ANNUITAS

JANUARY 31, 2023

The tremendous moment to jump in and help so many companies fix their underperforming marketing and sales motions. In my career, I have been lucky enough to work with customer success, product, and executive teams that valued the type of approach ANNUITAS helps clients take.

Enterprise Management 130

Enterprise Management Paid Search Agency Marketing Analytics Tools Work Management 130

ANNUITAS

AUGUST 19, 2022

Consider the enormous investment marketing teams have made in technology, data, and skills development. This work helps with both customer acquisition and long-term retention.” Blending the expertise of marketing, sales, product development and finance, the Chief Growth Officer helps businesses achieve their strategic objectives.

Lead Ranking 130

Lead Ranking Paid Search Agency SIC Research 130

ANNUITAS

APRIL 10, 2023

In our Behind the Buzzwords content series, ANNUITAS breaks down the complex jargon you see trending in go-to-market thought-leadership and helps you cut through the noise to contextualize it for your organization. Ultimately, developing a customer journey is only helpful if you do it right. What does it mean?

Ideal Customer Profiles 130

Ideal Customer Profiles Top of Funnel B2B Thought Leadership Lead Ranking 130

ANNUITAS

FEBRUARY 16, 2023

This includes the post-sales arc – Succeed, Develop, Grow. Short term ‘dotted lines’ can help create roles and responsibilities aligned with the office of the CGO among existing titles and departments. Too often, their focus is only on the pre-sales arc – Engage, Nurture, Convert – and driving net-new customer relationships.

Lead Ranking 130

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

ANNUITAS

NOVEMBER 16, 2020

With experience in both agency settings (Epsilon, Targetbase) as well as client-side (Hewlett-Packard), Jennifer has developed a deep proficiency for demand marketing and the strategy that goes into developing and building complete demand marketing programs for a variety of clients. . See Lauren’s posts.

Demand Generation Agencies 130

Demand Generation Agencies Paid Search Agency B2B Thought Leadership Advertising Agencies 130

ANNUITAS

FEBRUARY 3, 2020

For early stage prospects, companies have trained Lead Development Representatives and Inside Sales specialists to follow a script and make as many calls as possible in a day – and they’ve completely missed the mark. More importantly, how can we frame a conversation that convinces our buyer that we understand who they are and how we can help?

Peer-to-peer 173

Peer-to-peer Work Management Marketing Management Sales Qualified Leads 173

ANNUITAS

DECEMBER 14, 2022

She needed something, a new, scalable, sustainable way of thinking to help them weather this storm and stay ahead of competition. Yes—but I know that this vision will help guide us through 2023 and beyond!” He’s developed the go-to-market strategy that we’ll be implementing in Q1 of next year,” she said. Randy said.

Marketing Analytics Tools 130

Marketing Analytics Tools Planning Peer-to-peer Ideal Customer Profiles 130

ANNUITAS

SEPTEMBER 28, 2022

Developing something we refer to as a Conversation Track Architecture. It also serves as a basis for rationalizing content needs by customer journey stage and for developing sales enablement content and a marketing content model also without any gaps. It’s an approach we refer to at ANNUITAS as a Converged Growth organizational model.

Ideal Customer Profiles 130

Ideal Customer Profiles Enterprise Management Marketing Analytics Tools Work Management 130

ANNUITAS

JULY 21, 2022

Hence, Converged Growth – a model that brings a disciplined, system-based approach to B2B go-to-market and that helps eliminate the ‘random acts’ of sales and marketing that tend to proliferate in legacy B2B environments. Engagement, Nurturing, Conversion, Success, Development and Growth teams. #3

Ideal Customer Profiles 130

Ideal Customer Profiles B2B Sales Work Management Marketing Management 130

ANNUITAS

FEBRUARY 28, 2022

Then, deliver content that helps them solve their unique problems. Help buyers along a self-education journey. ABM shouldn’t be about achieving your sales outcome, it should be about helping your accounts reach theirs. A great customer experience happens when your customers know where to go when they need help.

Account Based Marketing 147

Account Based Marketing ABM Ideal Customer Profiles Ad Building 147

ANNUITAS

AUGUST 21, 2023

Pre-sale DX progresses through Engagement, Nurturing and Conversion of prospects; post-sale DX progresses through Success, Development and Growth of customers. Effective DX helps drive GTM optimization by aligning the two.

Marketing Analytics Tools 130

Marketing Analytics Tools Demand Optimization Work Management 130

ANNUITAS

SEPTEMBER 3, 2020

In particular, helping sales team members improve their ability to engage right place, right time with prospects and customers. That’s called spam – and it harms Customer Experience more than it helps. Sales engagement software, such as SalesLoft, is only as good as the people, process and content it is meant to enable.

Ideal Customer Profiles 147

Ideal Customer Profiles Marketing Automation Services Trigger Marketing Demand 147

ANNUITAS

APRIL 14, 2015

I was reminded today of my own story of professional growth and development. I took classes in HTML and the Adobe Creative Suite, gaining skills which I immediately put to use and leveraged to grow our marketing engine and better control and make changes in email marketing and website development. Would your boss do that for you?

Marketo 100

Marketo Class Training Budget Programs 100

ANNUITAS

JANUARY 21, 2020

Moreover, does your approach to building demand equate to some combination of the following: Hire more sellers (or “lead development reps” or “demand generation reps”) and ask them to make more outbound calls. Are you maintaining an ongoing dialogue with your prospects, or do you find yourself engaging on an unpredictable, one-off basis?

Ideal Customer Profiles 238

Ideal Customer Profiles Demand Generation Agencies Demand Generation Budget Programs 238

ANNUITAS

AUGUST 12, 2020

Given a Conversation Track Architecture, it’s critical to develop a content matrix that assigns groups of content to different stages and tracks of the customer journey. This helps it to transform buyers from lead to revenue. Content Marketing Model and Engagement Channels Model. Quantitative Model and Optimization Planning.

Top of Funnel 147

Top of Funnel Planning Demand Marketing Plans 147

ANNUITAS

OCTOBER 31, 2023

For many, the obvious contenders are content ideation and development for various marketing and sales use cases, as well as chat and sales enablement for prospect and customer conversations. This also helps ensure engagement is prioritized for prospects that fit the ideal customer profile (ICP). What are they tackling?

Marketing Analytics Tools 130

Marketing Analytics Tools Ideal Customer Profiles Marketing AI Sales Management 130

ANNUITAS

FEBRUARY 25, 2020

Build buyer personas to pinpoint the variety of potential prospects and help curate content to meet various personas’ specifications. Building buyer personas helps businesses deliver the right message to the right person as well as in the right medium. Develop your messaging to address your buyer at the right point in time. .

Personalization 147

Personalization Buyer Personas B2B Marketing Management 147

ANNUITAS

JUNE 9, 2016

Knowing what external triggers impact buyers (CEO, VP of marketing, HR department, board members or Chief Privacy Officer) in the healthcare example above helps marketers develop insights into buyers. External or internal triggers-. Identifying triggers-. The goal is to obtain both a broad and detailed understanding of your buyer.

Buy 100

Buy Buying Cycle Trigger Marketing Buyer Personas 100

ANNUITAS

JULY 29, 2020

The tremendous amount of time and energy spent on these efforts will wind up becoming a perpetual distraction, and the result is that you will continue to fail to develop future pipeline. Yet these immediate, random acts of marketing are unlikely to carry you into the next quarter, next half or even next year.

Planning 162

Planning Demand Marketing Plans Paid Search Agency 162

ANNUITAS

MARCH 19, 2020

Replacing this Engagement Channel will be tricky, but ANNUITAS has several recommendations based on our demand marketing experience – and a review of our aggregated client data across multiple programs – that can help fill the gap. Show respect and ‘help’ buyers find what they are looking for. Focus on Insight.

Top of Funnel 232

Top of Funnel Planning Demand Elasticity 232

ANNUITAS

FEBRUARY 3, 2022

Knowing how this maps to purchases of your own solution will help you support the needs of each decision maker at each buying stage through effective content. Create resources that help a GenXer prove value and get buy-in from fellow stakeholders. Step 2: Understand how each group wants to engage with you.

Generation 182

Generation Cross-Selling B2B Lead Ranking 182

ANNUITAS

OCTOBER 27, 2015

I can’t help mulling over some of the key things I heard at last week’s MarketingProfs B2B Forum in Boston. Listening to Marketing and Sales Strategist, author of Newjacking David Meerman Scott helped open our eyes to new ways of communicating. Marketers know they need to develop buyer personas and most have them.

Buyer Personas 100

Buyer Personas B2B Press Public Relations 100

ANNUITAS

JUNE 16, 2016

The boundaries were meant to keep us safe, to give us structured responsibilities and to help us learn the ways of respectful communication. We all like boundaries as they help us enable and govern effective relationships, both personal and professional. Here are three keys to developing effective inter-organizational partnerships: 1.

Effectiveness 100

Effectiveness Demand Generation Agencies Work Management Marketing Management 100

ANNUITAS

MARCH 24, 2016

It seems that each and every year there is a new trend (not that ABM is all that new) or “shiny object” that overtakes B2B marketing and like moths to a flame we go flying off to develop a new strategy, new approach to align to X,Y, and Z. of organizations do not develop specific content for the individual personas on the committee.

Demand Generation 100

Demand Generation Account Based Marketing ABM Demand 100

ANNUITAS

MARCH 31, 2016

Whether it is the launch of a program, campaign, product, or instructional how-to’s, as marketers we’ve most likely developed training materials and conducted training sessions for members of our organizations. If you have a good time during the development process, it will translate during the training. Are your materials text-heavy?

Training 100

Training Tips Paid Search Agency Creativity 100

ANNUITAS

MARCH 3, 2016

But, you can’t just change marketing to be effective, you need Account-Based sales development and sales – it’s not just ABM, its “Account-Based Everything” To achieve the bigger goal, you have to adjust for a wider lens. Q: The TOPO conference is covering everything from sales leadership to sales development.

Account Based Marketing 100

Account Based Marketing Demand Generation SMB Conference 100

ANNUITAS

OCTOBER 27, 2023

We also believe the company needs a dose of a Perpetual Growth Engine strategy — i.e., a true methodology — to help guide the connectivity between these elements. to help the customer along their journey. To move beyond core productivity gains (i.e., The addition of Copilot does two positive things for marketers.

Marketing AI 130

Marketing AI Marketing Analytics Tools Enterprise Management Marketing Automation Services 130

ANNUITAS

MAY 20, 2014

A well-documented and agreed upon strategy helps mitigate any channel /sales conflict down the line. Remember to think just as you would when developing your own Demand Generation Strategy, you need to consider the buyer’s journey and think about who you are messaging to and how you are helping to solve their problems.

Advertising Channels 100

Advertising Channels Advertising Agencies Work Management Marketing Management 100

ANNUITAS

MARCH 26, 2015

However, when you are exhibiting at the events, the months of planning, creative development, production, scheduling the staff, shipping crates, not to mention the content marketing strategy to drive attendees to your booth and how to Engage them once they are there…well, it can be a bit much. It matters, and all helps to attain your goals.

Effectiveness 100

Effectiveness Demand Generation B2B Thought Leadership Marketo 100

ANNUITAS

MARCH 4, 2020

Matt Bilotti with Drift captures this POV in a great post : Over the last few years, Growth Marketing has helped re-define the goal of marketing. How can we tackle the challenges of modern Growth Marketing and help the discipline to evolve and mature? The vision of customer-centric and lifecycle-aware demand marketing remains solid.

Growth Marketing 247

Growth Marketing Top of Funnel Demand Enterprise Management 247

ANNUITAS

JULY 28, 2016

Demand generation, when done right, is a discipline that both marketing AND sales must be a part of developing if it is going to be successful. It seems absurd and overly simple, but the number of marketing departments that do not include their sales departments in the development of a demand generation strategy is quite large.

Demand Generation 100

Demand Generation Demand Generation Planning 100

ANNUITAS

FEBRUARY 13, 2014

Marketers do indeed need to assert their leadership in developing a demand generation – content strategy (Strategy means the right content and not more content) that aligns to the buyers purchase process. Marketing and sales need to work together to obtain the best information and understand of their buyers to develop true buyer insights.

Demand Generation 100

Demand Generation Demand Generation Planning 100

ANNUITAS

MARCH 8, 2022

Instead, your chat tool should be actively developing a relationship with your prospects. It should be listening to questions and replying with helpful answers, routing leads to the appropriate next step with each interaction. Is the tool helping to nurture meaningful digital relationships?

Marketing Automation Services 130

Marketing Automation Services Lead Ranking Tools Top of Funnel 130

ANNUITAS

AUGUST 26, 2014

However, when you are exhibiting at the events, the months of planning, creative development, production, scheduling the staff, shipping crates, not to mention the content marketing strategy to drive attendees to your booth and how to Engage them once they are there…well, it can be a bit much. It matters, and all helps to attain your goals.

Effectiveness 100

Effectiveness Demand Generation B2B Thought Leadership Demand 100

ANNUITAS

JANUARY 19, 2016

In sessions we talked about what makes our organization strong and what beliefs helped us form the team we have today and it got me thinking more about culture. How do you develop one? Can you even develop one? These principals shape what we do, who we hire, how we work and help guide decisions we make.

Act-On 100

Act-On Organization Activities Marketing Strategy 100

ANNUITAS

APRIL 5, 2016

However, infographics have become the darlings of modern marketers for good reason and they are still new enough to create a buzz, can be super-creative and can help deliver a different perspective on a traditional topic. Does it help to clarify information or make it seem too complex when represented visually?

Demand Generation 100

Demand Generation Buzz Demand Rules 100

ANNUITAS

OCTOBER 24, 2016

Develop and document your strategy first to make sure you are delivering what your buyer wants. This session gave so many helpful hints and names and examples of actual tools and templates to put into use immediately. Michael Brenner : Content Marketing Strategy for Any Size Budget.

Marketing Budget 124

Marketing Budget B2B Urgency Marketing Work Management 124