ANNUITAS

DECEMBER 20, 2018

For many organizations, that meant increased opportunities for cross-selling — an easier target than going after new deals with 60-70% success versus 20% for prospects ( Marketingland ). For companies looking to be acquired, the additional revenue from selling to existing customers could make or break the deal.

Demand Generation 140

Demand Generation Account Based Marketing Demand Marketing AI 140

ClickDimensions

MARCH 14, 2023

Using their large contact databases full of vendors, distributors, leads, reps and more; marketing automation provided these businesses with the tools needed to distribute strategic, personalized content and messaging customers and those alike all at the click of a button. Want to find out more about Manufacturing and Marketing Automation?

Marketing Automation Services 111

Marketing Automation Services Marketing Automation Automation Buyer's Journey 111

DiscoverOrg

JANUARY 29, 2019

Many companies don’t have an opportunity to sell into an account at all unless a specific technology is present. If the incumbent vendor – your competitor – lacks any feature that you have, Battey says, you can ask your prospect how they’re going about gaining the value your feature gives. Here’s why.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 205

Content Marketing Institute

NOVEMBER 30, 2017

Or do they mostly call attention to the things you sell? A few years ago, the team took a hard look at the company’s content and found that it was heavily oriented toward what Red Hat sells (IaaS solutions, PaaS solutions, Linux solutions, and so on). Here’s one way to tell: Look at your marketing content. As Anna explains: .

Enterprise Management 223

Enterprise Management Work Management Marketing & Strategy Marketing Management 223

NuSpark Consulting

APRIL 29, 2017

For many years now, B2B marketers have spent time and effort carefully crafting buyer personas based on demographic profiles, needs analyses and former sales results, among other criteria. Select a cross-section of clients and prospects to use as a pilot project, before you implement the full program.

Account Based Marketing 159

Account Based Marketing Ideal Customer Profiles Budget Programs Enterprise Management 159

Madison Logic

FEBRUARY 7, 2024

More importantly, your privacy efforts make your brand more trustworthy because customers and buyers see that you understand how to leverage and use data in a way that is best for them. This not only helps you retain customers but guarantees long-term revenue and opens the doors to cross-sell and upsell opportunities.

Marketing AI 52

Marketing AI Work Management B2B Marketing Marketing Management 52

Madison Logic

NOVEMBER 30, 2023

B2B marketing is not just about selling a product or service. It also opens the doors to cross-sell and upsell opportunities that can be used to deepen an account’s investment. Gartner research finds that 70% of the buying journey is complete before a buying group reaches out to a provider.

Demand 52

Demand Brand Identity Branding Work Management 52

DealSignal

NOVEMBER 1, 2022

When you wait, you miss out on potential earned revenue from buyers who are ready to buy your solution now. The Ultimate Checklist: Questions to Ask B2B Data Vendors What types of intent data are there? The Ultimate Checklist: Questions to Ask B2B Data Vendors. Signs of buyer intent. What is B2B intent data?

Intent Data 52

Intent Data Intent Marketing Automation Services Ideal Customer Profiles 52

Marketing Insider Group

AUGUST 18, 2015

He’s the guy who coined the classic business advice “the aim of marketing is to know and understand the customer so well the product or service fits him and sells itself,” years ago. One of the largest reasons buyer personas fail is that marketers consider them a temporary fix to a larger problem. What’s old is indeed new again.

Examples 100

Examples Paid Search Agency Companies Cross-Selling 100

Marketing Insider Group

AUGUST 30, 2019

Cross-reference your competitors’ SWOTs against your company’s own analysis to uncover the whitespace—areas where the market is severely lacking or strengths that only your company brings to the table. What about the buyer? The days of selling to “the decision maker” are largely over. Not Optimizing Content for Mobile Phones.

Resource Management 100

Resource Management Work Management CMS Development Marketing Management 100

chiefmartech

APRIL 12, 2017

During the last few years, many vendors and companies had published their marketing technology stacks in the chiefmartec.com contest. In order to use marketing and customer engagement stack, you need to think about the customer relationship cycle: acquire, maintain, upsell/cross-sell, loyalty and retention.

Work Management 49

Work Management Enterprise Management Process Marketing Management 49

Martech Advisor

NOVEMBER 15, 2019

The recent Sales Tech Benchmark survey revealed much about usage and growth trends, and we’ve compiled the ten most notable points in this report, specially curated from a chat between Nancy Nardin from Smart Selling Tools and MarTech Advisor editor-in-chief Chitra Iyer. How to close, how to up/cross-sell & renew.

Top of Funnel 82

Top of Funnel Enterprise Management Trends Marketing Management 82

PureB2B

MAY 30, 2022

Instead of scrambling to find new prospects every week when you're trying to hit your quota, a well-crafted list of prospects enables you to quickly get in touch with qualified accounts who are an excellent fit for what you're selling. If your list doesn’t match your buyer persona , you’re not going to get responses.

Sales Qualified Leads 62

Sales Qualified Leads High Quality Lead Ideal Customer Profiles Ad Building 62

Webbiquity

JUNE 17, 2014

Information proliferation means buyers are better-informed than ever about potential approaches to solving problems, and the related product and service alternatives. He advises vendors to take the “opportunity to dig into your positioning and try to tell your story and the ‘why’ of what you do.

Sales Management 100

Sales Management Work Management Marketing Management B2B Marketing 100

Hubspot

MAY 19, 2020

Upsell, cross-sell, or renewal : As most sales reps can attest, it’s often easier to sell more to an existing customer than to close an entirely new customer. An ideal customer profile like the company version of an individual buyer persona. We’ll go into more detail on this approach below.

Ideal Customer Profiles 78

Ideal Customer Profiles Account Based Marketing ABM Enterprise Management 78

DealSignal

MAY 3, 2021

The essence of B2B intent data is to proactively identify potential buyers searching online for similar products and services that your company is selling. Comparing vendors on a third-party review website. This is something not typically provided by vendors—you would get this from your internal tech stack.

Intent Data 52

Intent Data Ideal Customer Profiles Intent B2B Sales 52

Directive Agency

SEPTEMBER 3, 2019

There are other channels where you can publish content, but these areas are where the majority of your targeted customers and buyer personas will be. How many more products are you looking to sell? Educate buyers on your industry or products/services? Cross-sell or upsell your product/service? Name: Pam.

Top of Funnel 40

Top of Funnel Traffic Work Management Marketing Management 40

Heinz Marketing

JUNE 21, 2021

I ask her “how do you start to build more internal confidence that you are on the right track, that you are selling, not just seeing marketing success, but getting the right product to market and have a scalable future?” Who’s our best audience, who should we be selling to? Christel: Yes. That’s what you value.

Work Management 82

Work Management Peer-to-peer Marketing Management Account Based Marketing 82

NuSpark Consulting

JULY 7, 2013

Buyer Persona. . Really understand your buyers. How do they make vendor decisions? You can also send the lead (now an opportunity) to a loyalty list (reserved for leads that sell, and gives an opportunity to send newsletters and upsell/cross sell messages). . When should they go to sales?

Lead Nurturing 100

Lead Nurturing Template Lead Scoring Lead Ranking 100

Terminus

AUGUST 2, 2017

We know the challenges that come with selling and marketing a complex product to a large group of stakeholders, which is why we believe so strongly in ABM and in our product. This technology helps marketers cover an account in a variety of ways by providing: Contact data for buyer personas. Insight into the account profile.

Account Based Marketing 31

Account Based Marketing Marketing Automation Services Budget Programs Lead Ranking 31

Marketing Insider Group

AUGUST 30, 2019

Cross-reference your competitors’ SWOTs against your company’s own analysis to uncover the whitespace—areas where the market is severely lacking or strengths that only your company brings to the table. What about the buyer? The days of selling to “the decision maker” are largely over. Not Optimizing Content for Mobile Phones.

Resource Management 21

Resource Management Work Management CMS Development Marketing Management 21

Business Brainz

JULY 29, 2021

Looking at it from the buyers’ perspective, buyers today prefer to research products and services at their convenience. They will not engage with the vendor unless they have adequate information already. Similar to ABM, ABX sells to the account , meaning reaching out to everyone in the buying team.

Account Based Marketing 52

Account Based Marketing ABM Buyer Personas Advertising Agencies 52

Marketing Insider Group

JANUARY 9, 2024

It’s worth noting: The tactics employed and the frequency of touches will depend on the solutions you sell and the buying cycle of the prospect. Most economic buyers evaluate you based on: “How you sell me indicates how you will serve me.” Upsell and cross-sell These techniques can improve your average order value.

Lead Nurturing 150

Lead Nurturing Sales Management Top of Funnel Lead Ranking 150

Engagio

JANUARY 5, 2021

Social selling is dead! We know that when messages are timely and relevant there is better engagement from buyers. 3-for-5 rule : Spend three minutes to find five key selling points to write an outbound email. Here are some segmentation examples: Personas. So, how do you map the buyer’s journey? Let’s dive in!

Account Based Marketing 127

Account Based Marketing ABM Personalization Ideal Customer Profiles 127

Golden Spiral

MARCH 7, 2019

Marketing and selling used to be easy: you targeted the C-suite, followed up with slick literature and phone calls, and closed the deal over a nice lunch. But now the face — or faces — of the B2B buyer is changing. Do you know all the people you have to sell to now? Now is the time to figure out who you’re selling to.

B2B 89

B2B Cross-Selling Lead Scoring Lead Ranking 89

Single Grain

AUGUST 17, 2021

Prepare buyer personas. Track cross-channel attributions to accelerate conversions in limited advertising spend. Build long-term relationships with customers, clients, vendors and stakeholders. Experience in implementing cross-channel marketing strategies. What Does a VP of Marketing Do? Responsibilities).

Paid Search Agency 98

Paid Search Agency Sales Management Advertising Agencies Work Management 98

Metadata

AUGUST 3, 2021

Marketers aren’t just competing with other vendors’ products – they’re competing for their buyers’ attention. We started with Sales as our core audience, then attracted other revenue personas as our content strategy matured and grew. This slide haunts me: That’s the number of companies selling to marketers. It’s currency.

Webinar Metrics 98

Webinar Metrics B2B Thought Leadership Brand Identity Branding 98

Single Grain

NOVEMBER 29, 2019

Easy access to buyer personas and customer conversations isn’t available: Sales executives spend a lot of their time in meetings in order to discuss the available leads, get access to the data, sales KPIs, etc. 5) Upsell and Cross Sell to Customers. Upselling means selling products of a higher price to customers.

Marketing Automation Services 124

Marketing Automation Services Digital Asset Management Marketing Automation Work Management 124

Hinge Marketing

MARCH 21, 2019

The activities, campaigns, and programs are designed to drive sales engagement and opportunities, not just leads, for net new or up-sell/cross-sell deals. Making this expertise known will get your firm into more sales conversations and on more short lists for vendor evaluations. Let your expertise shine!

Demand Generation Agencies 101

Demand Generation Agencies Demand Generation Marketing Automation Services Work Management 101

SnapApp

JUNE 5, 2018

Both teams should be in regular communication about the questions each persona is asking at different stages of the sales funnel. Here is a quick breakdown of the different lead types to consider: Prospects : These people fit your buyer persona, but have not expressed an explicit interest in your product or service yet.

Lead Qualification 81

Lead Qualification Lead Ranking Sales Management Lead Scoring 81

accelerate agency

AUGUST 1, 2021

Data from different customers is kept separate—and SaaS vendors have more control over their products, making for stronger security. Not all B2B software is enterprise-level, so you need to sell the right kind of product to high-value customers. B2B SaaS means selling your service to other businesses, rather than individual consumers.

Enterprise Management 52

Enterprise Management Work Management Paid Search Agency Marketing Management 52

chiefmartech

APRIL 19, 2017

Now since the rise of account-based marketing, hundreds of B2B software vendors have put a stake in the ground declaring their platforms can do ABM. With thousands of vendors in the #MarTech landscape , ABM helps to refine the ways in which B2B marketers use those tech tools to engage prospects, opportunities, and customers.

Account Based Marketing 43

Account Based Marketing Marketing Management Marketing Automation Services Ideal Customer Profiles 43

SnapApp

SEPTEMBER 8, 2017

The result : Less time screening, more time selling. . Vendors need to be seen by buyers as trusted experts in their field, and have a clear point of differentiation in the market. Sales and marketing should draft a detailed buyer journey for each buyer persona and establish what constitutes a qualified lead. .

Top of Funnel 92

Top of Funnel Sales Management Lead Ranking Sales Qualified Leads 92

SnapApp

AUGUST 1, 2017

A prospect is a contact who fits one of your buyer personas but has yet to express interest. Once you’ve closed a sales opportunity, continue to nurture your post-sale customers to encourage upsells, cross-sells, referrals, and garner valuable feedback. . Prospects. Do they have pain and budget? Provide a Free Tool.

Demand Generation Agencies 74

Demand Generation Agencies Demand Generation Top of Funnel Lead Ranking 74

Adobe Experience Cloud Blog

MAY 8, 2018

However, since more vendors are using similar strategies, your content has to go above and beyond the same old “relevant and informative” to cut through the clutter. In addition, you have to format, distribute, and position the information according to the needs and preferences of each buy persona.

Account Based Marketing 134

Account Based Marketing Planning Marketing Automation Services ABM 134

Hubspot

JANUARY 31, 2012

If you're a shoe vendor, a pinboard of the shoes you sell won't cut it. If you're that shoe vendor we mentioned above, you might ask customers to create a pinboard that shows pins of them doing fun and awesome things while wearing your shoes. And if you liked our previous example, you're going to get giddy about this one.

Social Networks 28

Social Networks Curation Paid Search Agency Ideal Customer Profiles 28

B2B Marketing Insights - WE

JUNE 4, 2018

Use this plugin with Hotjar to cross-reference whether or not users value your site copy. If most users start at your homepage, create a version that highlights the service or product you want to sell more of. Increase qualified leads (QLs) with a buyer persona, chat & feedback tools. Don’t be like them.

Marketing Analytics Tools 58

Marketing Analytics Tools Enterprise Management Tools Work Management 58