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| | DELICIOUS B2BMARKETING
MAY 24, 2009 Do Psychographics work in B2B Marketing & Sales?
► March ( 4 ) You’re Selling What to Whom? Trying to get a handle on Company Psychographics? Do Psychographics work in B2B Marketing & Sales? While B2C marketers do use demographics, they also use psychographics to really understand what interests their prospective buyers. Psychographics classifies prospective buyers by psychological attitudes such as aspirations, interests, attitudes, opinions, etc. From a marketing perspective, demographics define what buyers commonly need whereas psychographics define what specific groups of buyers want.
| | FIFTH GEAR ANALYTICS
MAY 22, 2012 Dialogue: A Perspective on Nurturing and Lead Management
Whether you are solution-searching or solution-selling, the nature of the dialogue is essential to the delivery of the right solution. These opportunities for “generating leads” for onboarding, up-sell and cross-sell can result from a smart dialogue strategy, not to mention the potential benefits of increasing customer satisfaction, loyalty and value. Charles Hartness.
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| | MODERN B2B MARKETING
MARCH 28, 2013 Improving Content Conversion with Dynamic Content
Products or services already purchased: Using information about past purchases can help you up-sell or cross-sell relevant products or services. Psychographics and preferences: This takes into consideration a prospect’s interests, attitudes, and opinions. by Dayna Rothman Today’s marketers know that quality content is essential to marketing success.
| | FEARLESS COMPETITOR
MAY 5, 2011 Ever-Changing Rules: New Era Challenges For CMOs
Delving into third party data attributes, demographic and psychographic data has allowed companies to drastically improve their view, treatments and interactions. Metrics need to be stated in terms of the customer, readily accessible at very frequent intervals, or in real time, e.g., “average revenue per customer and “revenue per customer segment. Most metrics can be anchored around three main goals: customer acquisition, customer development (cross sell/up sell), and customer loyalty (churn/retention). Take this free survey and find out.
| | MANHATTAN MARKETING MAVEN
FEBRUARY 19, 2012 Building Brand Relationships
am flattered that somebody out there is trying to keep up with me, keep track of me and keep selling me. If you can find the demographic, psychographic lifestyle or workflow patterns that define your most valuable or most frequent customers – you can find them easily and serve them better. Yet, they’ve never zero-ed in on what I buy, referred to my purchase history or offered me a logical cross-sell. I have more relationships that I can handle. I I am maxxed out. RFM Rules. If
| | ONPATH
MARCH 8, 2013 10 Ways to Find Gold in your Salesforce.com Database
Could you encourage people to buy X, Y and Z, thus boosting cross-selling and up-selling opportunities? Database Marketing By examining customer purchasing patterns and looking at the demographics and psychographics of customers, you can create new products to sell. It’s both amazing and unfortunate. Do you need some help mining your database for Gold?
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- Leveraging Actionable Customer Data for Revenue Growth
Customer analytics leverages customer behavior, trends, psychographic
and demographic data to design more effective customer experiences and customer marketing. With this information your organization can develop a targeted retention strategy, cross
programs, and leverage the desired communication channels in order to improve the lifetime value of customers. By Laura Patterson Peter Drucker is attributed to having said, “the purpose of business is to create a customer.” How might your organization benefit from customer analytics? MORE >>
FIFTH GEAR ANALYTICS Dialogue: A Perspective on Nurturing and Lead Management
| TUESDAY, MAY 22, 2012
Whether you are solution-searching or solution-selling
, the nature of the dialogue is essential to the delivery of the right solution. As a customer or prospect, you as a marketer may know a great deal about me, namely, my interests, demographics, psychographics
, transactions, affiliations, proclivities derived from social listening and analysis, my search patterns on the Web, my typical method of communication, my financial and credit profile, etc. Charles Hartness. To find a solution to a problem, most of us need to engage in a dialogue with a solution provider. MORE >>
MARKETING INTERACTIONS Marketing Mismatch on Data Needs
| SATURDAY, MARCH 14, 2009
- 11% Demographic - 9% NONE - 9% Competitive information - 6% Customer needs and preferences - 6% Web activity - 5% On the next page is a graph that shows: The Top 5 Uses of Customer Data: Understanding customer value/profitability - 47% Crafting marketing messaging - 47% Creating up/cross
offers - 46% Segmentation - 34% Pricing - 20% Now, maybe I need more caffeine this morning, but it seems to me that if you want to understand customer value/profitability and craft effective marketing messaging, then you need to know customer needs and preferences. MORE >>
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