| | | Annuitas Group | |  Process | 85 articles |
| Page 1 of 1 | Previous | Next | ANNUITAS GROUP APRIL 11, 2011  The B2B Sales Role in the New Buying Process The B2B buyer is truly driving the buying process taking control out of the hands of sellers. The phrase “buyers are turning to sales much later in the buying process” was repeated continually as a way to describe this shift of power. Social media has played a pivotal role in the shift of the B2B buying process. I recently had the opportunity to attend the Sales 2.0 | ANNUITAS GROUP MAY 8, 2012 Why Lead Generation is Irrelevant This means shifting from thinking about top of the funnel activity to addressing the entire funnel from a buyer engagement perspective as well as an operational process perspective. If marketers want to overcome the challenge of delivering high quality leads to sales, the focus must be on engagement at every stage of the buying process, from top to bottom. It also means developing a lead management process whereby these potential leads do not “leak” out of the funnel. Demand Generation Lead Management ProcessAfter all, we know that B2B buyers will lie. | | | | | |
| ANNUITAS GROUP MARCH 12, 2012 In Defense of the Funnel Both the buyer and the buying process have evolved. In order to manage any change, organizations must address the internal, operational process so that sales can effectively engage with customers. The operational process is really where many organizations struggle. the internal process) must be built first in order for the strategy construct to sustain and return the value that is expected. Without a foundational process to support the market facing complexity, your marketing and sales efforts will be in vain. Lead Management Process Lead Planning | ANNUITAS GROUP AUGUST 30, 2011 Four Things to Consider Before You Buy Marketing Automation Unfortunately, too many marketers begin this process with the question, “Which automation tools should we look at?” Not only is this the wrong question but its not even close to where you should begin. To have a successful marketing automation implementation start with this question and this question alone: “What does our lead management process look like and how can we automate it?” If you don’t have a solid lead management process in place than a marketing automation platform (MAP) will only automate a broken process. Review Your Current Process. | ANNUITAS GROUP AUGUST 28, 2012 Why BANT No Longer Applies for B2B Lead Qualification In fact, recent statistics from Sirius Decisions and Selling Power state that more than 50% of the buying process is completed before a buyer ever engages with a vendor or a sales rep. Don’t get me wrong; I do believe that in any sales process a sales rep should discuss these key criteria with their prospects. in terms of BANT - while they were in the buying process, all would have been disqualified because of not being able to identify budget. If you have not killed BANT in your lead qualification process, do it now. That was then, this is now. Buyers Lie. | ANNUITAS GROUP FEBRUARY 9, 2012 Interview with Ardath Albee, CEO of Marketing Interactions Because buyers are waiting longer to identify themselves, the part of the buying process that is evident to vendors is compressed. There needs to be a certain synergy to the lead management process from inquiry through purchase (and beyond). The processes may be shifting, but the end goals are the same. We recently had the opportunity to catch-up with our good friend and B2B Marketing Strategist, Ardath Albee. Ardath is CEO of her firm, Marketing Interactions , Inc and has over 25 years of business management and marketing experience. Either way, this needs to be fixed. | | | | | | | |
| -
ANNUITAS GROUP | TUESDAY, SEPTEMBER 21, 2010  What’s Worth More?
Which of these processes should have priority? Lead Management is the process of managing leads through every stage of the sales/lead funnel through 6 integrated processes i.e Process Based Lead Management Approach. The shift from lead generation to a lead management approach allows you plug the leaks that exist in your lead management process. Companies that automated lead management processes realized 10% or greater revenue increase within six to nine months (Gartner, “The Top Six CRM Marketing Processes for a Cost-Constrained Economy,” 2008). MORE >> -
ANNUITAS GROUP | MONDAY, JANUARY 14, 2013  Marketers Need to Adjust Their Focus
The focus for marketing organizations that want to have an impact on the business must be the development of a Demand Process? creating a demand strategy and process that manages the buyer relationship through the entire life cycle and integrates qualification with digital dialogue. While technology can enable, marketers need to keep their focus on developing a buyer-centric demand approach and laying down the foundational processes to support it, it is then the business outcomes will improve. Author: Carlos Hidalgo @cahidalgo is CEO and Principal, ANNUITAS. MORE >> -
ANNUITAS GROUP | TUESDAY, APRIL 26, 2011 Five Myths of Lead Management
As a leader in lead management process development, our firm has seen a lot of confusion in the market about what constitutes lead management. What they found however was that CRM didn’t help them fix their faulty sales process. Today many B2B marketers are buying into a similar idea: If they acquire a marketing automation solution, then they will wind up with a lead management process. Technology adoption must occur hand-in-hand with process evolution. Lead management is a business process that is enabled by technology (in this case marketing automation ). MORE >> -
ANNUITAS GROUP | TUESDAY, MARCH 19, 2013 You Don’t Know the Buyer, JACK!
At some point, this persona is going to begin the buying process. Do you know what triggers that process? Do you know what their first step is in the process? What decisions along the way alter the “typical process”? A customized buying process, per persona, gives you the insight you need to speak directly the buyer at their level. Depending on what study you read, 60-80% of the buying process is done before the vendor community is even contacted. There is a host of data available that describes the buying process. You don’t know the buyer JACK”! MORE >> -
ANNUITAS GROUP | WEDNESDAY, FEBRUARY 16, 2011 An Interview with Jonathan Block from SiriusDecisions
Why do these issues continue to persist despite the focus on new technologies and process? JB : The simple answer is because a focus on new technologies and processes alone is not enough. We use this model as a beachhead for measuring processes, metrics and strategy — assuming that the worth of specific demand creation-related moves that an organization makes must manifest themselves in waterfall performance improvement. In the end, the companies with both automation and process showed a dramatic advantage in both conversions and revenues. The reason? MORE >>
- A Strategic Approach to “Selling” Marketing Automation Internally ANNUITAS GROUP | TUESDAY, JUNE 5, 2012
- Five New Year’s Resolutions for the B2B Marketer ANNUITAS GROUP | TUESDAY, DECEMBER 21, 2010
- Four Strategies for Transforming your Demand Process ANNUITAS GROUP | TUESDAY, FEBRUARY 12, 2013
- Email Deliverability Drives Revenue ANNUITAS GROUP | TUESDAY, MARCH 5, 2013
- My Love/Hate Relationship with B2B Events ANNUITAS GROUP | THURSDAY, FEBRUARY 23, 2012
- 9 Things Marketers Need from Marketing Automation Vendors and Consultants – Part 1 ANNUITAS GROUP | MONDAY, JUNE 18, 2012
- Responding to the Buyers Purchase Path ANNUITAS GROUP | TUESDAY, NOVEMBER 6, 2012
- The Sales Perspective – An Interview with Jill Rowley of Eloqua ANNUITAS GROUP | TUESDAY, JULY 17, 2012
- Why B2B Marketers Are P **g Off Their Buyers ANNUITAS GROUP | TUESDAY, MAY 21, 2013
- 9 Things Marketers Need from Marketing Automation Vendors and Consultants – Part 2 ANNUITAS GROUP | THURSDAY, JUNE 28, 2012
- We Know You… Or Do We? ANNUITAS GROUP | TUESDAY, OCTOBER 2, 2012
- Plugging The Leaks – Addressing The Early Stages of the Funnel ANNUITAS GROUP | WEDNESDAY, APRIL 4, 2012
- Not All Advice is the Right Advice ANNUITAS GROUP | WEDNESDAY, MAY 16, 2012
- Upon Further Diagnosis… ANNUITAS GROUP | THURSDAY, APRIL 12, 2012
- Content: Fueling Your B2B Marketing Strategy ANNUITAS GROUP | THURSDAY, JANUARY 31, 2013
- Content Marketing Mania – Q&A with Joe Pulizzi ANNUITAS GROUP | TUESDAY, MARCH 26, 2013
- What B2B Marketers Can Learn From a 14-Year Old Baseball Player ANNUITAS GROUP | THURSDAY, JANUARY 19, 2012
- If It’s Too Good To Be True… ANNUITAS GROUP | WEDNESDAY, DECEMBER 7, 2011
- Account Based Marketing – An Interview with Jennifer Pockell-Wilson of Demandbase ANNUITAS GROUP | TUESDAY, SEPTEMBER 18, 2012
- 2012 Resolutions for the B2B Marketer ANNUITAS GROUP | WEDNESDAY, JANUARY 4, 2012
- Secrets of Successful Demand Generation Programs ANNUITAS GROUP | TUESDAY, APRIL 16, 2013
- Don’t Blame Me! ANNUITAS GROUP | WEDNESDAY, MARCH 21, 2012
- Ten Ways the C-Level can Positively Impact Marketing and Sales (Part One of Two) ANNUITAS GROUP | WEDNESDAY, NOVEMBER 2, 2011
- The Benefits of Data Management ANNUITAS GROUP | TUESDAY, FEBRUARY 1, 2011
- An Interview with Jon Miller, Co-Founder of Marketo ANNUITAS GROUP | TUESDAY, MAY 24, 2011
- Email Deliverability Drives Revenue Part II ANNUITAS GROUP | MONDAY, MARCH 11, 2013
- Why Bother with Leading Scoring? ANNUITAS GROUP | TUESDAY, MAY 7, 2013
- Metrics That Matter ANNUITAS GROUP | TUESDAY, APRIL 2, 2013
- Ten Ways the C-Level can Positively Impact Marketing and Sales (Part Two of Two) ANNUITAS GROUP | TUESDAY, NOVEMBER 15, 2011
- The New Alliance Between Sales and Marketing – SiriusDecisions 2011 Recap ANNUITAS GROUP | TUESDAY, MAY 10, 2011
- An Interview of Steve Gershik of 28Marketing ANNUITAS GROUP | MONDAY, JANUARY 10, 2011
- Five New Year’s Resolutions for the CMO ANNUITAS GROUP | THURSDAY, DECEMBER 22, 2011
- Who is Marketing’s Customer? ANNUITAS GROUP | TUESDAY, AUGUST 14, 2012
- Automation and The Sales Funnel #marketingautomation ANNUITAS GROUP | WEDNESDAY, MAY 4, 2011
- Marketers…We Still Have Work to Do ANNUITAS GROUP | WEDNESDAY, JANUARY 23, 2013
- We Know You… Or Do We? ANNUITAS GROUP | TUESDAY, OCTOBER 2, 2012
- Interview with Adam Blitzer, Co-founder and COO, Pardot ANNUITAS GROUP | TUESDAY, AUGUST 9, 2011
- The Results Are In…And They’re Not Pretty ANNUITAS GROUP | TUESDAY, AUGUST 23, 2011
- Defining Moments ANNUITAS GROUP | THURSDAY, MARCH 10, 2011
- Software Advice Whiteboard Session with The Annuitas Group – Demand Generation Vs. Lead Management ANNUITAS GROUP | TUESDAY, DECEMBER 13, 2011
- Removing The Barriers ANNUITAS GROUP | WEDNESDAY, OCTOBER 12, 2011
- Marketing Down Under – Q &A with Jodie Sangster, CEO, Association of Data-Driven Marketing and Advertising ANNUITAS GROUP | MONDAY, APRIL 8, 2013
- Don’t Limit Your Nurturing ANNUITAS GROUP | MONDAY, FEBRUARY 28, 2011
- Why BANT No Longer Applies for B2B Lead Qualification ANNUITAS GROUP | TUESDAY, AUGUST 28, 2012
- Missing the Mark ANNUITAS GROUP | THURSDAY, JULY 28, 2011
- Exciting Time for Marketing Professionals ANNUITAS GROUP | MONDAY, JULY 18, 2011
- The Characteristics of Revenue Generating Companies ANNUITAS GROUP | WEDNESDAY, JUNE 15, 2011
- A New Day in Marketing ANNUITAS GROUP | FRIDAY, DECEMBER 7, 2012
- A Strategic Approach to “Selling” Marketing Automation Internally ANNUITAS GROUP | TUESDAY, JUNE 5, 2012
- Software Advice Whiteboard Session with The Annuitas Group – Demand Generation Vs. Lead Management (Part Two) ANNUITAS GROUP | WEDNESDAY, DECEMBER 21, 2011
- What Do You Need for Successful Nurturing? ANNUITAS GROUP | WEDNESDAY, OCTOBER 6, 2010
- A B2B Perspective of Dreamforce ANNUITAS GROUP | FRIDAY, SEPTEMBER 9, 2011
- Why We Are Vendor Neutral ANNUITAS GROUP | MONDAY, DECEMBER 6, 2010
- Marketing Automation Software Guide: Executive Series Interview with Carlos Hidalgo ANNUITAS GROUP | WEDNESDAY, JANUARY 19, 2011
- Four Reasons to be Thankful You’re a B2B Marketer ANNUITAS GROUP | MONDAY, NOVEMBER 22, 2010
- Adopt an Operational Mindset ANNUITAS GROUP | TUESDAY, APRIL 23, 2013
- Quality Matters – Analyzing the Effect of Quality on the Lead Handoff Process ANNUITAS GROUP | WEDNESDAY, NOVEMBER 10, 2010
- You Don’t Know the Buyer, JACK! ANNUITAS GROUP | TUESDAY, MARCH 19, 2013
- Metrics That Matter ANNUITAS GROUP | MONDAY, APRIL 1, 2013
- The Future is NOW for B2B ANNUITAS GROUP | TUESDAY, FEBRUARY 26, 2013
- Not All Advice is the Right Advice ANNUITAS GROUP | WEDNESDAY, MAY 16, 2012
- 9 Things Marketers Need from Marketing Automation Vendors and Consultants – Part 1 ANNUITAS GROUP | MONDAY, JUNE 18, 2012
- 9 Things Marketers Need from Marketing Automation Vendors and Consultants – Part 2 ANNUITAS GROUP | THURSDAY, JUNE 28, 2012
- The Sales Perspective – An Interview with Jill Rowley of Eloqua ANNUITAS GROUP | TUESDAY, JULY 17, 2012
- Who is Marketing’s Customer? ANNUITAS GROUP | TUESDAY, AUGUST 14, 2012
- Account Based Marketing – An Interview with Jennifer Pockell-Wilson of Demandbase ANNUITAS GROUP | TUESDAY, SEPTEMBER 18, 2012
- Webinar: Getting More Revenue from Marketing Automation by Developing Lead Management ANNUITAS GROUP | THURSDAY, AUGUST 11, 2011
- The Annuitas Group and Harte-Hanks Announce Strategic Alliance ANNUITAS GROUP | TUESDAY, AUGUST 30, 2011
- Webinar: “Why Sales & Marketing are NOT Dirty Words” ANNUITAS GROUP | WEDNESDAY, SEPTEMBER 7, 2011
- The Annuitas Group Client Increases Closed Conversions by 43% & Revenues by 25% ANNUITAS GROUP | THURSDAY, JULY 7, 2011
- Apples and Oranges ANNUITAS GROUP | THURSDAY, AUGUST 19, 2010
- 5 Reasons Why Marketing and Sales Technology Just Won’t Work ANNUITAS GROUP | TUESDAY, SEPTEMBER 7, 2010
- An Interview with Andrew Gaffney – Editor-in-Chief of Demand Gen Report ANNUITAS GROUP | SUNDAY, OCTOBER 17, 2010
- Three Things You Can Learn from the Process of Planning and Nurturing ANNUITAS GROUP | THURSDAY, OCTOBER 28, 2010
| |
