| | | Annuitas Group | |  Customer | 53 articles |
| Page 1 of 1 | Previous | Next | ANNUITAS GROUP AUGUST 28, 2012 Why BANT No Longer Applies for B2B Lead Qualification In a recent study, only 29% of B2B buyers said they “always” supply accurate information on custom questions on a web form. Fifteen years ago I worked for a B2B marketing agency that had an outbound call center focused on lead generation. The goal for the majority of our programs was to have our telemarketers qualify names, gather some information and qualify these prospects by the famed BANT (Budget, Authority, Need, Timeframe) criteria. We were quite successful in developing these programs for our clients and the leads were graded based on the answer to the BANT questions. | ANNUITAS GROUP FEBRUARY 9, 2012 Interview with Ardath Albee, CEO of Marketing Interactions Identify market segments, buyer personas, customer profiles – whatever you want to call them – and learn as much as you can about your buyers. Talk to salespeople and customers as much as you can to validate your assumptions. We recently had the opportunity to catch-up with our good friend and B2B Marketing Strategist, Ardath Albee. Ardath is CEO of her firm, Marketing Interactions , Inc and has over 25 years of business management and marketing experience. You can follow Ardath on Twitter at @Ardath421. Albee: This subject is definitely getting a lot of play lately. Albee: 1. | | | | | |
| ANNUITAS GROUP MARCH 12, 2012 In Defense of the Funnel In order to manage any change, organizations must address the internal, operational process so that sales can effectively engage with customers. They find that without it, their customer acquisition and engagement strategies fail. The last 12-18 months have proved to be a rough time for the proverbial “sales funnel”. At the 2011, DemandCon conference, Forrester analyst Jeff Ernst declared in his keynote that “the funnel is dead.” Needless to say this was fuel for quite a bit of conversation in the days that followed. The point here is well taken. | ANNUITAS GROUP JANUARY 14, 2013  Marketers Need to Adjust Their Focus Author: Carlos Hidalgo @cahidalgo is CEO and Principal, ANNUITAS. New Year is upon us and provides the opportunity to look at the past year and see how far we have come in B2B demand generation. The market is maturing as marketing’s strategic role in the enterprise is growing as demand generation is top of mind for organizations. Fournasie Marketing Group. | ANNUITAS GROUP FEBRUARY 23, 2012 My Love/Hate Relationship with B2B Events I am not his target customer and will not be buying their auto-dialer solution any time in the next 15 years. Recently, as I walked through an airport, I found myself having to provide a detailed explanation to the shoe shine man as to why I was not going to be a customer of his. They should know the industry, trends, customer issues, etc. As a whole, events can be a big part of how you connect with your customers and prospects. I have a confession to make. I have a love/hate relationship with marketing events, a fair share of which I attend each year. | ANNUITAS GROUP APRIL 26, 2011 Five Myths of Lead Management By including all of the appropriate groups, you will obtain a much fuller perspective on your prospects and customers, significantly increase the likelihood of company wide buy-in to lead management, and develop a process that has long term sustainability. Lead management continues to be a hot topic in the world of B2B marketing as we turn the corner and head into the second half of 2010. As a leader in lead management process development, our firm has seen a lot of confusion in the market about what constitutes lead management. So what are these myths? Lead Planning. Lead Routing. | | | | | | | |
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ANNUITAS GROUP | MONDAY, JUNE 18, 2012 9 Things Marketers Need from Marketing Automation Vendors and Consultants – Part 1
Of course, all these new providers are vying for the same customers. The amount of content and messaging being generated by solution providers and consultants seems overwhelming (Note of full disclosure: The Annuitas Group is one of the consultants in this space vying for customers). The main attraction was five customers on stage who in their words were there to share “the good, the bad and the ugly of working with Salesforce.com”. Approximately 12 years ago, a new technology emerged and a new software category called “marketing automation” was born. This is staggering! MORE >> -
ANNUITAS GROUP | TUESDAY, JULY 17, 2012 The Sales Perspective – An Interview with Jill Rowley of Eloqua
In addition to metrics, another area where B2B marketers can improve is to better engage with the customer with content relevant to where they are in the funnel. I must also be that resource that helps connects them to relevant influencers whether that is analysts like Sirius Decisions, IDC, Forrester, Aberdeen and Gartner; consultants and other thought leaders like The Annuitas Group; an industry association like Marketing Sherpa, the MAI or B2B Online or even a customer who has been successful in utilizing our product. But I not only know the buyer, I also know our customers. MORE >> -
ANNUITAS GROUP | TUESDAY, NOVEMBER 6, 2012  Responding to the Buyers Purchase Path
We had a sales prospect, now a customer, that we had been working with and we had identified two main personas, the main influencer and the decision maker. Another way to illustrate this is to use the “Buying Cycle” as described by Robert Jolle, author of Customer Centered Selling. A few weeks ago I was leading a workshop on Lead Nurturing, which included the concept of buyer personas and defining the buying path for each individual persona. One attendee asked, “Why would you need separate buying journeys? It is a great question! Moral of the story? Acknowledgement. Decision. MORE >> -
ANNUITAS GROUP | TUESDAY, MARCH 19, 2013 You Don’t Know the Buyer, JACK!
If this is ringing true in your company, perhaps it’s time to take a step back and reassess how well you know your prospects and customers. A customized buying process, per persona, gives you the insight you need to speak directly the buyer at their level. This is a basic white-boarding exercise where each persona is defined, and each persona’s custom buying process (both their steps and where they go) is mapped. Use prospects, customers, internal groups that were not part of steps 1 and 2, and even former customers. You don’t know the buyer JACK”! MORE >> -
ANNUITAS GROUP | THURSDAY, JUNE 28, 2012 9 Things Marketers Need from Marketing Automation Vendors and Consultants – Part 2
If we want to help our customers grow and mature we need to be upfront and honest. As a result, they’re seeing great success and have an extremely loyal customer base. It’s better for the customer and they will thank you for it. Enabling users to achieve that education elevates the industry, improves the level of service and allows our customers to get more from their technology. We all – vendors and consultants alike – should be doing everything we can to educate, enable and equip our customers. Hence, the list. More education beyond the technology. Drywall. MORE >>
- We Know You… Or Do We? ANNUITAS GROUP | TUESDAY, OCTOBER 2, 2012
- Five New Year’s Resolutions for the B2B Marketer ANNUITAS GROUP | TUESDAY, DECEMBER 21, 2010
- Alignment – It’s More Than Marketing and Sales ANNUITAS GROUP | THURSDAY, JUNE 2, 2011
- Content Marketing Mania – Q&A with Joe Pulizzi ANNUITAS GROUP | TUESDAY, MARCH 26, 2013
- What B2B Marketers Can Learn From a 14-Year Old Baseball Player ANNUITAS GROUP | THURSDAY, JANUARY 19, 2012
- Account Based Marketing – An Interview with Jennifer Pockell-Wilson of Demandbase ANNUITAS GROUP | TUESDAY, SEPTEMBER 18, 2012
- Who is Marketing’s Customer? ANNUITAS GROUP | TUESDAY, AUGUST 14, 2012
- What’s Your ROI? ANNUITAS GROUP | TUESDAY, MARCH 22, 2011
- Four Strategies for Transforming your Demand Process ANNUITAS GROUP | TUESDAY, FEBRUARY 12, 2013
- Don’t Blame Me! ANNUITAS GROUP | WEDNESDAY, MARCH 21, 2012
- Upon Further Diagnosis… ANNUITAS GROUP | THURSDAY, APRIL 12, 2012
- An Interview with Jon Miller, Co-Founder of Marketo ANNUITAS GROUP | TUESDAY, MAY 24, 2011
- Are You Known for Your Hustle? ANNUITAS GROUP | WEDNESDAY, AUGUST 1, 2012
- Five New Year’s Resolutions for the CMO ANNUITAS GROUP | THURSDAY, DECEMBER 22, 2011
- 2012 Resolutions for the B2B Marketer ANNUITAS GROUP | WEDNESDAY, JANUARY 4, 2012
- We Know You… Or Do We? ANNUITAS GROUP | TUESDAY, OCTOBER 2, 2012
- Ten Ways the C-Level can Positively Impact Marketing and Sales (Part Two of Two) ANNUITAS GROUP | TUESDAY, NOVEMBER 15, 2011
- The Benefits of Data Management ANNUITAS GROUP | TUESDAY, FEBRUARY 1, 2011
- An Interview of Steve Gershik of 28Marketing ANNUITAS GROUP | MONDAY, JANUARY 10, 2011
- Removing The Barriers ANNUITAS GROUP | WEDNESDAY, OCTOBER 12, 2011
- Marketing Down Under – Q &A with Jodie Sangster, CEO, Association of Data-Driven Marketing and Advertising ANNUITAS GROUP | MONDAY, APRIL 8, 2013
- Why BANT No Longer Applies for B2B Lead Qualification ANNUITAS GROUP | TUESDAY, AUGUST 28, 2012
- The Characteristics of Revenue Generating Companies ANNUITAS GROUP | WEDNESDAY, JUNE 15, 2011
- Defining Moments ANNUITAS GROUP | THURSDAY, MARCH 10, 2011
- Missing the Mark ANNUITAS GROUP | THURSDAY, JULY 28, 2011
- Exciting Time for Marketing Professionals ANNUITAS GROUP | MONDAY, JULY 18, 2011
- Don’t Limit Your Nurturing ANNUITAS GROUP | MONDAY, FEBRUARY 28, 2011
- A B2B Perspective of Dreamforce ANNUITAS GROUP | FRIDAY, SEPTEMBER 9, 2011
- Why We Are Vendor Neutral ANNUITAS GROUP | MONDAY, DECEMBER 6, 2010
- What Do You Need for Successful Nurturing? ANNUITAS GROUP | WEDNESDAY, OCTOBER 6, 2010
- The State of Marketing Down Under – Q&A with Jodie Sangster, CEO, ADMA ANNUITAS GROUP | TUESDAY, APRIL 9, 2013
- Click Z – Taking the First Steps Towards B2B Marketing Automation ANNUITAS GROUP | MONDAY, NOVEMBER 7, 2011
- 9 Things Marketers Need from Marketing Automation Vendors and Consultants – Part 1 ANNUITAS GROUP | MONDAY, JUNE 18, 2012
- 9 Things Marketers Need from Marketing Automation Vendors and Consultants – Part 2 ANNUITAS GROUP | THURSDAY, JUNE 28, 2012
- The Sales Perspective – An Interview with Jill Rowley of Eloqua ANNUITAS GROUP | TUESDAY, JULY 17, 2012
- Are You Known for Your Hustle? ANNUITAS GROUP | WEDNESDAY, AUGUST 1, 2012
- Who is Marketing’s Customer? ANNUITAS GROUP | TUESDAY, AUGUST 14, 2012
- Account Based Marketing – An Interview with Jennifer Pockell-Wilson of Demandbase ANNUITAS GROUP | TUESDAY, SEPTEMBER 18, 2012
- Apples and Oranges ANNUITAS GROUP | THURSDAY, AUGUST 19, 2010
- 5 Reasons Why Marketing and Sales Technology Just Won’t Work ANNUITAS GROUP | TUESDAY, SEPTEMBER 7, 2010
- An Interview with Andrew Gaffney – Editor-in-Chief of Demand Gen Report ANNUITAS GROUP | SUNDAY, OCTOBER 17, 2010
- Three Things You Can Learn from the Process of Planning and Nurturing ANNUITAS GROUP | THURSDAY, OCTOBER 28, 2010
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