DemandBase

MAY 26, 2020

ABM for Sales, because it takes two wings to fly. For our first post, we want to set the stage of what Account-Based Marketing (ABM) looks like for sales teams. ABM also promises to free prospects from the torrents of unwanted emails and still allow you to close more deals with in-market accounts.

Account Based Marketing 133

Account Based Marketing ABM DemandBase Peer-to-peer 133

Martech

MAY 2, 2024

When companies need to make major purchases, they typically assemble an internal team — known as the buying group, buying committee or buying center — to evaluate options and make the decision. Roles come in many flavors, most commonly specifiers, influencers, users, decision-makers, gatekeepers and purchasing agents. Remarkable.

Ideal Customer Profiles 115

Ideal Customer Profiles Buy Marketing Automation Services Work Management 115

Only B2B

AUGUST 21, 2023

Intent data has emerged as a game-changer in B2B prospecting. It provides insights into the online behavior of potential buyers, helping sales and marketing teams identify prospects who are actively researching solutions similar to what they offer. Intent Data and Account-Based Marketing (ABM) A.

Intent Data 62

Intent Data Intent Intent Signal Account Based Marketing 62

PureB2B

JUNE 16, 2022

Email marketing and account-based marketing (ABM) are a match made in heaven, enabling you to target your dream prospects with personalized communications straight to their inbox. Statistics show that email marketing boasts an ROI of? $42 email marketing?into Identify the Perfect Target Accounts.

Account Based Marketing 62

Account Based Marketing ABM Email Marketing Webinar Metrics 62

Aberdeen

OCTOBER 9, 2019

The business world coined the term “account-based marketing” back in 2004. But B2B marketers only started to take notice in the last four or five years. From a strategic perspective, we’re still in the earliest days of ABM adoption and maturity. That’s where predictive insights and intent data come into play.

Account Based Marketing 40

Account Based Marketing Marketing AI Allocation Intent Signal 40

Zoominfo

JUNE 10, 2024

Intent data signals are often siloed across multiple systems in the tech stack, resulting in missed opportunities. Even specialized ABM or sales engagement tools typically handle signal data through their own narrow lens. Many salespeople waste much of their time pursuing prospects who aren’t ready to buy.

Zoominfo 100

Zoominfo First-Mover Advantage Marketing Analytics Tools Ideal Customer Profiles 100

TrustRadius Marketing

OCTOBER 3, 2022

Downstream intent data can be particularly powerful when combined with account-based marketing (ABM), a strategy that emphasizes focusing on a limited number of high-value prospects and customers in lieu of more general campaigns. . In the past, third-party intent data was used mostly.

Intent Data 52

Intent Data Account Based Marketing Intent ABM 52

Madison Logic

JANUARY 13, 2022

Madison Logic Recognized as a Challenger in 2022 Gartner® Magic Quadrant™ for Account-Based Marketing Platforms Report. “Today’s most sophisticated enterprise marketers are leveraging account-based strategies to accelerate growth,” said Tom O’Regan, CEO of Madison Logic.

Account Based Marketing 40

Account Based Marketing Gartner Marketing Report Multi-Channel 40

Martech

OCTOBER 28, 2021

That’s why marketing and sales teams must determine buyer intent and generate interest so you can divide resources accordingly. Targeting consumers without considering their level of interest means missing out on low-hanging fruit — accounts with high buying intent signals. Understanding buyer intent.

Top of Funnel 109

Top of Funnel Account Based Marketing Ideal Customer Profiles Generation 109

Zoominfo

FEBRUARY 5, 2024

Outbound leads can be: MQLs (marketing qualified leads) : Leads who have interacted with your brand in a way that suggests they are open to making a purchase and choosing your product. SQLs (sales qualified leads) : Leads who have passed marketing and sales department fit checks, and entered the sales funnel.

Sales Management 130

Sales Management Lead Generation Lead Ranking Sales Qualified Leads 130

Zoominfo

JANUARY 4, 2022

Trend #2: Intent-first, account-based targeting By now, most marketers are well acquainted with account-based marketing (ABM ). In fact, 70% of marketers reported using account-based marketing (ABM) in 2021, and we expect that number to grow in 2022.

Trends 130

Trends Account Based Marketing B2B Marketing Paid Search Agency 130

Aberdeen

APRIL 16, 2019

Salespeople think about how they’re going to win accounts in the first place, then how they’re going to keep and grow those accounts.” — Megan Heuer , VP of Research at SiriusDecisions. Account-based marketing (ABM) is supposed to be the great equalizer. The Role of Lead Gen in ABM.

Lead Gen 53

Lead Gen Intent Data Account Based Marketing ABM 53

Zoominfo

SEPTEMBER 22, 2023

At its core, intent data helps marketing and sales teams identify the companies and individuals most likely to make a purchase, especially in the near future. But not all intent data is created equal. There are many types of intent data, and an array of providers. How Do I Make Intent Data Actionable?

Buyer Intent 130

Buyer Intent Intent Data Intent Marketing Analytics Tools 130

Aberdeen

JANUARY 24, 2019

But a product labeled plug-and-play predictive analytics isn’t the key to a successful, predictive data-driven marketing strategy. That outcome requires the right data, and the right data is all in your buyer intent signals. Predict Success by Measuring Buyer Intent. Aberdeen agrees.

Intent Signal 40

Intent Signal Buyer Intent Intent Purchase Intent 40

Binary Demand

FEBRUARY 23, 2024

Check out the tech and tactics fueling the above mentioned shift: Intent data Account-based marketing (ABM) Personalization Marketing automation Predictive analytics Adapting to the merging of modern B2B buyers and the trends driving B2B demand generation strategies is crucial for thriving in today’s evolving B2B landscape.

Demand Generation Agencies 52

Demand Generation Agencies Demand Generation Demand Account Based Marketing 52

Only B2B

APRIL 30, 2024

Now let’s see how you can create a successful B2B go-to-market strategy: Understanding the Target Market: A successful GTM strategy requires a deep understanding of the market to narrow down the target market. Tailoring the communication addressing them is crucial for conversion.

Marketing Analytics Tools 71

Marketing Analytics Tools B2B Marketing Marketing Strategy Marketing & Strategy 71

Inbox Insight

OCTOBER 27, 2023

According to our first party research conducted within our IFP community, 99% of B2B marketers have witnessed significant sales and ROI increases by harnessing the power of intent data. This data is based on behavioral signals that indicate a person’s interest in a specific topic, product, or service.

Buyer Intent 105

Buyer Intent Intent Data Intent Demand Generation 105

Madison Logic

MAY 15, 2024

In many organizations, the primary role of the marketing team is to influence the top-of-funnel (TOFU) and middle-of-funnel (MOFU) motions to build and fuel the sales pipeline. Third-party intent data is useful to identify any active competitor research that might indicate a flight risk.

Top of Funnel 52

Top of Funnel Cross-Selling Webinar Metrics Account Based Marketing 52

Hubspot

JULY 15, 2020

One of those buzzwords we're here to demystify is ABM — and especially the myth that it takes a large team, and tons of time, to scale. The truth is, having a leaner team may actually be your secret weapon to successfully implementing ABM. ABM is a Mindset, Not an Isolated Tactic. That's what ABM helps you do.

Demand Generation 94

Demand Generation Account Based Marketing Ideal Customer Profiles ABM 94

6sense

NOVEMBER 19, 2021

of marketing … and it’s experienced some serious change throughout the centuries. But none are better than what’s unfolding in the world of Account-Based Marketing today. These solutions provide RevOps teams with practically limitless ways to categorize and market to buyers. This leans into ABM’s strengths.

Ideal Customer Profiles 62

Ideal Customer Profiles Account Based Marketing Segmentation ABM 62

Only B2B

FEBRUARY 28, 2024

Let’s simplify complex intent data patterns: Economic slowdown jitters? Intent data can reveal who’s still actively researching solutions like yours, allowing you to focus your efforts on high-potential leads. Connects with your data: Correlates intent data with your website analytics for deeper insights.

Intent Data 71

Intent Data Intent Intent Signal Sales Qualified Leads 71

Aberdeen

MARCH 25, 2019

Using data to fuel and optimize a legacy marketing strategy into an intent marketing strategy is a priority for many Marketing and Sales organizations in the B2B industry. Marketers can even target ads on YouTube videos to prospects who have been identified and segmented based on purchase intent signals they’ve emitted.

Marketing AI 74

Marketing AI Intent Intent Signal Account Based Marketing 74

Content4Demand

NOVEMBER 5, 2021

The True Influence approach provides robust audience segmentation and filtering using an unlimited combination of multi-variant intent topics including company contacts, locations and installed technology criteria. How does the elimination of third-party cookies change the content marketing landscape?

Intent Data 92

Intent Data Intent Top of Funnel Intent Signal 92

SalesIntel

JANUARY 21, 2022

” Enter Buyer Intent data. Buyer Intent data provides unprecedented insight into your prospects’ behavior by tracing intent signals across the web. According to surveys, an average B2B prospect is 67% of the way through the purchase experience before connecting with a salesperson.

Intent Data 98

Intent Data Sales Cycle Lead Ranking Lead Scoring 98

Only B2B

JUNE 14, 2023

B2B Intent Marketing is a strategic approach that involves identifying and leveraging intent signals to capture high-quality leads. By recognizing the needs and interests of prospects , businesses can tailor their marketing efforts to drive impactful campaigns and achieve higher conversion rates.

Intent 62

Intent B2B Marketing Intent Signal Lead Ranking 62

PureB2B

MAY 30, 2022

[In this article we’re going to look at buyer intent data, what it is, how it’s collected and, how you can use intent data to supercharge your marketing and sales campaigns.]. ‍ Imagine being able to tailor your marketing strategy to a perfect audience at exactly the right time. Enter: intent data.

Buyer Intent 118

Buyer Intent Intent Data Intent Work Management 118

DealSignal

MARCH 2, 2024

A powerful marketing asset, intent data represents information on users’ activities such as online searches, researching vendors on third-party review websites, email opening and click-through rates, ad clicks, and downloads of resources such as e-books, whitepapers, and case studies.

Intent Data 52

Intent Data Intent Intent Leads Ideal Customer Profiles 52

DealSignal

APRIL 10, 2024

B2B buyer behavior has shifted dramatically to independent, online research. Due to the volume of content and online resources in nearly every industry, most people on your buying committees can perform their own research on their own time and are likely to make a decision before ever talking to your sales team.

Intent Data 52

Intent Data Ideal Customer Profiles Intent Marketing Automation Services 52

Engagio

JULY 31, 2017

Research shows that upwards of 80 percent of leads generated by marketing are neglected or never acted upon by a sales rep. Marketers and sellers both need much more contextual information on their target prospects and accounts to ensure that outreach is on-time and relevant to each individual and their account.

Intent Data 85

Intent Data Account Based Marketing Intent ABM 85

Aberdeen

FEBRUARY 4, 2019

The B2B marketing world is abuzz with “purchase intent data.”. I write about it often enough, so to make sure my proselytizing is accurate, I often reference a super-handy guide Aberdeen produced, “Demystifying B2B Purchase Intent Data: Understanding the Basics.”. Demystifying B2B Purchase Intent Data.

Purchase Intent 40

Purchase Intent Intent Data Purchase Intent 40

Terminus

OCTOBER 29, 2021

and am making a guest appearance on the Terminus blog as a practitioner, to share three account-based marketing campaigns that generated seven-figure pipeline, and were set up in six weeks or less: ?A A pilot campaign that generated six opportunities and two sales from 21 target accounts. Why Use Account-Based Marketing?

Ideal Customer Profiles 58

Ideal Customer Profiles Account Based Marketing ABM Campaigns 58

Only B2B

FEBRUARY 6, 2024

Imagine knowing exactly which companies are actively researching your solutions, comparing competitors, or preparing for purchase – that’s the power of intent data. How to collect B2B Intent Data? By analyzing this data, you gain valuable insights into their needs, challenges, and stages in the buying journey.

Intent Data 62

Intent Data Intent B2B Sales ROI 62

TrustRadius Marketing

OCTOBER 3, 2022

Companies are “viewing intent data as an integral layer of intelligence in their revenue funnel and a critical component of their overall go-to-market strategies,” according to Demand Gen Report. Understanding where intent signals come from helps you effectively act on them. First-party intent data.

Intent Data 52

Intent Data Intent Intent Signal Top of Funnel 52

DemandBase

MARCH 23, 2020

Either way, you’ll be glad of the higher return across lifetime value (LTV), win rates, and customer retention that ABM delivers over traditional marketing efforts. Prioritize your team’s actions based on intent signals. But how do you know which accounts are in-market and showing strong buying signals?

Work Management 129

Work Management Marketing Management B2B Marketing DemandBase 129

Inbox Insight

NOVEMBER 17, 2023

Prospects in this stage are still researching, signifying that they do not have an immediate need for a solution. Harnessing intent-based marketing tactics Employing intent-based marketing tactics allows modern marketers to tailor their budget towards the segmented target audiences that are most likely to make a purchase.

Demand Generation 59

Demand Generation Ideal Customer Profiles Intent B2B Marketing 59

Inbox Insight

OCTOBER 6, 2020

According to our latest research, 99% of B2B marketers are now using intent data to some extent, in order to find out what motivates their audience, what topics or subjects they are researching, what their journey looks like, and when they will be ready to convert. This is why a similar significant objective is to….

Intent Data 103

Intent Data Demand Generation Intent Lead Scoring 103

Leadspace

SEPTEMBER 16, 2022

If you work in sales or marketing, there probably hasn’t been a day where you have not heard about implementing or operationalizing intent data to target and engage your prospects effectively. But what is Intent data? This insight often correlates to potential intent to take a specific action. Let’s take a closer look.

Intent Data 62

Intent Data Intent Lead Ranking Marketing Automation Services 62