Remove work

ANNUITAS

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BANT for Lead Qualification Just Won’t Work

ANNUITAS

The approach to BANT qualification focuses on an individual not a buying committee – yes, I am aware that one of the questions is authority, but rarely will a B2B buyer provide the list of people who are on the buying committee and pave the way to the key decision maker(s) – this will happen once they have a good working relationship with sales.

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What’s Working in B2B Content Strategy

ANNUITAS

Never underestimate the importance of your website. Once again, the two most used sources for research are general web search and vendor websites. Blog B2B Marketing Buyer''s Jouney content marketing Demand Generation DemandGen report'

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Marketers…We Still Have Work to Do

ANNUITAS

Last week, I had the privilege to serve as one of the presenters at the inaugural Interact13 event, a conference focusing on content marketing, social media, and other interactive marketing media for the B2B and B2C marketer.

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5 Reasons Why Marketing and Sales Technology Just Won’t Work

ANNUITAS

  Somewhere in the course of the conversation, one of the marketing folks in the room made the statement, “We have marketing automation, but it just doesn’t work.”    This company had invested in sound technology platforms, but in the words of the marketing manager, “they just weren’t working.”.   The result?

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How Sales Can Build Better Digital Relationships with Prospects

ANNUITAS

Change in the working environment, change in the tools companies are using, and change in how buyers seek information and make purchases. No question about it: salespeople need to adapt (and quickly) to a digital-first approach that actually works. There’s been one constant over the last year and a half: change.

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Introducing the ANNUITAS Go-to-Market Assessment    

ANNUITAS

You’ve done segmentation and persona work. You have done (some) customer journey work. Your go-to-market works in theory, but you cannot operationalize it. Committing random acts of sales and marketing : The second problem is that the string of activities are not orchestrated or working together.

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Randolph the Go-to-Market Reindeer

ANNUITAS

“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?