY 2, 2015

A new McKinsey report reveals that companies that implement transformational sales and marketing capabilities yield 90% higher sustained growth than those who don’t. This results in a generalized selling pitch, making the sales experiences less than stellar. By Dana Drissel, Vice President at Kaon Interactive.

Tips 100

Tips Lead Ranking Storytelling Cross-Selling 100

Binary Demand

APRIL 8, 2024

Gaining a comprehensive understanding of B2B market segmentation targeting and positioning is paramount for companies striving to bolster their competitiveness and profitability. This approach empowers B2B companies to enhance their understanding of customers, tailor marketing initiatives, and develop more effective strategies.

Segmentation 52

Segmentation B2B Marketing Customer Satisfaction B2B 52

QuanticMind

AUGUST 29, 2023

It is integral to prospecting efforts, and has the potential to unlock a wave of cross- and up-selling avenues, especially when merged with second- and third-party audience data sets to create a holistic view—not just of an existing customer, but also of the types of customers an FI wants to acquire within a particular product type.

Trust Marketing 79

Trust Marketing Paid Search Agency Service Advertising Agencies 79

ClearVoice

JANUARY 26, 2024

Paid is straightforward, it’s sexy (to non-marketing executives, at least), and it’s a simple sell internally when navigating the budgeting process because of the instantly measurable ROI. For example: Company A spends a tremendous amount of resources running Google pay-per-click campaigns to drive in potential new customers.

Paid Content 92

Paid Content Top of Funnel Work Management Marketing Management 92

DiscoverOrg

JANUARY 29, 2019

Many companies don’t have an opportunity to sell into an account at all unless a specific technology is present. For example, you wouldn’t want to target a company using Oracle products if you’re in SAP consulting. Discover companies with a level of maturity that fits your product, and seriously boost win rate.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 205