ANNUITAS

AUGUST 19, 2020

What’s overlooked when a company focuses too much on the micro experience is the orchestration of all the touchpoints that come before and after any interaction. These touchpoints add up and create a relationship with the company, which then turns into a sale. How can interactions between all parties be connected and orchestrated?

Touchpoints 147

Touchpoints Multi-Channel Buyer's Journey Trigger Marketing 147

ANNUITAS

SEPTEMBER 3, 2020

COVID-19 is changing how B2B buyers and sellers interact. In the current environment, where go-to-market is largely virtual, authenticity and relationship-building matter more than ever , and poor digital Customer Experience is difficult to overcome. First – to level set this conversation – what is a sales cadence?

Ideal Customer Profiles 147

Ideal Customer Profiles Marketing Automation Services Trigger Marketing Demand 147

ANNUITAS

FEBRUARY 28, 2022

Learn from previous content interactions and drive a two-way dialogue with the buyer. Provide content that’s relevant to continue the conversation. Be relationship-oriented. Implement a Conversation Track Architecture. Then, deliver content that helps them solve their unique problems. Orchestrate engagement.

Account Based Marketing 147

Account Based Marketing ABM Ideal Customer Profiles Ad Building 147

ANNUITAS

FEBRUARY 16, 2023

Too often, their focus is only on the pre-sales arc – Engage, Nurture, Convert – and driving net-new customer relationships. A CGO’s metrics go beyond marketing campaign activities, carrying sales pipeline value and intermediary conversion rates. An effective CGO needs to consider and strategize around the entirety of go-to-market.

Lead Ranking 130

Lead Ranking Top of Funnel Peer-to-peer Paid Search Agency 130

ANNUITAS

AUGUST 27, 2020

This way, the buyer provides you more information as the conversation and relationship progresses. A Progressive Profiling Model guides both the information you collect and when you’re choosing to collect it – it’s a conversation. However, the typical use of forms may soon be outdated.

Ideal Customer Profiles 147

Ideal Customer Profiles Lead Ranking Sales Qualified Leads Budget Programs 147

ANNUITAS

APRIL 19, 2022

Conversion channels should serve high friction, high intent, bottom-of-funnel content like demos, pricing, and FAQs. Retargeting is usually a good example of a conversion channel. Elasticity: The percentage of leads that achieve a certain stage after interacting with a specific engagement channel or content offer.

Top of Funnel 130

Top of Funnel Advertising Channels Peer-to-peer Elasticity 130

ANNUITAS

MARCH 17, 2023

Optimizing attribution: The ability to identify where marketing has had an impact on conversions and sales lift can help you better track your efforts and make improvements to your approach in the future. In a competitive marketplace, increasing customer retention and repeat engagement can grow revenue by up to 40 percent.

Planning 130

Planning Allocation Paid Search Agency Ideal Customer Profiles 130

ANNUITAS

MARCH 4, 2020

It has brought focus to both customer experience and revenue outcomes – and the relationship between the two – and resulted in growing attention to the science of optimizing conversion. The ‘growth’ motion must be a complete orchestration of every sales and marketing interaction. Transforming Growth Marketing.

Growth Marketing 247

Growth Marketing Top of Funnel Demand Enterprise Management 247

ANNUITAS

JULY 21, 2022

The interphase is the multi-channel Nurturing that it takes to move from Engagement to Conversion – moving at the customer’s pace. This movement leads to eventual Growth of the customer relationship, adding additional products/services over time. Engagement, Nurturing, Conversion, Success, Development and Growth teams. #3

Ideal Customer Profiles 130

Ideal Customer Profiles B2B Sales Work Management Marketing Management 130

ANNUITAS

SEPTEMBER 13, 2016

While at the event I began thinking about how in this digital age, there is still a place for these events where we truly get to interact, build relationships and just be human. Only events can do that and that is why they will always be part of any successful Demand Generation Strategy. Thanks for putting on another great one CMI.

Demand Generation 100

Demand Generation Demand Webinar Metrics Generation 100

ANNUITAS

DECEMBER 22, 2011

He was telling me about his organization, the relationship between sales and marketing, and what he knew needed to change to make his company more effective. Unfortunately, this sentiment isn’t limited to this isolated lunch conversation, but one that highlights the lack of effectiveness in many CMO offices today. Be Socially Engaged.

CMO 100

CMO Peer-to-peer Vendors Gartner 100

ANNUITAS

FEBRUARY 9, 2012

Ardath is CEO of her firm, Marketing Interactions , Inc and has over 25 years of business management and marketing experience. If salespeople step into the relationship telling a different story than marketing has been telling, then momentum stalls and hesitation occurs. How important is one to the other? You really need both.

Interactive Marketing 100

Interactive Marketing Work Management Marketing Management Emarketing 100

ANNUITAS

JANUARY 31, 2024

When done correctly, go-to-market programs enable brand momentum and deliver long-term growth — maximizing customer lifetime value. “It’s not a purchase you’re after — it’s a lasting customer relationship,” explains Forrester analyst Craig Moore. They are the substrate of conversion.

Cost 130

Cost Marketing Analytics Tools Top of Funnel Lead Ranking 130

ANNUITAS

JUNE 2, 2011

During this part of the conversation, David stated, “In order to achieve buyer centricity, you must have the entire organization aligned.” And often, this just means inviting them to the conversation, and asking for their input. The results will be longer lasting customer relationships. strategies. A true statement indeed.

Enterprise Management 100

Enterprise Management Work Management Marketing Management Paid Search Agency 100

ANNUITAS

AUGUST 28, 2012

However, this should come later in the sales cycle, once sales has defined some kind of relationship. Start smart and begin focusing on the buying signals and behavior to get a more qualified lead and ultimately more conversions for sales. Not long ago DemandGen Report ran a research report focused on the B2B buyer. BANT is dead.

Lead Qualification 100

Lead Qualification Sales Qualified Leads Lead Ranking Leads 100

ANNUITAS

AUGUST 28, 2012

However, this should come later in the sales cycle, once sales has defined some kind of relationship. Start smart and begin focusing on the buying signals and behavior to get a more qualified lead and ultimately more conversions for sales. Not long ago DemandGen Report ran a research report focused on the B2B buyer. BANT is dead.

Lead Qualification 100

Lead Qualification Sales Qualified Leads Lead Ranking Leads 100

ANNUITAS

OCTOBER 6, 2010

It seems that most of my recent conversations with prospects, customers and others in the B2B marketing industry are centered on lead nurturing. Yet time and time again, these conversations arrive at the same end point: marketers get stuck when it comes to the actual implementing of a proper lead nurturing process.

Lead Ranking 100

Lead Ranking De-duping Work Management Lead Qualification 100

ANNUITAS

MAY 10, 2023

. – and of intermediary customer interactions – e.g., channel engagements, content views, form fills, event attendance, etc. Meaning, based on his/her last interaction, identifying and serving up the next best Content Offer, site personalization, event invite or sales/success team member call. not fully integrated and orchestrated.

Marketing Analytics Tools 130

Marketing Analytics Tools Enterprise Management Lead Ranking Marketing Automation Services 130

ANNUITAS

MARCH 26, 2020

According to SiriusDecisions , the typical lead-to-revenue conversion rate ranges from 0.375%-0.6%, depending on the type of market. And for many B2B companies, they are struggling to do so without live interactions, especially events. Tracking, nurturing, and continuity of the conversation is key.

Demand Generation Agencies 162

Demand Generation Agencies Demand Generation Demand Generation 162

ANNUITAS

NOVEMBER 11, 2020

Most notably, you don’t see the level of traffic and conversions that you expect from your strongest engagement channel: your website. Conversion rates always suffer when sites get slower, online ads cost more when the mobile experience isn’t prioritized, and press releases can’t bring in traffic if old links lead to dead ends.

SEO 147

SEO CMS Development Paid Search Agency Lead Scoring 147

ANNUITAS

JUNE 23, 2015

See what author, speaker and CEO of Marketing Interactions , Ardath Albee had to say about her newest book, Digital Relevance and why marketers need to constantly stay on their toes to remain relevant. And, in B2B, you need to gain clarity about who else is involved with the decision, as well as how they interact with each other.

Relevance 100

Relevance Demand Generation Agencies Enterprise Management Paid Search Agency 100

ANNUITAS

APRIL 13, 2023

A Converged Growth organization is intended to optimize the design of go-to-market organizations through the lens of driving end-to-end stewardship of the customer journey – i.e., putting the customer at the center of the model and operationalizing marketing, sales and customer success interactions around this journey.

Lead Ranking 130

Lead Ranking Top of Funnel Enterprise Management Work Management 130