ANNUITAS

FEBRUARY 28, 2022

Companies are not seeing the success they anticipated because they’ve failed to recognize that ABM should be about building a customer-centric experience that reaches the right buyer, at the right time, with the right information. This step should inform all design, content, and technology required to support your demand process.

Account Based Marketing 147

Account Based Marketing ABM Ideal Customer Profiles Ad Building 147

ANNUITAS

MAY 24, 2016

Before you can establish correlations — i.e., before you can predict anything — you must build a base of ‘structured’ demand generation data, and ensure this data is tied to contact-level transactional data in a closed loop. A starting place for structuring your demand generation data is building a progressive profiling model.

Demand Generation 100

Demand Generation Demand Analytics Lead Ranking 100

ANNUITAS

JUNE 8, 2017

When you are in the planning phase for your nurture program, you should hopefully already have answers to questions such as: Where is the data being stored – is it on the lead or contact object itself, or are you leveraging marketing automation platform statuses or Salesforce campaign objects (or a combination of these)? Is your data clean?

Ad Building 153

Ad Building Buyer Personas Marketing Automation Services Top of Funnel 153

ANNUITAS

MARCH 19, 2020

Below is a list of Closed Won Elasticity averages across our diverse range of B2B clients (spanning healthcare, financial services, media and information, life sciences, and high growth tech companies) ordered from most effective to least effective: Average Engagement Channel Closed Won Elasticity — B2B Demand.

Top of Funnel 232

Top of Funnel Planning Demand Elasticity 232

ANNUITAS

SEPTEMBER 24, 2020

We offer more information about how to do that in the blog post, “ 8 Deeper Questions to Ask to Understand Your Buyer. ”. Taking demand marketing into consideration, you’d use this information to help guide the build of target personas/patients and the conversations they want to be having with healthcare providers. .

Demand 113

Demand Top of Funnel Planning Digital Marketing Funnels 113

ANNUITAS

DECEMBER 4, 2020

It makes sense; the medium cuts down the time and steps needed for a successful information exchange between provider and prospect. You can easily learn about common link placement or putting a picture on your profile, and you can readily find answers to commonly asked questions.

Demand 130

Demand Enterprise Management Marketing & Strategy Marketing Strategy 130

ANNUITAS

MARCH 1, 2016

This means evolving your KPIs beyond clicks, page traffic and cost per contact. Connect account-level outcomes to contact-level activity : CRM platforms such as Salesforce.com are largely organized around account and opportunity objects. This is the starting point in truly closing the loop. pick lists and hidden fields).

Demand Generation 100

Demand Generation Demand Elasticity Analytics 100

ANNUITAS

SEPTEMBER 3, 2020

In extreme cases, the result is a hodgepodge of information within CRM systems that is largely unusable in go-to-market activities altogether. I.e., what are the questions and concerns buyers have at each stage of their customer journey, and what is the nature of the Buyer Dialogue at each stage that addresses these information requests.

Ideal Customer Profiles 147

Ideal Customer Profiles Marketing Automation Services Trigger Marketing Demand 147

ANNUITAS

NOVEMBER 17, 2015

This is the second post on marketing best practices, some of which you may not think impact your overall marketing effectiveness, like deleting old contacts , but they do in a big way. Standardization is one of those areas that can make or break any marketing program and impact an organization long-term if not done correctly.

Cross-Selling 100

Cross-Selling Eloqua Marketing Automation Services Eye-Tracking 100

ANNUITAS

MARCH 19, 2013

This question is addressing the idea of personas, or profiles. It includes information such as their background, daily activities, current pain points, and what’s important to them. It’s all well and good to understand the buyer persona, but having profile information only paints part of the picture. What is a persona?

Buyer Personas 100

Buyer Personas Buying Cycle Forrester Buyer's Journey 100

ANNUITAS

JULY 10, 2014

41% of B2B buyers wait longer to initiate contact with vendors. This is where BANT is used most often, because you have that one time (insert email campaign to promote a white paper here) to capture that prospect, get their information, and call them in the hopes to qualify them to pass to sales. It doesn’t.

Lead Qualification 100

Lead Qualification Sales Management Sales Qualified Leads Leads 100

ANNUITAS

FEBRUARY 1, 2011

They had allowed any sales person to access or modify any opportunity, contact, list or lead regardless of whose territory in which it resided. By taking a look at the demographics and other characteristics of your customer base, you’ll be able to develop a profile (or persona) of your target organization and audience.

Marketing Management 100

Marketing Management Data Hygiene Ideal Customer Profiles Marketing Automation Services 100

ANNUITAS

OCTOBER 26, 2018

Are you collecting lead source information across all dimensions you’d like to report on? ideally this information should be contained in separate fields). Are members of your sales team trained on how to correctly associate contacts with opportunities, thus ensuring lead-to-revenue tracking? Is your data clean?

Demand Generation 199

Demand Generation Demand Generation Lead Ranking 199