Lattice

JULY 19, 2016

And since Q4 is historically the biggest quarter for most sales teams, now is the time for companies to identify any issues with their revenue funnel, and determine ways to fix those problems so Q4 is a runaway success, not a flop. But what happens if there are multiple issues with a company’s revenue funnel?

Top of Funnel 100

Top of Funnel Marketing Funnels Digital Marketing Funnels Funnel Advertising 100

Lattice

MAY 10, 2016

We’re seeing extreme growth right now in marketing and sales organizations that collect an ever-growing amount of data about their prospects and customers. Getting alignment between sales and marketing is crucial for any company that wants to grow beyond its start-up stage.

Marketing Qualified Leads 100

Marketing Qualified Leads Leads Lead Forrester 100

Lattice

DECEMBER 15, 2015

By supplying insights into customer and prospect buying patterns and signals it enables companies to organize go-to-market priorities, align marketing campaigns to the needs of most attractive prospects, and align sales reps to high-likelihood high-value customers and prospects.

Enterprise Management 100

Enterprise Management ROI Work Management Marketing Management 100

Lattice

SEPTEMBER 26, 2016

Many think that predictive lead scoring only works for companies with an abundance of inbound leads, but this isn’t the.

Sales Qualified Leads 100

Sales Qualified Leads Lead Scoring Lead Ranking High Quality Lead 100

Lattice

OCTOBER 4, 2016

As a pioneer in AI solutions for B2B marketing and sales, Lattice has always believed that its not only important to get the predictions right, but to provide the right context around those predictions so that sales and marketing can take action. Sales reps can use this interactive dashboard to identify what to sell next.

Peer-to-peer 186

Peer-to-peer Paid Search Agency Amazon B2B Sales 186

Lattice

APRIL 13, 2016

Unfortunately, many organizations are still using traditional sales and marketing models, which were developed for a different time. Companies today need to realize that buyers are in the drivers seat, and they’re driving fast! Interested in learning more? Where: Live Online Webcast and Q&A. Date: April 19, 2016.

Webcast 100

Webcast Forrester Storytelling Webinar Metrics 100

Lattice

MAY 13, 2016

Companies need to be transparent about what their goals are, and how those are shared with teams. Marketing and sales teams need to be transparent with each other about what prospects they’re pursuing, and why. And MarTech vendors need to be transparent about how they can actually help marketers improve their company’s bottom line.

Transparency 100

Transparency Marketo Vendors Marketing Prospects 100

Lattice

MAY 24, 2016

The B2B world is moving fast towards Account-Based Marketing, Account-Based Sales Development…well “Account-Based Everything.” B2B sales and marketing have an imperative to be aligned on which accounts to go after and win. They’ve seen up to 3x higher conversion rates and 15% higher sales quota attainment on average.

Marketing Automation Services 124

Marketing Automation Services Lead Ranking SMB Generation 124

Lattice

MARCH 16, 2016

But smart teams understand that better segmentation is the key to B2B sales and marketing success. As a result, marketing and sales teams can create hyper-personalized segments based on technographic data (e.g. Because of that, I’m really excited to announce the launch of our next-generation Lead Enrichment capabilities.

Lead Scoring 100

Lead Scoring Lead Ranking Forrester Act-On 100

Lattice

AUGUST 9, 2016

Account-Based Marketing (ABM) has been the hot topic in the marketing technology community for the past 12 months, but in reality, companies should be talking about Account-Based Everything (ABE). Marketing and sales need to join together to list out key segmentation criteria, which could include revenue, employees, industry and more.

Account Based Marketing 100

Account Based Marketing Demand Generation ABM Webinar Metrics 100

Lattice

MAY 2, 2016

Marketers are trying to better understand ABM processes and tactics, and are using conferences as a way to learn best practices and get introductions to technology companies to help them get started. Are you thinking about implementing ABM in your company? I’d love to hear your thoughts in the comments!

Account Based Marketing 100

Account Based Marketing DemandBase ABM Conference 100

Lattice

SEPTEMBER 19, 2017

Last week, Lattice and Dun and Bradstreet hosted a breakfast with B2B sales and marketing innovators from companies like Sirius Decisions, Adobe, Dell EMC, Thomson Reuters, Liberty Mutual, Akamai, etc. There were a few key points I took away from the different speaker presentations and follow-on discussions.

B2B Sales 113

B2B Sales B2B Marketing B2B Paid Search Agency 113

Lattice

DECEMBER 14, 2015

After all, sales teams don’t celebrate when they win a lead; they celebrate when they close accounts. The Flip My Funnel event and movement is all about changing the way marketers think about marketing their companies. Sangram Vajre pushed the audience to view ABM as the purple cow of B2B sales and marketing.

Sales Management 100

Sales Management Account Based Marketing Top of Funnel ABM 100

Lattice

DECEMBER 12, 2017

Bain & Company believe that with predictive, sales and marketing teams are able to determine the right customers to go after, segment them to create targeted messaging that resonates, and then prioritize outreach.

Analytics 100

Analytics Outreach Segmentation Paid Search Agency 100

Lattice

MAY 31, 2016

But while its fine for people to skew more in one direction, it’s a mistake for companies to lean too far either way, as they can negatively impact their pipeline growth. At this year’s SiriusDecisions Summit , the theme focused on helping companies find the right combination of art and science to see intelligent growth within their business.

Storytelling 100

Storytelling Case Studies Buyer's Journey Analytics 100

Lattice

FEBRUARY 24, 2016

Seventy percent found greater sales and marketing alignment. The thing is, companies have been focusing on accounts for years. Unfortunately it’s only been done by sales or, if marketing’s been a part of it, then it’s focused primarily on a handful of accounts (think “top 50” or “top 100” accounts).

Account Based Marketing 100

Account Based Marketing ABM Top of Funnel Verticals 100

Lattice

APRIL 22, 2016

Rather than talking about why companies should consider ABM, folks on the show floor and on stage were talking about how to implement ABM, what best practices are, and how you should consider measuring. Continuing with the theme of putting ABM into action, Demandbase also launched the ABM Alliance at the conference.

Account Based Marketing 100

Account Based Marketing ABM DemandBase Marketing Budget 100

Lattice

JUNE 14, 2016

Because organizing your team around a key set of target accounts helps aligns sales and marketing against the same metrics, increasing value for the company through improved team efficiency and increased revenues. We’ve been talking a lot lately about the importance of scaling your ABM programs to your top 500 or 5000 accounts.

Account Based Marketing 100

Account Based Marketing ABM Marketing Automation Analytics 100

Lattice

DECEMBER 18, 2015

Sales doesn’t believe that marketing is sending over quality leads, and marketing thinks sales is ignoring their leads. Good news, you just heard about this company called Lattice that offers predictive marketing solutions to help bridge the gap between marketing and sales! Clearly you need to fix the problem.

Top of Funnel 100

Top of Funnel Lead Scoring Lead Ranking Marketing Funnels 100

Lattice

APRIL 27, 2016

ABM processes help focus the marketing and sales efforts of any company, and push towards creating that kind of personalized engagement that will drive increased ROI for the business. The post Why Scaling Account-Based Marketing is So Important appeared first on Lattice Engines.

Account Based Marketing 100

Account Based Marketing ABM Forrester Marketing & Strategy 100

Lattice

NOVEMBER 24, 2015

The event was organized around providing marketing, sales and product professionals with guidance on optimizing and managing all technology. As a marketer, I am always interested in learning about new technologies and how other companies are leveraging them to drive results. We commonly refer to this as ‘shiny object syndrome.’

Enterprise Management 100

Enterprise Management B to B Work Management B2B Thought Leadership 100

Lattice

OCTOBER 12, 2015

Sangram is the CMO of Terminus , a software company in business to help marketers use ABM to grow revenue. Here’s how: Instead start by identifying the best-fit, right set of companies to market to. Remember, these will only work if sales and marketing are in lock-step with one another! And it should be.

Account Based Marketing 100

Account Based Marketing Top of Funnel ABM Lock-In 100

Lattice

JUNE 23, 2016

People want to understand what certifications are out there, and why companies need to have them. So we wanted to set the record straight on what exactly those security certifications cover when it comes to company data. And we all need to be aware that there are companies out there who are not secure, but who run on secure platforms.

Salesforce.com 113

Salesforce.com Vendors Guidelines Amazon 113

Lattice

MARCH 22, 2016

B2B companies have been doing Account-Based Marketing (ABM) for years. However, as the marketing technology stack has evolved, companies are now able to automate and scale ABM beyond their top 50 accounts to their top 500, top 5,000 and even millions of accounts. For example: Demandbase targets 3,000 accounts as part of their program.

Account Based Marketing 100

Account Based Marketing DemandBase SMB ABM 100

Lattice

MARCH 21, 2016

B2B companies have been doing Account-Based Marketing (ABM) for years. However, as the marketing technology stack has evolved, companies are now able to automate and scale ABM beyond their top 50 accounts to their top 500, top 5,000 and even millions of accounts. For example: Demandbase targets 3,000 accounts as part of their program.

Account Based Marketing 100

Account Based Marketing DemandBase Cross-Selling ABM 100

Lattice

MAY 4, 2016

Intent data provides an indicator of a company’s willingness to engage with you. Because intent data shows which companies are actively interested in a particular topic or solving a particular problem. The stronger the signal, the more likely they are to respond to your outreach. Why is that?

Intent Data 100

Intent Data Account Based Marketing Intent Lead Ranking 100

Lattice

NOVEMBER 13, 2015

Year over year growth is something that all companies are looking to achieve, whether you work for a large established enterprise or an eager upstart. But marketing and sales may not be aligned on the same path to get to that end. This allows you to auto-qualify lead for sales in real-time. Prioritize Sales Follow Up.

Acquisitions 100

Acquisitions Planning Lead Scoring Lead Ranking 100

Lattice

OCTOBER 5, 2016

My company Lattice built an AI-based marketing & sales solution from the ground-up. We first introduced an AI-based X-sell/Up-sell recommender for B2B sales & marketing in 2010. Along the way we have also deployed our solution over 200 times, usually at companies ranging from high-growth mid-market (e.g.,

Marketing AI 190

Marketing AI Marketing Automation Services B2B Sales Lead Ranking 190

Lattice

DECEMBER 28, 2015

Thanks to our customers, partners and team, we’ve been able to triple our customer win growth , expand our offering beyond North America with partnerships with Stein IAS and Leadteq , and announce several new products to help sales and marketing professionals master the data deluge and deliver measurable gains to their bottom lines.

Top of Funnel 60

Top of Funnel Account Based Marketing Cross-Selling Intent Data 60

Lattice

OCTOBER 27, 2015

We recently teamed up with Forbes Insights to take a deeper look at how fast growing and enterprise companies are leveraging predictive marketing. Predictive analytics also plays a key role in sales and revenue forecasts, as well as risk assessments. Overall, customer value metrics are used by 36%.

Enterprise Management 100

Enterprise Management Planning Paid Search Agency Forecasting 100

Lattice

MARCH 15, 2016

W hat does this mean for those of us in marketing and sales? For example, a B2B company trying to figure out the characteristics that make a prospect likely to convert into a customer would use supervised learning by showing hundreds of examples of previously converted prospects. It is worth understanding what new-AI has done well.

Marketing AI 100

Marketing AI Case Studies Paid Search Agency Marketing Prospects 100

Lattice

APRIL 11, 2016

We’ve seen hundreds of companies deploying a single model when in fact their business is too complex for just one model to truly be predictive. Too narrow means that the model can only be applied to one situation, and will not identify prospects that are actually a good fit for the company. Sales Teams Alignment.

Lead Ranking 100

Lead Ranking Marketing Qualified Leads SMB MQL 100