The Point
OCTOBER 29, 2021
Here are just some of the more creative ways we’re seeing clients use chatbots to increase sales engagement, shorten sales cycles, and drive revenue: 1. can increase conversions AND speed time to sale. Trial & Demo Conversions. I can help.”) Responding to those specific companies, by name (“Hey Google!
The Point
JANUARY 27, 2022
Pilot campaigns are modest in scope, and they cause companies to dabble in ABM without the lead time, personalized content, technology, research, data, and other key investments that a more thought-out strategy merits. After all, ABM has the most value for companies with long, complex sales cycles. ABM pilots often jump ahead.
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The Point
JULY 27, 2021
The target account list is the foundation for any successful ABM initiative, and yet, too often, selecting accounts can be an aspirational exercise (“these are the accounts sales says they want to go after”) versus one based on hard facts, research, and data-based insights. Can you define the tier that the account should be? (1:1,
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).
The Point
DECEMBER 11, 2018
ABM can be a highly effective way to navigate a long, complex sales cycle, but the marketer who thinks that an ABM program is going to convert cold names to pipeline opportunities in a few short weeks is destined for disappointment. Lack of personalization. Failing to get sales sufficiently involved (planning, engagement).
The Point
APRIL 16, 2019
Add in the fact that B2B sales cycles are typically long and complex (meaning that advertisers may not see ROI for weeks or months), and it becomes clear that thriving in today’s SEM landscape requires getting a lot of things right. Most B2B sales cycles are long and complex. Failure to Nurture Leads Correctly.
The Point
APRIL 22, 2020
If your average sales cycle is 6 months, don’t expect content syndication leads to magically convert to opportunities in a matter of days. Here are some best practices that are often common factors when companies get the best return from their content syndication program: Set proper expectations.
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