Webbiquity

FEBRUARY 15, 2022

It drags down demand and lead generation and sales-ready opportunities. Using a relay race metaphor, this post: Provides a definition of, and the purpose of, demand and lead generation. Demand gen encompasses the sales, marketing and customer service actions that find, attract, convert, keep, and grow the value of customers.

Demand Generation Agencies 299

Demand Generation Agencies Demand Generation Marketing Analytics Tools Demand 299

Oktopost

DECEMBER 13, 2020

A VP Sales is a true sales leader who knows how to ignite a fire to invigorate sales managers to drive results. It’s no secret that VP Sales is responsible for: Leading their sales team to meet and exceed sales goals. Creating and executing sales strategies.

Social Media 87

Social Media Ideal Customer Profiles Top of Funnel High Quality Lead 87

Zoominfo

OCTOBER 5, 2021

The disconnect between marketing and sales is an age-old story. Research shows that 90 percent of sales and marketing professionals believe their strategy, processes, content, and culture are not aligned. This has major consequences for both the marketing team and their sales counterparts. “If Let’s dive in.

Lead Ranking 130

Lead Ranking Marketing Qualified Leads Paid Content Top of Funnel 130

Binary Demand

FEBRUARY 23, 2024

[ps2id id=’Introduction’ target=”/]Based on a recent HubSpot report, 35% of surveyed marketers prioritized B2B demand generation activities in 2022, indicating a noticeable shift from tactical demand generation to a more strategic approach in the current and future of B2B demand generation marketing.

Demand Generation Agencies 116

Demand Generation Agencies Demand Generation Demand Account Based Marketing 116

NetLine

NOVEMBER 9, 2023

In a previous post, we covered how to get the sales handoff right and why first-party and validated buyer data is essential in this process. It’s important to realize that although intent data has played a major role in discovering and nurturing leads before being handed over to sales, its job isn’t finished at that handover.

Intent Data 52

Intent Data Intent Top of Funnel Outreach 52

Salesforce Marketing Cloud

JANUARY 26, 2024

Next up is the crucial moment: passing the baton to the sales team, set to dash to the finish line, er, close. This is the thrust of converting marketing qualified leads to sales qualified leads (MQL vs. SQL). Fortunately, knowing the right strategies and a few expert tips will help ensure sales success.

Lead Ranking 59

Lead Ranking Marketing Qualified Leads MQL Sales Management 59

The ROI Guy

MAY 18, 2017

According to Gartner, the average enterprise technology buying team now includes more than 13 people ! This means connecting, engaging and convincing different stakeholders during the earlier exploration phases, and then doing it all over again for others more heavily involved in the evaluation and selection process.

Gartner 65

Gartner Enterprise Management Disintermediation Business 65

Martech

DECEMBER 19, 2022

In B2B sales and marketing, intent has become an essential ingredient as salt and pepper are in cooking. With our increasing reliance on intent data and its broadening definition, now is a good time to assess the state of intent and plan on what might be ahead. What can GTM leaders do now to get more value from intent signals?

Intent Data 117

Intent Data Intent Marketing Analytics Tools Intent Signal 117

Martech

SEPTEMBER 16, 2022

It’s often used as a top-of-the-funnel tactic to attract prospects and turn them into leads or customers. The consumer buying cycle is an increasingly self-serve process scattered across multiple touchpoints. a sale, new customer, conversion, etc.). Content manager : Oversees content creation and distribution.

Digital Asset Management 130

Digital Asset Management Paid Content Work Management Marketing Management 130

Zoominfo

MAY 11, 2020

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: New customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan. What is a Sales Territory Plan?

Planning 100

Planning Ideal Customer Profiles SWOT Verticals 100

Marketing Interactions

AUGUST 15, 2021

The sales folks who answered the post leaned toward the feeling that their time was valuable, and they weren’t inclined to waste it on those not ready to buy. And, before you start yelling that you “have” to send everyone to sales, I’ve heard this antiquated notion shared by marketers in a variety of companies. Lack of Agreement.

Marketing Qualified Leads 62

Marketing Qualified Leads Lead Ranking Sales Qualified Leads High Quality Lead 62

Content4Demand

JANUARY 7, 2021

Marketers are looking for ways to optimize their strategies and content so their company can always stay top-of-mind as buyers move through the funnel and make purchasing decisions. One tactic receiving attention in this quest is intent data. Image courtesy of Gartner. Why Intent Data Is Important.

Intent Data 86

Intent Data Top of Funnel Intent Webinar Metrics 86

Hinge Marketing

JUNE 12, 2019

So, what does this “Woodenism” (famous insightful quotes from the “Wizard of Westwood”) have to do with sales enablement? It is that consistency that Wooden became famous for and it is why you should be interested in sales enablement. What is B2B Sales Enablement? More Than Just “Sales” Enablement. Predictable.

Top of Funnel 91

Top of Funnel Planning Enterprise Management Webinar Metrics 91

Martech

MAY 19, 2022

” This is a common question being debated and discussed across the C-suite today (note: not just in sales and marketing meetings). So why is GTM confounding sales, marketing and product leaders and rising to the top of the CXO agenda? To gain perspective on GTM strategy development, here are a few different definitions.

Marketing Analytics Tools 114

Marketing Analytics Tools Ideal Customer Profiles Work Management Marketing Management 114

Engagio

SEPTEMBER 13, 2023

Demandbase was recently named a 2023 Gartner ® Peer Insights Customers’ Choice for Account-Based Marketing Platforms and I couldn’t be prouder. Offered Managed Services to fill customers’ resource gaps — includes ROI reporting, platform management, strategy, and workshop sessions. and/or its affiliates in the U.S.

Peer-to-peer 83

Peer-to-peer Marketing Management DemandBase Gartner 83

Binary Demand

FEBRUARY 23, 2024

[ps2id id=’Introduction’ target=”/]Based on a recent HubSpot report, 35% of surveyed marketers prioritized B2B demand generation activities in 2022, indicating a noticeable shift from tactical demand generation to a more strategic approach in the current and future of B2B demand generation marketing.

Demand Generation Agencies 52

Demand Generation Agencies Demand Generation Demand Account Based Marketing 52

ClickDimensions

JULY 26, 2023

Previously, we discussed why the traditional approach to sales and marketing is becoming increasingly ineffective , and some of the challenges that SMBs face when trying to modernize their sales and marketing efforts. Page Contents Toggle What is a Unified Sales and Marketing Approach?

SMB 52

SMB Gartner Forrester Buyer's Journey 52

Metadata

JUNE 18, 2019

Alongside cloud computing, artificial intelligence (AI) has been one of the two major innovations and change agents in B2B sales. Gartner Research produced a study that said 85% of customer activity will have no need of human interaction. The information comes from an AI-driven collection methodology, so it’s definitely precise.

Marketing AI 76

Marketing AI B2B Sales Top of Funnel B2B 76

Rev

APRIL 5, 2023

This segmentation enables account managers to spend the most time with customers that are high-fit for expansion opportunities. You want to aim your outbound teams at these prospects to maximize leads they can convert into sales. Think something like one business development rep, two AEs and light marketing support.

Ideal Customer Profiles 78

Ideal Customer Profiles Marketing Analytics Tools Planning Marketing Management 78

ClickDimensions

JULY 26, 2023

Previously, we discussed why the traditional approach to sales and marketing is becoming increasingly ineffective , and some of the challenges that SMBs face when trying to modernize their sales and marketing efforts. Page Contents What is Simple Account-Based Sales and Marketing?

SMB 52

SMB Gartner Forrester Buyer's Journey 52

Heinz Marketing

MARCH 7, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Matt: Welcome, everybody, to another episode of Sales Pipeline Radio.

Urgency Marketing 104

Urgency Marketing Work Management Ideal Customer Profiles Demand Generation Agencies 104

Mereo

OCTOBER 1, 2020

The Beginnings of Sales Enablement Programs. Travel back to 1999, perhaps in a cubicle-lined office or around a rectangular conference table, John Aiello and Drew Larsen strategized a new approach to sales operations and management. Ineffective and nonexistent sales processes. The Future of Sales Enablement .

Work Management 71

Work Management Marketing Management Buyer's Journey Ad Exchange 71

Webbiquity

MAY 4, 2021

It was often effective, but also an inefficient, time-consuming, exhausting manual process. I should mention James is also the host of the All Things Video Podcast, which is a definite must-listen. Don’t buy through “review sites” and give your money to Gartner. Tom: It is. James: That’s right.

Work Management 289

Work Management Marketing Management Paid Search Agency Peer-to-peer 289

ANNUITAS

OCTOBER 7, 2020

Somehow this particular tactic never took off, aside from some retail and hospitality use cases that you see today. In some instances, these tools are just too niche (QR codes) or outdated (banner ads), but a few stand out as worthy of a second chance, just perhaps not as a stand-alone tactic. Banner Ads.

Account Based Marketing 147

Account Based Marketing ABM Banner Ads Demand Generation 147

Marketing Interactions

AUGUST 24, 2021

I agree with Gartner that this is a huge opportunity for marketers to help buyers by creating content that assists them with job completion. Yet a review by Gartner of over 500 supplier content assets found that only 20% could be categorized as buyer enablement content. Aim Earlier with Your B2B Content Marketing Strategy. We need to.

B2B Thought Leadership 62

B2B Thought Leadership Thought Leadership B2B Gartner 62

Heinz Marketing

JULY 12, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We are getting close to 300 episodes of Sales Pipeline Radio.

B2B Sales 106

B2B Sales Gartner Paid Search Agency Amazon 106

Marketing Interactions

NOVEMBER 29, 2021

This is a question that comes up repeatedly for B2B marketers and one we can’t seem to answer definitively. Even though we know better, we seem unable to give B2B buyers what they want > unfettered access to information that helps them consider and manage change in the solving of their critical problems. Based on context.

B2B 62

B2B Work Management Marketing Management B2B Thought Leadership 62

Onalytica B2B

JANUARY 8, 2019

I have worked in B2B marketing, sales and alliance management for 25 years. My very first professional job was an inside sales rep for a PC-based software company that sold developer tools in the early 90’s. I clearly remember how as a sales rep, I controlled the information my prospects and customers received.

Marketing Budget 108

Marketing Budget Budget Programs Demand Generation Agencies Work Management 108

ClickDimensions

SEPTEMBER 30, 2021

In its simplest definition, it is the move from a seller-centric to a buyer-centric approach to marketing. Let’s illustrate this concept by looking at a process that has been traditionally thought of as unpleasant and frustrating for customers but can now be stress-free and even enjoyable – buying a new car. What is marketing maturity?

Planning 98

Planning Gartner Digital Transformation B2B Sales 98

Pam Didner

JULY 5, 2020

Why is it important for sales and marketing? According to the Clear and Complete Guide to Account-Based Marketing from Engagio , ABM is: “Strategic personalized marketing outreach and engagement with prospects at target accounts using close collaboration between sales and marketing.” What is account-based marketing?

Account Based Marketing 86

Account Based Marketing Sales Management Paid Content ABM 86

Customer Experience Matrix

MARCH 12, 2017

Thomas Wieberneit argues in a thoughtful blog post that companies need one platform for consolidated customer data, but that Customer Data Platform isn’t it because the CDP is “marketer-controlled” by definition, and thus doesn’t support other departments. So what’s holding me back from changing the definition? This hits a nerve.

Enterprise Management 184

Enterprise Management Work Management Ideal Customer Profiles Marketing Management 184

The ROI Guy

MARCH 1, 2016

Gartner recently published their latest worldwide IT spending forecasts, and with a likely economic slowdown on the horizon, are projecting an anemic 0.6% And Gartner is predicting that by 2020, as much as 90% of IT spending could be driven by the business. YoY increase from 2015. So how do you end up in the Winner’s Circle? -

Gartner 40

Gartner Spending Effectiveness Marketing Proposals 40

Avitage

AUGUST 8, 2017

The genesis for this is an article by Jake Sorofman at Gartner, “The Content Supply Chain is the Rate Limiter to Digital Marketing Maturity.” Managing this madness becomes an exercise in combinatorial complexity that requires a more rigorous approach to your content strategy.” What is a Content Supply Chain?

Content 120

Content Gartner Acquisitions Custom Publishing 120

Marketing Interactions

OCTOBER 15, 2021

While the events I’ve attended and material I’ve read tend to apply the focus on sales as the central pivot for RevOps, I find that approach distracting for sales and a discredit to B2B marketers. Buyer-to-seller engagement hangs at 16% and will drop 2 – 3% further in the next few years (Gartner). Edelman/LinkedIn ).

B2B Marketing 131

B2B Marketing Lead Ranking B2B Paid Search Agency 131

SalesIntel

NOVEMBER 4, 2022

Last year, Gartner shared a startling statistic. For the first time, businesses could have in-depth details found, logged, and analyzed about their prospects, customers, and own work processes. Does your company have different definitions for a “prospect” vs. a “lead”? Let’s look at a sales rep’s experience.

Cost 52

Cost B2B Advertising Agencies B2B Sales 52

Hinge Marketing

MAY 23, 2019

For many, the ultimate goal is to help increase/improve opportunity engagement throughout their funnels or pipelines. Traditional and digital marketing and sales tactics aren’t working as well as they once did. Why wouldn’t you prioritize account-based marketing tactics over other less effective, traditional and digital means?

Account Based Marketing 114

Account Based Marketing ABM Marketing & Strategy Webinar Metrics 114

Vision Edge Marketing

NOVEMBER 1, 2018

“Customer experience (CX) is the new Marketing battlefront,” declared Gartner in their Customer Experience study. We like to use this definition for CX: “The sum of all experiences a customer has with a supplier of goods and/or services, over the duration of their relationship with that supplier.

Touchpoints 171

Touchpoints Customer Satisfaction Work Management Advertising Benchmark 171