The Point
NOVEMBER 22, 2017
Earlier this month I co-hosted a Webinar with Greg Kelly of Vidyard and Jason Oakley of Uberflip on “ Driving B2B Engagement with Personalized Content.” If you don’t know what’s relevant to your audience, no amount of personalization will help. Personalization doesn’t have to mean creating all new content. a message deck).
The Point
OCTOBER 29, 2021
One of the biggest current trends in Account-Based Marketing (ABM) is the integration of chat technology and personalized conversations to identify, engage, and capture prospects from targeted accounts. Progressive Profiling. I can help.”) can increase conversions AND speed time to sale. Photo by Adam Solomon on Unsplash.
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The Point
JULY 27, 2021
Choosing the right target accounts is a blend of art and science: “Art” in the sense of sales goals, wish lists, or personal connections (the “rolodex factor”), “Science” in the sense of intent data, lookalike analysis, and proven engagement. Is the account in my Ideal Customer Profile (ICP) or is it just on my “wish list”?
The Point
MAY 19, 2020
Modern, best-in-class lead nurture programs focus less on automation, and more on leveraging intent data, AI, social engagement, Web behavior and a host of other variables in order to deliver their messages – through a variety of channels – to the right person at the right time. How does your current lead nurturing.
The Point
OCTOBER 22, 2020
My response: We typically design nurture programs for inbound leads like content syndication in 2 stages, as follows: 1) quickly determining if the person has an immediate need or otherwise merits sales follow-up; and then. Note: the goal of this initial phase is not to convert, per se.
The Point
APRIL 19, 2023
By looking at how a company presents itself, their employees and other digital “breadcrumbs,” you can start to understand a company’s personality and how it will behave. AI also has the ability to prioritize those companies by how closely they match your ideal customer profile. Think of it as psychographics, but for B2B.
The Point
NOVEMBER 15, 2022
Allowing for a degree of customization that depends on brand awareness, the type of audience, sales cycle, and other variables, here’s a basic approach to build on: First, split your list into two tiers: Tier 1 (high-potential, high-profile target accounts) and Tier 2 (everyone else).
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