5 Steps to Sales and Marketing Alignment for ABM Success


Whether “sales isn’t converting enough leads” or marketing is “sending sales junk leads,” chances are that the reality of your sales and marketing misalignment falls somewhere in the middle.

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More Effective Targeting With Intent Data In SDR Workflow


What intent data is and how we are using it to speak effectively with our prospects about their pains, concerns and needs — and drive more meetings and sales as a result

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Account-Based Events: Secrets to Success


Events are a tried and tested technique to build relationships with customers and prospects. Learn what our team discovered by applying a more personalized marketing strategy to our events, turning them into account-based events that align tightly with our overall ABM strategy

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How We Align Linkedin Advertising With Sales Outreach In Our ABM Strategy


In this post, you’re going to get an inside look at how our LinkedIn ad program works in conjunction with sales outreach. You’ll see exactly how LinkedIn has become an essential channel for generating new leads.

How B2B Marketing is Changing in 2018

Gain exclusive insights on priorities, tactics, and challenges from SMB Marketing Leaders.

How We Improved Our ABM Results by Giving Our SDRs Superpowers


An account-based marketing (ABM) approach has been essential here at LatticeEngines for effectively connecting with, engaging and penetrating accounts.

Blurred Leads: The #MKTGnerd Version


“But you’re a marketer, nerdy, it’s in your nature.” Blurred Leads Over the

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Demystifying B2B Customer Data Platforms


Without a doubt, the Customer Data Platform (CDP) market is real and here to stay. Adobe, Salesforce, and Oracle have all recently announced offerings in this space. As is often the case, however, along with the buzz comes confusion.

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Change Management in Marketing: Process, People and Tech


We recently released The CMO’s Guide To Tech, our epic collaboration with Craig Rosenberg

Making the Case for Predictive Marketing and Sales


Many companies out there are asking, what can predictive do for me? A recent webinar with SiriusDecisions Sr. Research Director Kerry Cunningham, Infer Sr.

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The Account-Based Marketing Playbook

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

3 Examples to Help You Understand the Power of Predictive Marketing


There has been an explosion of interest in predictive marketing and using machine learning to build models to predict

Customer Marketing: The Opportunity Most Marketers Miss


Who is marketing to your customers, or installed base? Or your competition? Your competition will certainly be marketing but

Improving Data Quality: Safety in Numbers


In many ways, data is the lifeblood of a B2B organization. In particular, both Sales and Marketing invest

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Finding Your Perfect Match: What Online Dating and Predictive Lead Scoring Have In Common


With Valentine’s Day around the corner, I’ve noticed an influx of advertising of the various online dating sites

7 Marketing and Sales Strategies to Grow Your Revenue Fast

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

Not All Predictive Models are Created Equal


Two key ingredients are required for efficient, highly predictive models – data and analytics. While the data is crucial,

Preparing your Enterprise for AI: Lessons from predicting sales for B2B


Artificial Intelligence (AI) lurks behind consumer applications, often without the end-user’s knowledge. From identifying images to recommending friends to serving the right ad, web-scale data has rendered many old algorithms (e.g.,

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The Power of the Cloud: Uncover Hot Leads Hiding in Plain Sight with Predictive Scoring


Quick, look at your lead funnel activity and try to identify the companies that matter most to your business

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Manage, Monitor, and Merge Data-Driven Sales Metrics


You may have a CRM system, such as, that curates data from previous sales interactions and

A Crash Course in B2B Email Creative

Speaker: Howard Sewell, President, Spear Marketing Group

Too often, email campaigns are seen as something that "just anyone" on your team can put together. But in today's attention economy, strong creative can be the defining factor that gets your email to stand out in the inbox. Join Howard Sewell of Spear Marketing Group, a leading B2B agency, as he uses real-world examples to highlight tips, techniques and key principles that can make or break your campaigns.

The Four Ds of Personalization at Scale


Learn the four 'Ds' to have a successful personalization program, based on McKinsey's recommendation

In the Land of AI, Context is King


The world is going full-on AI. In our personal lives, tools like Apple’s Siri, Amazon Alexa and Google Now are becoming more mainstream (my Mom, for instance, is now using Siri to make calls, find out directions, etc). The same has been happening in the B2B world.

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So You’re A #MKTGnerd: Top List of Marketing Nerds


Marketing nerds unite! Gone are the days when being a nerd is looked down upon. We don’t have

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How Marketers Are Using Account Level Buying Signals to Find the Best Leads


Some marketers have been fumbling with developing models of their ideal buyer personas to determine what influences their buying decision

5 Imperatives of a Rockstar ABM Program

Speaker: Danny Nail, Sr. Director, Head of Global Account Based Marketing, SAP

Want to get started with ABM, but not sure where to begin? It's all about understanding: understanding your customers, understanding on an organizational level what your definitions, approaches, and ideal outcomes are, and having the understanding - and support - of your stakeholders. Join Danny Nail, Head of Global Account Based Marketing at SAP and SAP Marketer of the Year, as he explains five concrete steps your organization can take to achieve ABM excellence.

How to Get Through to CMOs


With the rise of marketing technology, more and more companies are looking to get into the

4 Tips on Fostering a Great Sales Enablement Relationship Between Sales and Marketing


At this time, the meaning and function of sales enablement may still differ from company to company. However, no matter

Predictive Lead Scoring at Marketing Nation Roadshow 2014


Did you miss out on seeing Predictive Lead Scoring in action at this year’s Marketo Marketing Nation Summit? Fear not,

A #MKTGnerd’s Guide to #SDSummit14


Heading to the SiriusDecisions Summit next week? The agenda is overloaded with amazing content from the Sirius team.

Customer-Centric Websites: Successful Strategies to Engage B2B Buyers

Speaker: Kellie de Leon, Vice President of Marketing & Strategy, The Mx Group

Chances are, you’re under the gun to convert more leads from your website. To increase conversion, your site needs high-quality content, user-friendly navigation paths, and calls to action that appeal to your target customers. But how do you go about this? And wouldn’t it be great to see some real-world examples from B2B companies that are doing it successfully? Kellie de Leon, VP of marketing and strategy at B2B agency The Mx Group, works with marketers every day to help them create and execute customer-centric strategies and content that increase web engagement and conversion. In this webinar, she'll discuss how to make your website more customer-centric.

3 Types of Must-Have Sales Enablement Content


Here is a list of must have sales enablement content to get you help turn your sales team into superheroes

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Why The Time is Ripe for Predictive Marketing


The Rise of Predictive Marketing Predictive marketing works by taking all the data in the world – from both internal

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No MQL Left Behind – Alignment Tips & Tactics for a Smooth Handoff to Sales


Our precious, precious, MQLs. We hunt them down, we nurture them up, and, finally, we pass them over

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Bring Sales And Marketing Together To Create Sales Playbooks


Sales playbooks are the epitome of marketing and sales alignment. Sales playbooks are a compilation of

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4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

9 Books Every Marketer Should Read


Predictive Analytics Insights from CRM and Marketing Automation As the adoption of CRM and Marketing Automation matures

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Straight Talk from CMOs Sales and Marketing Alignment


Improving Marketing Effectiveness: Marketing And Sales Alignment According to Forrester Research, 92 percent of B2B organizations struggle with

#MKTGnerd Alert: Meet The Winners


It’s been said that right now is the most fun time to be in marketing. We have the

Account Scoring – The New Black?


As we lead up to Eloqua Experience 2013, I remembered back to last year’s event in

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Building Your Demand Gen Team for ABM

Speaker: Jessica Cross, Manager of Demand Generation, Rollworks

The benefits of using account-based marketing in your Demand Generation team are considerable: by getting as many engaged, qualified accounts as possible, your conversion rate will be higher and you'll find that Marketing and Sales are (gasp!) more aligned. Sounds great, doesn't it? But how do you even find the resources to make it happen? Join Jessica Cross, Manager of Demand Generation at Rollworks, as she explains how to build your Demand Generation team to best carry out ABM - even if your team is small. In fact, her own team only has 3 people!