ANNUITAS

SEPTEMBER 7, 2021

The data shows a clear pattern: sales is struggling to maintain an otherwise personalized buying journey. Sales is wasting time looking for demographic data that will “pre-qualify” leads while ignoring the personalized information that the marketing team is already collecting (or has the potential to collect). Neither approach works.

Conversion 234

Conversion Sales Qualified Leads Ideal Customer Profiles Opinions 234

ANNUITAS

SEPTEMBER 7, 2021

The data shows a clear pattern: sales is struggling to maintain an otherwise personalized buying journey. Sales is wasting time looking for demographic data that will “pre-qualify” leads while ignoring the personalized information that the marketing team is already collecting (or has the potential to collect). Neither approach works.

Sales Qualified Leads 228

Sales Qualified Leads Ideal Customer Profiles Opinions Work Management 228

ANNUITAS

OCTOBER 27, 2023

Clearly there is a great deal of foundational work that needs to be done to make this type of automated campaign creation happen. GTM Implications Improved Full Journey Orchestration + Personalization The AI Cloud already included some prompts and tools for email subject line and content generation.

Marketing AI 130

Marketing AI Marketing Analytics Tools Enterprise Management Marketing Automation Services 130

ANNUITAS

MARCH 19, 2020

Whether it’s trade shows, local events or more intimate sales dinners, in-person interactions are a much relied-upon component of every company’s demand marketing mix. Engagement Channel Elasticity is the percentage likelihood that a Person has touched a channel and has become a Closed Won piece of business. Focus on Insight.

Top of Funnel 232

Top of Funnel Planning Demand Elasticity 232

ANNUITAS

MAY 2, 2023

Additionally, Interaction Studio allows for marketers to deliver personalized content and experiences and is able to deliver a seamless experience by combining touchpoints from various channels by creating unified profiles for traditional and ABM marketing.

Lead Ranking 130

Lead Ranking Paid Search Agency Multi-Channel Aggregators 130

ANNUITAS

APRIL 10, 2023

How do you have personalized conversations that align to the seemingly numerous customer journeys, at-scale ? It also allows you to personalize at scale by creating conversation tracks that cater to these distinct approaches — saving you valuable time and resources. What about what comes after? The result?

Ideal Customer Profiles 130

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

ANNUITAS

AUGUST 24, 2021

People are the key to success (or failure) and so finding the right person to lead demand-side change is the key to successful transformation. These traits are: Personality. Each of these traits will impact a person’s ability to lead both their peers and their leadership team to the finish line. Your Leader’s Personality.

Peer-to-peer 130

Peer-to-peer Advertising Agencies Paid Search Agency Work Management 130

ANNUITAS

MAY 21, 2020

To earn this trust, sales and marketing leaders need to work as a team to determine what they all agree is driving impact and build their model out with those value judgments as a starting point. If you’ve ever heard somebody say “If it’s not in Salesforce, it’s not real,” they work at a company with this kind of structure.

Marketing Attribution 264

Marketing Attribution Lead Ranking Planning Top of Funnel 264

ANNUITAS

NOVEMBER 2, 2021

We’ve worked with dozens of organizations to implement results-driven inside sales programs and throughout the years we’ve seen that there are five steps to take to maximize the impact of inside sales. Because that prospect has been receiving personalized information from marketing throughout their journey. Explain Why.

Top of Funnel 130

Top of Funnel Lead Ranking Marketing Qualified Leads Sales Qualified Leads 130

ANNUITAS

JUNE 25, 2020

Kira Mondrus: Our demand marketing program has been significantly impacted by no longer having in-person events. We made a fast pivot to divert our program dollars to digital marketing (since we sell to large enterprise, the in-person events had been a key marketing channel for engaging with senior level decision makers).

Cost per Lead 147

Cost per Lead Enterprise Management Work Management Marketing Management 147

ANNUITAS

APRIL 28, 2020

It’s also exposed a major flaw in industries built on traditional tactics and in-person relationships – especially financial services. Improve and personalize the customer experience. This doesn’t work for any industry, but it’s especially ineffective in financial services. They’ve struggled to: Digitally engage customers.

Work Management 165

Work Management Marketing Management Service Paid Search Agency 165

ANNUITAS

DECEMBER 9, 2022

The lifeline of any sales person focused on closing new business is leads, so it makes sense that this is the top of our list this year. Salespeople today spend on average one full work day researching their prospects so this research time needs to be worth it. More Leads of Quality not Quantity . A Miracle .

Cold Calling 130

Cold Calling Blast Campaigns Work Management Click Rate 130

ANNUITAS

FEBRUARY 28, 2022

Takes the best of ABM (personalized attention) and the best of Demand Marketing (ability to scale) and marries the two together. Your efforts need to flow, they need to work together and create a cohesive, enjoyable process. You’ll confidently be able to identify and adjust the channels that are working and those that are not.

Account Based Marketing 147

Account Based Marketing ABM Ideal Customer Profiles Ad Building 147

ANNUITAS

AUGUST 19, 2020

That formulaic approach is still widely applied today, but organizations that offer a considered purchase with a long sales cycle are finding that traditional growth marketing isn’t working for them. Investment : Sharing some personal information on a form. Because even growth marketing plans are largely tactical.

Touchpoints 147

Touchpoints Multi-Channel Buyer's Journey Trigger Marketing 147

ANNUITAS

MAY 5, 2020

If your current strategy isn’t working, then neither will the person who was hired to support it. What marketing automation platform is currently in place, and how well is it working? The person you hire to fill your role should have experience in the platform you use. The answer to this question will impact who you hire.

Marketing Automation Services 130

Marketing Automation Services Demand Work Management Marketing Management 130

ANNUITAS

DECEMBER 4, 2020

By that I mean, how does chat work with both your engagement channel strategy and Demand Process to strategically meet a prospect where he or she is in the funnel? First, the questions asked during the chat should be aligned to important data points in the lead management framework that help better qualify that person.

Demand 130

Demand Enterprise Management Marketing & Strategy Marketing Strategy 130

ANNUITAS

DECEMBER 14, 2022

“Throwing campaigns at the wall never works ,” he tried to explain to his friends on the marketing team— Dash, Derek, Parker, Vixie, Collin and Carrie, Donny and Barbie. Besides, perhaps this next round of keyword targeting would work. Meanwhile, Randy was in his office, alone, hard at work. The best part yet?

Marketing Analytics Tools 130

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

ANNUITAS

AUGUST 27, 2020

It works by creating a continuous feedback loop between your Demand Marketing program and the buyer. Is the contact at the company the right person with the authority to move a deal forward? Demographic data tells you if this is the right person at the company to talk to. Are the stakeholders engaged? In-Line Questions.

Ideal Customer Profiles 147

Ideal Customer Profiles Lead Ranking Sales Qualified Leads Budget Programs 147

ANNUITAS

JANUARY 19, 2022

Read on to learn how to balance changing buyer preferences with a hybrid sales model that works for your organization. Today, up to 80% of B2B decision makers prefer remote human interactions (or digital self-service) instead of in-person interactions. Read More: Translating Online Behavior Into Personalized Conversations.

Sales Management 130

Sales Management Lead Ranking Work Management Marketing Management 130

ANNUITAS

FEBRUARY 3, 2020

With the competition in the market and the increase in personalization, knowing your buyer is more important than ever. But while most companies understand that they need to increase their personalization efforts, few are taking steps to improve their actual interactions with prospects – especially in the sales department.

Peer-to-peer 173

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

ANNUITAS

OCTOBER 4, 2016

Work smarter, not harder. The first name greeting in your emails is a great example of how you can use a lead level token to populate personalized content. If not, you could be cloning multiple mistakes into new programs and assets, therefore creating more work for yourself versus saving time.

Marketing Automation Services 230

Marketing Automation Services Marketing Automation Automation Work Management 230

ANNUITAS

NOVEMBER 16, 2020

With previous experience working in the food, finance, and non-profit industries, Scott has gained even more exposure through his work at ANNUITAS. Jenny spent many years working in technology across several industries before shifting her main focus to CRM, marketing, and demand technology for the last 11 years.

Demand Generation Agencies 130

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

ANNUITAS

JUNE 17, 2020

Between getting the c-suite on board, aligning your marketing and sales functions, and getting web and tech teams up to speed, demand marketing teams have to put in just as much work up front as they do throughout the new initiative. Consistent and Personalized Messaging: First things first: You need to understand your stakeholders.

Demand 147

Demand Tips Work Management Advertising Agencies 147

ANNUITAS

FEBRUARY 16, 2023

Even if there is a growth mandate, the types of responsibilities, purviews and charters of a CGO may not fall on just one person. ANNUITAS has begun working with some clients around this organizational transformation. ANNUITAS has begun working with some clients around this organizational transformation.

Lead Ranking 130

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

ANNUITAS

OCTOBER 4, 2016

Work smarter, not harder. The first name greeting in your emails is a great example of how you can use a lead level token to populate personalized content. If not, you could be cloning multiple mistakes into new programs and assets, therefore creating more work for yourself versus saving time.

Marketing Automation Services 181

Marketing Automation Services Marketing Automation Automation Work Management 181

ANNUITAS

FEBRUARY 9, 2016

One of the best things about working as a Demand Generation consultant is that I get to constantly learn new things. The personalities and styles are always different and sometimes, even the culture as we work with global companies. And you won’t know this until you start working with the tool.

Demand Generation 100

Demand Generation Demand Generation Work Management 100

ANNUITAS

SEPTEMBER 28, 2022

Consider these data points: Gallup : “Gallup found that 72% of employees were working on matrixed teams before the pandemic — ranging from ‘slightly matrixed’ employees who occasionally work on multiple teams to ‘highly matrixed’ employees who work on multiple teams every day and have teammates who report to different managers.”.

Ideal Customer Profiles 130

Ideal Customer Profiles Enterprise Management Marketing Analytics Tools Work Management 130

ANNUITAS

JULY 20, 2021

That’s 260 pieces of content per person, per year. The result of this work is a Conversation Track Architecture, a critical component of a strategic demand marketing plan. Read through to see how each of these challenges can become an opportunity to make that shift. Creating enough content. And it’s still not enough.

Top of Funnel 147

Top of Funnel Campaigns Enterprise Management Work Management 147

ANNUITAS

MARCH 15, 2016

Gary Vaynerchuk’s closing keynote session talked about strategy and he stressed the simple, but often forgotten wisdom of ,“Don’t rely on automation to do the work.” Social media has presented a million ways to put your personal and organizational brand out there, including some that may seem unconventional.

Buzz 100

Buzz Paid Search Agency Advertising Agencies Social Media 100

ANNUITAS

FEBRUARY 4, 2015

However, many of us are still working on implementing this throughout our organizations. While we work on maximizing our buyer-centricity in our marketing, what about working on ourselves as marketers, to make us more effective in what we do? Focus on that skill first and work on it. That’s a given. We can do better.

Demand Generation 100

Demand Generation Marketing Automation Services Class Paid Search Agency 100

ANNUITAS

MARCH 31, 2015

According to Content Marketing Institute 2015 B2B Benchmark Study , 69% of study respondents said in-person events are the most effective B2B tactic —five years in a row. For in-person events, clearly this is the case. An in-person event is an invaluable part of a Demand Generation Strategy.

Tactics 100

Tactics Planning Demand Generation Lock-In 100

ANNUITAS

FEBRUARY 4, 2016

It is audition time, and after years in a classroom, you need to find out if you have what it takes to make it outside the walls of campus and to understand what types of work and environments are the best fit for you. In fact, you will be learning something new everyday when interning or working as a professional in your field.

Peer-to-peer 100

Peer-to-peer Marketing Automation Services Paid Search Agency Case Study 100

ANNUITAS

NOVEMBER 5, 2020

At ANNUITAS, we work with our clients to look at several areas when determining the definition of a qualified lead. The key to success when defining all of the above, is that both sales and marketing need to work together to define the criteria and actions that indicate intent.

Top of Funnel 147

Top of Funnel Lead Ranking Sales Qualified Leads Lead Scoring 147

ANNUITAS

SEPTEMBER 6, 2016

Illustrate the benefits: There are benefits to an organization as well as personal benefits that need to be clearly illustrated to gain executive buy in. Be personally invested in the idea. That’s what makes this whole process work. Understand what drives your other audiences and pitch the ideas accordingly.

Buy 100

Buy Marketing Proposals CMO Organic Leads 100

ANNUITAS

JULY 2, 2020

In the best of times this system halfway worked. Conducting first-person buyer insight research and validating it with third-party research is a necessary step to complete before moving forward. This is when they begin re-assessing options and are likely to move business to those with whom they’ve built the strongest relationships.

Demand 130

Demand Buy Work Management Process 130

ANNUITAS

JULY 9, 2015

When interviewing make sure to do research on the person, ask them to explain in detail how they have handled certain situations in the past, and how they might approach a new challenge. Take the necessary time to talk with their professional and personal references. Did they: TRUST.

Forecasting 100

Forecasting Transparency Organic Leads Intent 100

ANNUITAS

AUGUST 30, 2016

For example, even if one person on a data team knows that a certain data field lacks integrity doesn’t mean somebody else could accidentally use that field for an analysis. In these cases, it is better to recognize which data fields just don’t work and either fix them or remove them from the database.

Marketing Analytics Tools 140

Marketing Analytics Tools Tips Correlation Sample 140