Terminus

OCTOBER 10, 2023

Manager of Strategic Marketing at LexisNexis focused on the marketing strategy, implementation, and operations for the mid-sized law firm business segment. LexisNexis and ABM LexisNexis is a global powerhouse in the world of legal, regulatory, and business information and analytics. The central challenge?

Account Based Marketing 29

Account Based Marketing ABM Touchpoints Multi-Channel 29

Oktopost

MARCH 4, 2024

The average SaaS sales cycle lasts 84 days and includes various touchpoints, from engaging with a post on social media to reviewing a product page and getting a product demo. This complexity makes marketing efforts even more crucial, as you must engage with your prospects throughout their customer journey. It’s that simple.

Ideal Customer Profiles 62

Ideal Customer Profiles Top of Funnel B2B Marketing Marketing & Strategy 62

Engagio

MAY 2, 2017

As marketing and sales teams shift to strategies that involve more personalized, direct interactions with consumers, many are turning to Account-Based Marketing (ABM). ABM is great, but many marketers are wondering which channels they should leverage as they shift to an account-based strategy.

Account Based Marketing 75

Account Based Marketing ABM Marketing & Strategy Cross-Selling 75

PathFactory

MARCH 6, 2023

Everything from economic conditions, the B2B technology landscape, and the amount of data companies have access to has made go-to-market teams reconsider how they conduct customer outreach and generate leads. For example, when it’s harder to bring on new accounts, ensure there’s a team-wide focus on expansion and cross-sell.

Top of Funnel 52

Top of Funnel Buyer's Journey Lead Ranking B2B Marketing 52

SalesIntel

FEBRUARY 19, 2024

This allows for more targeted and personalized outreach, increasing the likelihood of conversion. Selling tactics are very critical, as a lead database usually degrades by about 22.5 % each year. Cross-sells and upsells are all a part of this approach. As a result, you might miss a good opportunity to close a deal.

Sales Management 95

Sales Management B2B Sales Top of Funnel Marketing & Strategy 95

Terminus

JUNE 30, 2017

Over the past few years, more and more of that technology has begun to focus on account-based marketing instead of traditional, lead-centric B2B marketing. What is Account-Based Marketing? Account-based marketing (ABM) is all about focusing on accounts instead of leads.

Account Based Marketing 29

Account Based Marketing Ideal Customer Profiles Paid Search Agency B2B Marketing 29

ClickZ

NOVEMBER 19, 2020

Whether you’re a retailer or B2B seller, having a complete view of your integrated touchpoints enables you to categorize leads into hot or cold and create contextual messaging that is more likely to convert. In B2B sales, “Account-Based Marketing” is a buzz word, but any marketer can apply the main principles: ?.

Marketing AI 144

Marketing AI Marketing Strategy Marketing & Strategy Paid Search Agency 144

SalesIntel

FEBRUARY 19, 2024

This allows for more targeted and personalized outreach, increasing the likelihood of conversion. Selling tactics are very critical, as a lead database usually degrades by about 22.5 % each year. Cross-sells and upsells are all a part of this approach. As a result, you might miss a good opportunity to close a deal.

Sales Management 52

Sales Management B2B Sales Top of Funnel Marketing & Strategy 52

Inbox Insight

JANUARY 28, 2020

These days, we see more B2B businesses turning to account-based marketing (ABM) as their go-to strategy with 88% claiming to see an improvement in conversion rates. Not only has GDPR immobilized the mass marketing trend, but industry is tiring of broad-based, high-volume, low-return schemes.

Account Based Marketing 90

Account Based Marketing Demand Generation Ideal Customer Profiles Allocation 90

LeanData

NOVEMBER 15, 2022

Implementing and leveraging an account-based marketing (ABM) motion pays off with a larger, healthier sales pipeline, increased account engagement and bigger deals, closed more quickly. This post covers how to overcome four common challenges B2B revenue teams face when deploying an account-based strategy.

Account Based Marketing 98

Account Based Marketing ABM Ideal Customer Profiles Demand Generation 98

LeanData

MARCH 31, 2021

Implementing and leveraging an account-based marketing (ABM) motion can pay off with a larger, healthier pipeline, increased account engagement and bigger deals, closed more quickly. Align Sales & Marketing. Upsell/cross-sell a segment of your existing customer base.

Account Based Marketing 59

Account Based Marketing ABM Ideal Customer Profiles Marketing Analytics Tools 59

Engagio

APRIL 20, 2020

How should B2B marketers be planning their programs and strategies for the rest of 2020 and beyond? As you’ll see, Account-Based Marketing is more relevant and effective than ever before. What tactic should B2B marketers be doing right now to hit their goals during the COVID-19 crisis? Todd Berkowitz.

Work Management 131

Work Management Tactics Account Based Marketing Marketing Management 131

Conversica

NOVEMBER 25, 2022

Given an organization’s shifting internal panel of stakeholders and the complexity of large-scale B2B deals, Account Based Selling (ABS) has emerged as a profitable sales strategy. What Is Account Based Selling? So, what exactly is Account Based Selling ?

Ideal Customer Profiles 97

Ideal Customer Profiles Sales Management Lead Ranking Enterprise Management 97

Martech

OCTOBER 10, 2022

The first place to start is to evaluate your full GTM strategy, with a spotlight on how your target markets operate and your customers buy. Owned and led by CXOs, this always-on GTM work is not a marketing thing, a sales thing or a strategy team thing. The market segments you prioritize. The best channels to market.

Marketing Analytics Tools 115

Marketing Analytics Tools Marketing AI Enterprise Management Work Management 115

Engagio

APRIL 20, 2020

How should B2B marketers be planning their programs and strategies for the rest of 2020 and beyond? As you’ll see, Account-Based Marketing is more relevant and effective than ever before. What tactic should B2B marketers be doing right now to hit their goals during the COVID-19 crisis? Todd Berkowitz. .

Work Management 87

Work Management Tactics Account Based Marketing Marketing Management 87

Engagio

APRIL 9, 2018

At Engagio, we’ve always believed that ABM is the single most important opportunity facing B2B organization today. As more modern teams embrace modern Marketing and join the revolution, they’re realizing that Marketing is not about automation, but rather it’s about orchestration. You are the drivers of the ABM ship.

Account Based Marketing 70

Account Based Marketing Ideal Customer Profiles ABM Lead Ranking 70

NetLine

JUNE 5, 2023

Personalize Existing Outreach : Leverage insights from buyer behavior occurring outside of your products and customer touchpoints. Cross-Sell/Upsell: Identifying client research on related services helps tailor cross-selling or up-selling offers accordingly. How Can Sales Best Use INTENTIVE?

Intent 52

Intent Intent Data Ideal Customer Profiles Intent Signal 52

SmartBug Media

OCTOBER 3, 2020

Perform all your prospecting and outreach and collect all your sales productivity tools in one place ( Sales Accelerator). Combining deal records is particularly helpful for cross-selling among different product lines by combining these deal records. For those of you who do most of your outreach in LinkedIn—good news!

Hubspot 98

Hubspot CRM Paid Social Agency Enterprise Management 98

DiscoverOrg

MARCH 13, 2017

In tech years, that was a million years ago, and today, so much has changed: Our solution is much deeper – delivering a comprehensive suite of sales, marketing, and predictive intelligence tools that enable organizations to more effectively identify, target, and engage with their top prospects at the right time with the right message.

CMO 184

CMO Enterprise Management Work Management Marketing Management 184

Terminus

MAY 23, 2019

That’s fine if you’re selling high velocity, e-commerce or consumer, but that’s not B2B. Tiny tweaks work for selling shoes, but to build long-term trust you need to consistently deliver expertise that people care about, when they need it, where they are. You manage what you measure. Start fixing it by measuring the right things.

Top of Funnel 20

Top of Funnel Sales Qualified Leads CPL Cost per Lead 20

Albacross

JANUARY 17, 2020

When we outreach to these companies, they already have a prior knowledge of who we are which in turn makes it less of a cold call or email. Devin McHatten Telos Digital Marketing. One thing that has brought me a lot of leads is cold email outreach. Lemlist It is also another must-have if you are doing cold email outreach.

Marketing Automation Services 122

Marketing Automation Services Top of Funnel Budget Programs Work Management 122

SmartBug Media

MAY 15, 2019

Almost 10 years after the first episode of Parks and Recreation aired, I finally started watching the award-winning series, and although I've only binged into season four, I can already tell you that you can learn a lot from Leslie Knope about running ABM—or any targeted B2B strategy—on a nickel budget. Marketing automation platform.

Account Based Marketing 51

Account Based Marketing ABM Budget Programs Ideal Customer Profiles 51

Outreach

APRIL 25, 2019

Over the years, businesses have used many selling techniques to reframe their sales process and improve performance. Depending on the organization, its market, and other factors, some of these methodologies — including those with decades of history behind them — remain effective. Solution Selling. Account-Based Sales.

B2B Sales 55

B2B Sales Allocation Cross-Selling Account Based Marketing 55

SnapApp

OCTOBER 3, 2017

Until recent years, the traditional selling process looked something like this: Marketing would hand leads off to the sales team. Marketing did their thing. My favorite new metric is using ABM technology that groups all my web metrics in Google Analytics by account. It starts by cross-educating ALL teams.

Sales Management 97

Sales Management Top of Funnel Lead Ranking Work Management 97

Inbox Insight

NOVEMBER 23, 2022

Some companies focus solely on acquiring new leads through outbound activities such as cold emails or prospecting, while others use inbound tactics such as inbound marketing, content creation and social media outreach. In the world of B2B marketing, lead generation encompasses much more than simply identifying prospective customers.

Lead Ranking 97

Lead Ranking Lead Generation Sales Qualified Leads Ideal Customer Profiles 97

Terminus

JULY 10, 2020

In ABM, personalization and customer experience is king, and Terminus Chat is your queen! The main goal of ABM is to bring marketing and sales into better alignment and deliver personalized and engaging experiences. ABM, when done effectively, involves marketing, sales, and customer success. Enter: Terminus Chat.

Account Based Marketing 49

Account Based Marketing Work Management Marketing Management Top of Funnel 49

Inbox Insight

JANUARY 5, 2023

Demand generation is a B2B marketing strategy that leverages inbound methodology to drive interest and awareness in your product or service. It’s designed to generate leads, sell your solution and promote trust in your brand – presenting it as a thought leader and fostering brand loyalty.

Demand Generation 52

Demand Generation Demand Generation Agencies Top of Funnel Demand 52