Lattice

OCTOBER 12, 2015

“Ever stop and wonder if everything you know about B2B marketing is wrong?” ” That’s the question on the top of Sangram Vajre ‘s mind. Sangram is the CMO of Terminus , a software company in business to help marketers use ABM to grow revenue. And it should be at the top of your mind too.

Account Based Marketing 100

Account Based Marketing Top of Funnel ABM Lock-In 100

Heinz Marketing

JULY 26, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. You can even ask Alexa! My name is Matt Heinz.

Top of Funnel 107

Top of Funnel Marketing Automation Services Budget Programs Work Management 107

Marketing Insider Group

AUGUST 30, 2019

“Strategy without tactics is a daydream; tactics without strategy is a nightmare.” Influenced by Sun Tzu and coined by Sagefrog CEO and Co-founder Mark Schmukler, this quote implies that there’s a clear difference between marketing strategy and marketing tactics. Spend 10% of Revenue on Marketing.

Resource Management 100

Resource Management Work Management CMS Development Marketing Management 100

ViewPoint

JUNE 2, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Prospects will move up and down in the funnel.

Lead Nurturing 120

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 120

Zoominfo

AUGUST 3, 2022

Unfortunately, that’s not really an actionable business tactic. All too often, marketing budgets are the first to be scaled back. But cutting back on marketing isn’t always what’s best for your business. Should You be Cutting Back on Marketing Spend? In fact, it could be catastrophic.

Marketing Budget Creation 130

Marketing Budget Creation Marketing Budget Planning Advertising Agencies 130

Engagio

JANUARY 7, 2019

For the third year in a row, we bring you the “prophets of profit” where we ask some of the top thinkers in B2B marketing what they believe the future holds for Account Based Marketing. These trailblazers offer their predictions of trends in the B2B marketing world for 2019.

Account Based Marketing 76

Account Based Marketing ABM Budget Programs B2B Thought Leadership 76

The Lead Agency

APRIL 14, 2024

Tired of trend lists that don’t apply to the unique challenges of B2B marketing? B2B marketing can be complicated; buyer journeys are messy. Multiple stakeholders and longer decision-making processes bring unique challenges, and the how-to tips everywhere online are mostly irrelevant in B2B industries.

Work Management 62

Work Management Paid Content B2B Marketing Trends 62

6sense

DECEMBER 16, 2021

In a recent blog post , we covered the basics of account-based content personalization and explained why it’s so important. ( TL;DR: ABM delivers impressive results because it helps revenue teams convey the right message to the right business audience at the right time through the right channel.) . Let’s dive in.

Top of Funnel 62

Top of Funnel Marketing Websites Personalization Resource Management 62

DemandBase

MAY 28, 2020

According to Forrester (in their report “ Why Marketers Can’t Ignore Data Quality “), “Thirty-seven percent of marketers waste marketing spend as a result of poor marketing/media data quality. But this is no time to fritter away marketing dollars chasing after the wrong accounts.

Efficiency 71

Efficiency Account Based Marketing Sales Qualified Leads DemandBase 71

Circle Studio

MAY 14, 2020

There are so many tactics available to marketers today it’s easy to lose sight of the most important thing — your marketing strategy. Are the tactics you’re choosing aligned with the goals you’ve set for your company? How can you tell if your marketing strategy is due for an update? No nutritional content.

Marketing Strategy 148

Marketing Strategy Marketing & Strategy Webinar Metrics Planning 148

Terminus

MAY 16, 2017

Over the past year, their marketing team has launched and scaled an innovative account-based marketing program with Terminus. VersionOne was an early adopter of Terminus (they started back in 2015), so we went down to their office to meet with their ABM Superhero squad to learn more about their award-winning ABM program.

Account Based Marketing 22

Account Based Marketing Enterprise Management ABM Work Management 22

Metadata

JANUARY 27, 2022

Plenty of candidates can “talk the talk”—dropping buzzwords and impressive metrics as they move through the interview process. My top interview questions for demand generation managers. Our best candidates understand the funnel past marketing, all the way through Customer Success and renewals. But, it’s worth it.

Demand Generation Agencies 52

Demand Generation Agencies Demand Generation Cost per Lead Work Management 52

ViewPoint

JANUARY 27, 2017

I start with Matt Heinz : If we could get more sales and marketing teams to develop and agree on this model TOGETHER, we’d have a foundation for much better, more efficient and effective sales results well into 2017 and beyond. In our experience, few sales executives have something this complete, or know how to leverage it well.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 120

KEO Marketing

JUNE 29, 2017

This year, it continues to meteoric rise among B2B and B2C companies alike, who are using it to connect with customers and make sales. digital marketing spend is predicted to reach almost $120 billion. There are many different uses for marketing automation depending upon your business’ needs. Pursue Marketing Analytics

Sales Management 48

Sales Management Account Based Marketing Paid Search Agency Allocation 48

Madison Logic

AUGUST 26, 2020

To make account-based programs even more successful, marketers should include the following three tools in their 2021 plans. Tool 1: Multichannel Media Programs for Full-Funnel Engagement. Tool 2: Intent Data for Account Prioritization and Insights. Sales is an even tougher job than usual these days.

Budget Programs 52

Budget Programs Paid Search Agency Tools Top of Funnel 52

markempa

DECEMBER 12, 2016

Dave Green interviewed Trish Bertuzzi ( @bridgegroupinc ), author of the popular book, The Sales Development Playbook. For the majority of B2B companies with complex sales, marketing-generated leads rarely account for 50% of revenue and often it’s often much less. Now it’s time for sales to step up.

Account Based Marketing 84

Account Based Marketing Marketing Qualified Leads Lead Scoring Lead Ranking 84

The ABM Agency

JANUARY 15, 2021

For some B2B companies, the 2021 marketing budget has increased due to the ongoing COVID-19 pandemic. Dollars usually spent on trade shows, in-person events, and travel expenses are up for grabs; the sales team is working virtually, spending less cash on entertaining potential clients. Content Creation: 30%.

Budget Programs 52

Budget Programs Paid Content Paid Search Agency Marketing Budget Creation 52

Valasys

MARCH 2, 2020

The term remarketing covers all the strategies that bring the customers to the website to complete the buying process. Read more on How Omnichannel Reputation management Assists in B2B Branding. This includes the evaluation of an increase in sales, audience profiles, conversions, and attribution.

Paid Content 59

Paid Content Conversion Effectiveness Top of Funnel 59

B2B Marketing Analytics

FEBRUARY 24, 2020

The most common ask from the marketing leaders these days is to demonstrate the quantifiable impact that their organizations are making on the pipeline. As the importance of marketing analytics continues to grow, the number of metrics that are available for marketing teams to track is growing exponentially as well.

Marketing Attribution 66

Marketing Attribution Multi-Touch Attribution Analytics Allocation 66

Valasys

AUGUST 13, 2019

Sales readiness is a core component of sales enablement. Companies are under tremendous pressure to deliver the results desired, particularly in terms of sales revenues. The sales methodology also needs to be optimal to match the interests of the prospects, so that sales conversions can be expedited & optimized.

B2B Sales 40

B2B Sales Work Management Top of Funnel Paid Search Agency 40

Terminus

MAY 12, 2017

With account-based marketing, Localytics was able to 2x the amount of sales pipeline generated for every marketing dollar spent. Localytics’ ideal customers are enterprise brands with sophisticated marketers that understand the power and potential of mobile. Addressing Marketing and Sales Challenges.

Account Based Marketing 20

Account Based Marketing ABM Efficiency Top of Funnel 20

B2B Marketing Analytics

FEBRUARY 4, 2019

Marketing Analytics and ROI are the 2 terms making a lot of noise across the marketing world to the point that they are almost beating “ ABM ” in the popularity. What do these terms actually mean for a marketer and why are they becoming a top priority for all marketing organizations?

Marketing Attribution 74

Marketing Attribution Multi-Touch Attribution Analytics ROI 74

Terminus

NOVEMBER 20, 2015

This video marketing summit included B2B marketing mavens and innovative video marketing rockstars from top firms nationwide. In my presentation, I discussed how implementing an account-based marketing strategy such as #FlipMyFunnel can improve the success of any B2B marketing campaign.

Account Based Marketing 20

Account Based Marketing B2B Marketing Marketing & Strategy Marketing Strategy 20

PureB2B

SEPTEMBER 28, 2020

The philosophy of marketing has always been focused on positioning a brand to enable product sales. Marketers are usually hands-off when it comes to sales numbers and goals, but that’s beginning to change. In its simplest form, you take ownership over the sales pipeline. Content Syndication.

Lead Ranking 62

Lead Ranking Marketing Qualified Leads High Quality Lead Top of Funnel 62

Terminus

AUGUST 25, 2022

We fought our way through a global pandemic for which there was no marketing playbook and we saw a good chunk of our pipeline erased as in-person events were canceled, the virtual market became flooded with content, and we seemed to be up against a new socio-economic crisis each week. Rep efficiency is key. Heck Yeah.

Marketing Analytics Tools 26

Marketing Analytics Tools Ideal Customer Profiles Top of Funnel Budget Programs 26

Televerde

NOVEMBER 24, 2020

If channel partners aren’t using market development funds (MDF) to boost lead generation and enhance sales pipeline, they’re missing out on an opportunity. It’s up to channel partners to harness those MDF dollars and use them to boost sales. Why Channel Partners Can’t Afford to Ignore Market Development Funds.

Work Management 59

Work Management Marketing Management ROI Advertising Agencies 59

Aberdeen

JANUARY 25, 2019

In this week’s roundup of intent data news and features, we’ll assess marketing budgets, touch on LinkedIn, take a trip to an unfamiliar industry, and consider how to format a B2B content marketing strategy. B2B Marketing Budget Boost. Format Content Marketing for B2B Conversion.

Intent Data 40

Intent Data Intent Spending Top of Funnel 40

Marketing Insider Group

AUGUST 30, 2019

“Strategy without tactics is a daydream; tactics without strategy is a nightmare.” Influenced by Sun Tzu and coined by Sagefrog CEO and Co-founder Mark Schmukler, this quote implies that there’s a clear difference between marketing strategy and marketing tactics. Spend 10% of Revenue on Marketing.

Resource Management 21

Resource Management Work Management CMS Development Marketing Management 21

LeanData

APRIL 20, 2017

In a new LeanData survey, The State of Lead Management , more than 500 B2B sales and marketing professionals said that 25.5 percent of marketing-generated leads, on average, are assigned to the wrong account owner in their organizations. Maybe those leads eventually get reassigned to the right person for follow-up.

Marketing Qualified Leads 53

Marketing Qualified Leads Leads Lead Top of Funnel 53

Content4Demand

NOVEMBER 13, 2018

According to Tam, side effects can include lack of innovation, wasted budget and resources, lengthy and unwieldy processes and more. The second cause is the changing of buyer preferences … and we are part of that change,” said Canare. “You You need to make sure all of these things come together now.”.

Enterprise Management 54

Enterprise Management Work Management Marketing Management Marketing Automation Services 54

The Point

APRIL 23, 2020

There’s plenty of debate online about the merits of marketing spend in a recession, but the reality is that many B2B firms are currently cutting back on large-scale investment. Map your content. Audit your existing content library and map each asset by form factor, persona, vertical and funnel stage (early, mid, late).

Budget Management 263

Budget Management Spending Work Management Marketing Management 263

LeanData

APRIL 20, 2017

In a new LeanData survey, The State of Lead Management , more than 500 B2B sales and marketing professionals said that 25.5 percent of marketing-generated leads, on average, are assigned to the wrong account owner in their organizations. Maybe those leads eventually get reassigned to the right person for follow-up.

Marketing Qualified Leads 40

Marketing Qualified Leads Leads Lead Top of Funnel 40

LeanData

APRIL 20, 2017

In a new LeanData survey, The State of Lead Management , more than 500 B2B sales and marketing professionals said that 25.5 percent of marketing-generated leads, on average, are assigned to the wrong account owner in their organizations. Maybe those leads eventually get reassigned to the right person for follow-up.

Marketing Qualified Leads 40

Marketing Qualified Leads Leads Lead Top of Funnel 40

The ABM Agency

APRIL 30, 2023

Reading Time: 14 minutes What is Account Based Marketing? As a CMO at a large B2B SaaS organization, you may be familiar with the concept of Account Based Marketing. We will also provide insights on how to effectively implement an account-based marketing strategy for your organization.

Account Based Marketing 52

Account Based Marketing Ideal Customer Profiles B2B Marketing Sales Qualified Leads 52

Madison Logic

MARCH 26, 2024

As you focus on crafting and distributing content that appeals to buyers’ emotions and, ideally, drives a sense of urgency toward realizing there’s a problem they need to solve, you must also remember that buyers are getting ads and content from competitors, too.

Account Based Marketing 52

Account Based Marketing ABM Top of Funnel Webinar Metrics 52

Rev

SEPTEMBER 18, 2018

A methodical approach to Avaya’s sales and marketing funnel sent conversions skyrocketing at all stages of their pipeline, using a simple change any marketing team can implement. Would you love to tell your board how you boosted sales-qualified-leads by 150 percent? How well does your funnel perform?

Top of Funnel 113

Top of Funnel Sales Qualified Leads Lead Ranking Conversion 113

Leadspace

AUGUST 16, 2017

If there’s one common line between this and all the other evolutions in B2B marketing we’ve seen in recent years, it’s the evolution of a more targeted model for demand gen, which increasingly resembles consumer marketing in its emphasis on audience personalization. Consumer marketers do this as a matter of course.

Marketing AI 54

Marketing AI Work Management B2B Marketing Marketing Management 54