ANNUITAS

Are You Committing Random Acts of Marketing and Sales?

ANNUITAS

How to know if your marketing and sales efforts are eroding your growth. How would you describe your current marketing and sales motion? Do you have a finely tuned, highly repeatable, highly predictable model for generating demand and closing business?

Sales 168

Customer-Centric Selling: 8 Deeper Questions to Ask to Understand Your Buyer

ANNUITAS

I once was on the phone with a client who was describing his sales organization to me and he said something that caught my attention: “My people have gotten robotic. They come right out and ask how many seats the prospect has.

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

The Case for Rapid — Not Gradual — Digital Demand Transformation

ANNUITAS

Marketing and sales once were considered separate, but allied, disciplines, but major change is afoot. Companies are starting to consider “go-to-market” more holistically and so they’re building teams focused around integrative concepts such as “ Revenue Operations” (RevOps) and “ Strategic Demand.” ” Taking a rapid approach to digital demand transformation is key to this process.

Demand 108

6 Components of a Perpetual Demand Generation Program

ANNUITAS

What makes Demand Generation perpetual ? I’ve been thinking about this while considering an update of my last post on this topic. One key component (other than a decreased reliance on tactical, campaign-based activities to drive demand) is its adaptability.

The Account-Based Marketing Playbook

Account-Based Marketing is a strategy, not a solution.

Business Leaders Not Satisfied with Marketing Success Metrics

ANNUITAS

Preliminary Findings from the ANNUITAS 2019 Demand Generation Performance Survey. Would You Change Your Marketing Team KPIs If You Could? Receive a copy of the ANNUITAS 2019 Demand Generation Performance Survey when it becomes available by clicking here.

Survey 184

Events – Essential For Every Demand Generation Strategy

ANNUITAS

I had the opportunity to spend last week at the Content Marketing World (#CMWorld) event in Cleveland.

Demand Generation’s Problem with Content Marketing Evangelism

ANNUITAS

I had my heart broken at Content Marketing World in Ohio this week. I was very pleased to return to Cleveland for my sixth #CMW, and curious to see what was new at the show as I had missed last year’s event. Event founder Joe Pulizzi came back from a 9-month sabbatical (and 30-day technology detox) refreshed and inspired, delivering an aspirational keynote advising focus, dedication to your goals, and empathy and awareness for the good of others as well as yourself.

Making the Case for Account-Based Marketing: Doing the Math

ANNUITAS

Many of our clients have been very interested in Account-Based Marketing, and understanding the implications of adjusting their strategies to focus more on targeted accounts rather a demand strategy focused on volume.

The Real Truth About B2B Marketing And The Social Media Platforms You Need

ANNUITAS

I’ve read a few articles about social media and B2B Marketing lately that have blown my mind. You won’t believe number three…OK, there is no number three. And this is not a listicle. However, I read an article recently that got me thinking as it raised some interesting points about social and B2B.

Win Sales Calls with Webinar Production

Speaker: Dawn Baron, President, Passion Profits Consulting, and Shelley Trout, Webinar Producer, Aggregage

As a B2B marketer in 2020, you are being asked to do a lot: brand building, create content, build position as thought leader, generate leads, create ongoing touchpoints with prospects, and ideally generate sales calls. And do all of this with limited resources and time in a crowded world that is fighting you for attention. That’s a big challenge, and we believe a key part of the answer to that challenge is the smart application of webinars for B2B audiences. If you have held back on doing webinars because of the level of effort, or if you want to up your webinar effectiveness, then you won’t want to miss this unique presentation with expert webinar producers Dawn Baron and Shelley Trout.

What Type of CMO Do You Have?

ANNUITAS

It’s been a while since you’ve heard from the ANNUITAS blog– and we’re very pleased to be back – but we’ve spent the last year creating a lot of new content centered on helping our customers find the answer to a very specific question: What type of CMO do you have? Frustrations with Demand Generation.

CMO 164

The ANNUITAS Perspective on the Adobe Acquisition of Marketo

ANNUITAS

A Memo from CEO Adam Needles to ANNUITAS clients on the Adobe Acquisition of Marketo. Good morning. You probably saw that late yesterday Adobe bought Marketo. And if you didn’t, now you know!). For those of you with Marketo in your Demand Process technology stacks, your next question is probably what does this mean for me ? And what does this mean for our ANNUITAS Perpetual Demand Generation ® (PDG) investments?

The Only Analytics That Matter Are Your Own

ANNUITAS

Without looking at a calendar, I always know when it is Tuesday. Every Tuesday at 11 a.m. it is inevitable that my email inbox explodes with emails urging me to download the latest guides on marketing know-how and friendly token-filled messages from sales reps simply “checking in”.

The Problem Pursuing Perfection, Especially in Marketing

ANNUITAS

Perfect is the enemy of Good. The quest for excellence shouldn’t be confused with pursuing perfection, yet it’s a trap many marketers fall into. Many enterprise marketers get caught up in producing the “perfect” campaign or the “perfect” web site.

5 B2B Marketing Trends that You Can't Ignore in 2020

Speaker: Pam Didner, Marketing Consultant, Author and Speaker

Pam Didner, B2B tech marketing consultant, speaker, and author of Effective Sales Enablement and Global Content Marketing, will present the essential marketing trends you need to know in 2020. She'll discuss digital challenges that marketers commonly face and share actionable solutions and templates you can apply to your job in real-time.

Why Demand Generation Should Be Perpetual

ANNUITAS

This is the second year that ANNUITAS has conducted its Enterprise B2B Demand Generation Survey with the goal of gaining better insights into the approach that enterprise organizations take to demand generation.

The Key Marketing Automation Players On Your Team

ANNUITAS

You’ve vetted the vendors, selected your features, sized your database and scheduled your implementation; you are now ready to deploy your marketing automation platform, right? Wrong.

Changing Buyers and the Future of B2B Sales – An Interview with DSG Consulting

ANNUITAS

From time to time on the ANNUITAS blog we have the opportunity to sit down with those in the B2B Marketing and Sales industry and get their take on the market and trends that are happening in the space.

The Change in B2B – 4 Rules To Live By

ANNUITAS

According to the latest B2B Buyer research published by DemandGen Report, the world of B2B marketing is continuing the get more complex and our buyers more sophisticated.

Rules 247

Key Trends in Marketing: Thought Leadership

Thought leadership is a highly effective marketing strategy that highlights an organization’s talent, experience and passion while answering the most pressing questions faced by its target audience.

SiriusDecisions Summit 2015: The Un-Death of B2B Sales

ANNUITAS

I’ve got to admit, when SiriusDecisions’ Jennifer Ross and Marisa Kopec opened their keynote session yesterday morning saying their presentation was going to be “provocative”, I was skeptical.

B to B 250

3 Steps to Improve Marketing and Sales Alignment

ANNUITAS

Whether you’re more like Ham or Smalls, chances are you’ve had a conversation with sales that included some miscommunication.

Sales 234

What Being Agile Means for Today’s Marketers

ANNUITAS

In today’s world of marketing we have new things bombarding us on a daily basis. The newest trend, the newest buzz word, the newest technology. As I think back on my own career, it’s hard to believe that once upon a time I thought variable printing on direct mail was revolutionary.

Enterprise B2B Marketers – How Did We Do In 2015?

ANNUITAS

Last year, ANNUITAS launched a new kind of Demand Generation Survey. Unlike many surveys that are conducted each year, this survey focused solely on the Demand Generation practices at B2B enterprise companies ($250m+ in Annual Revenue).

Maximize Results Of Attending A Trade Show

Attending trade shows helps your business find new prospects and make connections. By downloading this white paper, you will learn how setting goals and adding pre-planning to every trade show and industry event you attend makes a considerable difference.

Put The Phone Down – I’m Not Ready

ANNUITAS

No wonder we hate to pick up the phone these days. It’s always a sales call. Seriously. I love technology, marketing automation, CRMs — I couldn’t do my job without them. However, sales teams, please use them wisely or their power will backfire on you.

3 Ways To Create Content That Converts

ANNUITAS

The pressures to build a solid Demand Generation Strategy that is perpetual with content marketing that converts is high. So much so, that at times marketers may resort to tactics that might fall into the questionable practices category. Do you recognize any of the following content marketing misses?

Marketing Automation Hacks

ANNUITAS

B2B marketers are always pressed for time. Marketers build strategies, run programs, manage technologies and teams, so how do we make the most of our time? The goal is to be as efficient as possible while still producing a quality product. Work smarter, not harder.

3 Core Elements to Stay On Top of When Launching a Website

ANNUITAS

If you’ve ever launched a website, you know that Murphy’s Law does in fact exist: anything that can go wrong, will go wrong. From small grammar mistakes to plugins that make the site inaccessible, you must be prepared to troubleshoot both the expected and unexpected.

A Guide to B2B Marketing Essentials

As modern B2B marketing expands and audiences evolve, new best practices for B2B marketing emerge. To stay on top of their game, marketers need to regularly add new methods to their playbook.

Right vs. Wrong – B2B Sales People and Additional Thoughts About the SiriusDecisions B2B Buyer Research

ANNUITAS

The B2B marketing and sales world was abuzz a few weeks ago when SiriusDecisions reported that the decline in importance of the B2B sales person, which has been reported by many, has been greatly exaggerated.

Do Your Personas Need a Makeover?

ANNUITAS

Right now there are a lot of misguided, well-meaning marketers working on beautifully crafted, useless personas. Now, I’m not joining the persona naysayers (you know who you are).

Today’s Buyers Are Not Mono-Channel

ANNUITAS

I was recently in the market for a new car and while I was fairly certain I knew the car I wanted, I was intent on doing my research. Like most people in today’s digital age, I went to Google TM and typed in “best all wheel drive vehicles” and scanned through the results.

Why Buyer Personas Are Not a Waste of Time

ANNUITAS

A recent article on MediaPost raised the question “Are Buyer Personas a Waste of Time?” The article quoted Michael Jaschke, CEO of 48Bricks , an ad tech company, as saying, “The premise of trying to model consumer behavior based on massive amounts of data does not work.”

Why and How to Dominate Google's Featured Snippets

Speaker: Kathleen Booth, VP of Marketing at Prevailion

Until recently, getting to position #1 on the search engine results pages (SERPs) was the holy grail of digital marketing. Now, Google has introduced featured snippets - effectively creating a “position zero.” Through real-world examples and case studies, learn why owning the featured snippet is so important, how to dominate position zero, and what impact it will have on your traffic and leads as the future of search continues to evolve.

Stop Wasting Time in Excel for Data Management- Focus on R

ANNUITAS

*This post first ran March 2016 via ANNUITAS.com. If you have spoken with a data scientist in the past few years, you’ve probably heard him or her talk about “R.” R is a statistical programming language created in 1993 and is the modernization of the classical programming language “S.”

A Lack of Content Marketing Strategy Impedes Demand Generation

ANNUITAS

Once again 2014 will be a year that Content Marketing is front and center for a majority of B2B marketing departments. While the buzz about content marketing continues, it still seems to be quite a challenge for most marketers.

6 Considerations When Building a Perpetual Nurture Program

ANNUITAS

The term “nurture program” can have different meanings to people across, and even within, organizations.

Build 175

3 Demand Generation Trends to Watch in 2019

ANNUITAS

Data Driving Personalization and Account-Based Marketing While Protecting Buyer Privacy. Adobe announced that consumer demand for personalized content reached an all-time high in 2018, a theme that underscored some of the most prominent trends of the year. In this new world where 42% of buyers become “annoyed” by non-personalized content, adoption of account-based targeting strategies and innovative marketing technology solutions is growing rapidly in marketing organizations.

How to Successfully Modernize Your B2B Industry

To maintain profitable growth, B2B owners must take advantage of all the applicable modern tools. The industries must update their strategies to smoothly run the campaigns without hassle. The actionable tips mentioned here will help you in this area.