ANNUITAS

MARCH 19, 2020

Business leaders and marketing and sales teams are struggling now, more than ever, to not only drive new demand, but to replace the loss of existing demand in the marketplace. Here are our top four recommendations to (re)focus demand marketing through this current crisis and beyond: 1. So ‘where’ you use Webinars is key.

Top of Funnel 232

Top of Funnel Planning Demand Elasticity 232

6sense

DECEMBER 6, 2021

Having been privy to the lead management processes of hundreds of B2B organizations of every stripe, I would estimate that at least half have internal demand funnel (AKA waterfall) stages that combine stages of their sales process with what are really stages of the buyer journey.

Top of Funnel 62

Top of Funnel Webinar Metrics Buyer's Journey Digital Marketing Funnels 62

NetLine

NOVEMBER 9, 2023

In a previous post, we covered how to get the sales handoff right and why first-party and validated buyer data is essential in this process. It’s important to realize that although intent data has played a major role in discovering and nurturing leads before being handed over to sales, its job isn’t finished at that handover.

Intent Data 52

Intent Data Intent Top of Funnel Outreach 52

Marketing Insider Group

FEBRUARY 10, 2020

What would you think if I said I had the secret to making sales? But, there’s no easy trick to successful sales. Forget trying to trick people through sneaky tactics. The secret to keeping your sales pipeline full comes down to simply understanding other people and genuinely meeting them on their own level.

Top of Funnel 252

Top of Funnel Trust Marketing Digital Marketing Funnels Funnel Advertising 252

ClearVoice

NOVEMBER 25, 2022

Content marketing is ever-evolving. And for B2B marketers and large enterprises, the cost of lagging behind the content marketing trend curve is too massive to ignore. To help you keep up with the times, here is a compilation of the top 15 trends in content marketing that will shape the industry in 2023.

Top of Funnel 115

Top of Funnel Marketing AI Trends Enterprise Management 115

KoMarketing Associates

APRIL 27, 2017

Search engine advertising – or PPC – is not typically associated with account-based marketing. Generally in PPC, we target high value keywords to inform and acquire new customers based on need, specific pain points, or keywords associated with products or services. Products or services tailored to specific buyer needs.

Paid Content 120

Paid Content Account Based Marketing Tactics B2B Marketing 120

Scoop.it

OCTOBER 29, 2019

Content marketing is no longer a new fad. In fact, 65% of brands who report being successful with content marketing have gone through the time and effort of documenting their content marketing strategy. Why Do Salespeople Need Content? Much of the content buyers consume will come from a brand’s content marketing engine.

Top of Funnel 54

Top of Funnel Buyer Personas Content B2B Thought Leadership 54

Heinz Marketing

AUGUST 17, 2022

By Cameron Katoozi , Marketing Consultant at Heinz Marketing. Sales outreach has become almost exclusively digitalized, as new software and process automation make lead generation efforts so much simpler. The Process. The need or desire for a B2C purchase is often more obvious than that of a B2B purchase.

Lead Generation 120

Lead Generation Generation Leads Lead 120

Madison Logic

FEBRUARY 14, 2024

Personalization allows brands to tailor their content and messaging to align with individual buyer needs, establishing a strong connection that fuels loyalty and accelerates conversion. Most buying decisions involve an average of six stakeholders , each with distinct needs, concerns, and priorities.

Personalization 52

Personalization B2B Top of Funnel Multi-Channel 52

Sales Engine

JANUARY 7, 2016

If you thought that coffee was for closers, I can tell you with absolute certainty that it’s for content marketers too. At the top of the funnel, when you’re trying to generate interest, no one cares about you or how you do what you do. Prior to the content revolution, buyers needed salespeople to get the information they needed.

Top of Funnel 120

Top of Funnel Features B2B Thought Leadership Digital Marketing Funnels 120

Hubspot

AUGUST 12, 2020

Today, the information that buyers need to make a purchase decision is just a click away. The power in the buying and selling process has shifted from the seller to the buyer. The buying process is transformed. And that means to keep up with today’s empowered buyer, the sales process needs to transform too.

Sales Management 96

Sales Management Top of Funnel Buy Advertising Agencies 96

6sense

DECEMBER 9, 2021

Latané immediately discussed the central theme for the conference — Welcome to the RevTech Revolution — and explained that revenue teams are finally recognizing that the old ways of marketing and selling simply don’t work anymore. Most Companies Still Operate in the Dark Funnel. Only 60% of sales reps meet quota.

Sales Management 62

Sales Management Conference Lead Ranking Ideal Customer Profiles 62

Only B2B

FEBRUARY 1, 2024

.” – Mary Meeker, Partner at Kleiner Perkins With the ocean of customer data at your fingertips, identifying the right buying intent aligning your business offerings is critical to driving sales. This article explains the intent data and why it is crucial to include it to hit your sales goal in 2024.

Intent Data 71

Intent Data Intent Marketing Strategy Marketing & Strategy 71

KoMarketing Associates

FEBRUARY 20, 2018

If you visit the About Us page on our website, you will notice text on the left-hand side that reads, “ Our Mission: Deliver strategic online marketing programs tailored to maximize results.” We frequently refer back to this document as we get the online marketing program launched. Gather Buyer Personas and Data.

Online Marketing 175

Online Marketing B2B Marketing Buyer Personas Ad Building 175

Crimson Marketing

OCTOBER 16, 2014

It’s clear that the more targeted sellers can be about providing information their potential buyers need, the easier it will be to engage and nurture those leads. With some 130,000 qualified leads per quarter, digital transaction management firm DocuSign does this at scale. That is, of course, easier said than done.

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand Top of Funnel 100

Hubspot

NOVEMBER 8, 2017

I’ll admit it: For many marketers, the motivation behind these exchanges used to be, “So I can sell my product.” Then, it evolved into, "So I can help my buyers." How Buyers and Marketers View Interaction. Buyers and marketers tend to view that phenomenon from different perspectives. How We Got Here.

Top of Funnel 101

Top of Funnel Sales Management Ad Exchange Advertising Channels 101

Mailmunch

MAY 28, 2021

The concept of remarketing is to re-engage with these consumers and try to get them to enter the conversion funnel again. It helps your business maximize its marketing budget and boosts every aspect of your marketing strategy. Why are retargeting emails so effective in increasing sales? Source: Instasent.

Paid Content 59

Paid Content Top of Funnel Marketing Budget Work Management 59

Choozle

JULY 12, 2022

When dealing with different types of digital marketing it can be hard to wrap your head around the different timelines that serve campaigns when entering the space. This flexibility makes creating a plan and setting clearly connected goals one of the most important steps in the marketing process. Campaign types.

Paid Content 84

Paid Content Campaigns Paid Search Agency Allocation 84

Crimson Marketing

AUGUST 4, 2015

No longer is Sales driving the bus. Buyers are firmly in the driver’s seat with hands on the wheel and a foot on the pedal. B2B buyers do not make purchasing decisions lightly; they weigh choices carefully. In the past, Sales could control the flow of information to some degree. You need a new approach.

B2B Marketing 100

B2B Marketing B2B Thought Leadership Top of Funnel Funnel Advertising 100

Kapost

DECEMBER 14, 2016

The digital revolution has imposed both complexity and pressure on B2B marketing departments. With the chaos of specialized teams, tools, and channels in marketing, execution has become more challenging than ever. but they aren’t purpose-built for marketing nor do they confront the unique challenges that marketers face.

Work Management 48

Work Management Marketing Management Lead Ranking Top of Funnel 48

Golden Spiral

MAY 19, 2021

We are still far away from equilibrium in the healthcare marketplace, but enterprise buyers are decidedly embracing the reality of a more self-service, digital sale. This is not a new trend by any stretch, but for the sale of high-ticket complex solutions, the market has moved from unproven to undeniable.

Top of Funnel 62

Top of Funnel Marketing Automation Services Marketing Websites Digital Marketing Funnels 62

Seismic

SEPTEMBER 21, 2021

The transition to virtual selling has fundamentally changed the way sellers engage buyers. In the digital-first landscape, sellers are engaging with buyers earlier in the sales cycle, most notably, in social media channels. In an era of more informed prospects, buyers are rewriting the rules of engagement.

Top of Funnel 52

Top of Funnel Curation Digital Marketing Funnels Marketing Proposals 52

ClearVoice

MARCH 26, 2021

The display ad, also known as display advertising, is a form of digital promotion in which content — in the form of images, videos, or text — is displayed on third-party websites. Display advertising is a type of digital promotion that is placed on various websites. Specify the buyers’ needs. What are display ads?

Display 72

Display Paid Search Agency Ads Adsense 72

Madison Logic

JANUARY 18, 2023

Content marketing is the way we speak to our customers about our brand and our solutions. Because buyers, not sellers, have all the power in B2B. While they appreciate our clever wordsmithing and attractive graphics, these mean nothing if we’re not giving them the experience they want in the buyer’s journey.

Account Based Marketing 52

Account Based Marketing ABM Work Management Marketing Management 52

Biznology

AUGUST 10, 2015

In addition to your buyers’ love for video, it is easy to understand why business video content marketing has been gaining momentum – the impact that video gives to every day sales and marketing results. In June 2014, Aberdeen Research published a study called “Analyzing the ROI of Video Marketing.”

Top of Funnel 80

Top of Funnel Buyer's Journey Video Marketing FAQ 80

Madison Logic

SEPTEMBER 21, 2023

When used as part of a comprehensive data-driven, multi-channel account-based marketing (ABM) strategy, display ads are critical in reinforcing key messaging and delivering content to target accounts. Here, we’ve rounded up the most popular display ad formats for B2B marketing.

Display 52

Display Advertising Channels Account Based Marketing Advertisements 52

Zoominfo

JANUARY 31, 2019

So, what does all of this mean for marketers? As it turns out, this digital transformation presents a significant opportunity for marketers. Micro-moments are a fleeting but critical step in the buyer’s journey. Brands who can identify and cash in on micro-moments will ultimately win the mobile marketing game.

Marketing Analytics Tools 124

Marketing Analytics Tools Top of Funnel Class Zoominfo 124

DealSignal

FEBRUARY 28, 2018

In the middle of 2017, SiriusDecisions unveiled their latest waterfall model: the Demand Unit Waterfall , which starts with Target Demand — defined as a target market containing potential “demand units”. Potential pitfalls to effective marketing planning. “If Marketing + Sales alignment is key (not just for ABM).

Account Based Marketing 61

Account Based Marketing Ideal Customer Profiles ABM Work Management 61

Cintell

MARCH 10, 2016

You’re about to present to your board/boss/someone about the budget you need for next year, and a big part of that is persona development, maintenance, or persona management technology. Engages buyer earlier and more effectively. Instills shared understanding between marketing, sales and product.

Lead Scoring 100

Lead Scoring Lead Ranking Top of Funnel Sales Qualified Leads 100

The Point

DECEMBER 17, 2010

Most B2B companies will readily acknowledge how much the Web has transformed the way they market their product or service, most visibly in the form of vehicles like search, content marketing, social media, and lead management. Fewer companies, however, can claim to have adapted their sales process as readily.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management B2B 100

Golden Spiral

NOVEMBER 12, 2021

Startup investor Sean Ellis first defined this term in his quest to simplify management by reducing reporting, simplifying meetings, and rallying teams together for a common goal: growth. As you think about your marketing plan for the coming year and your KPIs, what one metric stands out most of all? How about your HealthTech company?

Top of Funnel 62

Top of Funnel Digital Marketing Funnels Work Management Linkedin 62

LeadSquared

AUGUST 9, 2018

A constant gripe we hear from all Digital Marketers in the Insurance landscape is –“More than 30% of our inbound leads across all sources are not reachable” (“NC” as they would like to term them; Not Contactable). Ingredient 1: You should have deployed an insurance marketing automation software. Ingredients. What did we learn?

Activities 58

Activities Leads Lead Marketing Qualified Leads 58

SugarCRM

FEBRUARY 22, 2016

As a matter of fact, the buyer’s journey plays an integral role in today’s digital, multi-channel marketing world and even SMB organizations can’t ignore it. What is the Buyer’s Journey? Having a well-defined and widely accepted buyer’s journey is critically important to modern marketing organizations for several reasons.

SMB 50

SMB Work Management Marketing Management Top of Funnel 50

ViewPoint

MAY 30, 2012

Working with a wide variety of clients from tech firms to sports properties and lifestyle brands, Andrew has crafted successful campaigns built around white papers, event-based advertising and sales training materials for clients such as Major League Baseball, Canon, DuPont, SAP, Business Objects, Oracle and many others.

Differentiation 120

Differentiation Tips Top of Funnel Marketing Automation Services 120

Sales Engine

AUGUST 23, 2016

For decades, the B2B marketer has been a manager of projects. Project-based marketing always has a beginning, middle, and an end. When it’s all over, you ship the booth and collateral boxes home and collect the leads for sales. The buyer has WAY more control than they used to.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

OCTOBER 8, 2015

For decades, the B2B marketer has been a manager of projects. Project-based marketing always has a beginning, middle, and an end. When it’s all over, you ship the booth and collateral boxes home and collect the leads for sales. The buyer has WAY more control than they used to.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Televerde

DECEMBER 27, 2017

In the previous installment of this series of posts on achieving greater success by modernizing your approach to marketing, we talked about how an integrated technology stack can make it easier to increase profitability. The key is sales and marketing alignment.

Planning 58

Planning Top of Funnel Buying Cycle Buyer's Journey 58