The Point

NOVEMBER 15, 2010

The primary means of increasing relevancy is by utilizing segmentation, i.e. segmenting your list and tailoring your message accordingly. Segmentation needn’t translate into 7 different versions of every email, however, or writing radically different copy from one version to the next. Take advantage of it. Lead source.

Lead Nurturing 100

Lead Nurturing Segmentation Sales Qualified Leads Campaigns 100

SalesIntel

MARCH 24, 2023

Create those segments that were described in those concentric circles, and then segment your own data and leverage our data to support it. Those are two segments. Those segments are what we did at SalesIntel! Those segments are what we did at SalesIntel! Focusing on verticals is a great example.

Efficiency 52

Efficiency CMO Verticals Ideal Customer Profiles 52

SmartBug Media

AUGUST 14, 2020

This applies to all business-to-business verticals. Start with Segmentation. In building cross-selling strategies, use social proof to share case studies, testimonials, or compelling stats—for example, perhaps 70 percent of customers in similar situations are already using the prospective solution. Leverage Social Proof.

Cross-Selling 105

Cross-Selling Sales Management Account Based Marketing ABM 105

LeanData

JULY 1, 2020

Read the full case study here. Read the full case study here. With the mission of powering every video experience, Kaltura soon realized the need for an optimal ABM approach once their global sales team began managing multiple accounts within multiple verticals. Read the full case study here.

Marketing Analytics Tools 98

Marketing Analytics Tools Marketing Attribution Allocation Enterprise Management 98

Sage Marketing

MARCH 8, 2022

Are your competitors seeing success in a certain segment you’d like to penetrate into? They’re probably developing specific content and sales offers that speak directly to the same market segment. After this research, I suggest you move onto what’s called buyer persona segmentation. Your competition.

Buyer Personas 52

Buyer Personas Verticals Business Marketing Management 52

Sage Marketing

MARCH 8, 2022

Are your competitors seeing success in a certain segment you’d like to penetrate into? They’re probably developing specific content and sales offers that speak directly to the same market segment. After this research, I suggest you move onto what’s called buyer persona segmentation. Your competition.

Buyer Personas 52

Buyer Personas Verticals Business Marketing Management 52

B2B Marketing Directions

AUGUST 13, 2022

One of the case studies in the book illustrates how important high-yield buying behaviors can be. This case study involved a company that manufactures commercial heating, ventilation and air conditioning equipment and energy management systems.

Organization 52

Organization Marketing Management RFP Barriers 52

Zoominfo

JUNE 22, 2022

Segmenting your prospect list Take the time to craft a segmented list of prospects that you’ve already researched, and that you know are likely to benefit from what you’re selling. You can’t prepare for everything, but you can orchestrate your sales outreach based on variables such as personas , verticals, and segments.

Cold Calling 130

Cold Calling B2B B2B Sales Gartner 130

Terminus

MARCH 15, 2019

Because Phononic was focused on rapid growth across several verticals, its initial lead-focused strategy was driving more than enough leads. Then, build tactics based on that segmentation, then use naming conventions to understand the reach, then use dynamic segments to qualify and move people in and out of tactics.”.

Case Study 20

Case Study Case Studies Account Based Marketing ABM 20

Contently

JULY 21, 2017

Her role was dedicated to mid-funnel content , meaning she was responsible for creating case stories and case studies that showed leads how existing clients were getting value out of our software and services. Aside from restructuring across the funnel, another possibility is to map roles to industries or audience segments.

Top of Funnel 161

Top of Funnel Budget Programs Funnel Advertising Case Studies 161

Launch Marketing

JULY 1, 2020

As you begin, develop a method to catalog your database to easily sort and segment for key characteristics. Factors could include identifying contacts by their role or industry vertical, knowing which customers only subscribe to a certain service or product line, or where prospects are in the sales pipeline.

B2B Marketing 118

B2B Marketing Campaigns Marketing Budget Planning 118

Launch Marketing

JULY 1, 2020

As you begin, develop a method to catalog your database to easily sort and segment for key characteristics. Factors could include identifying contacts by their role or industry vertical, knowing which customers only subscribe to a certain service or product line, or where prospects are in the sales pipeline.

B2B Marketing 115

B2B Marketing Campaigns Marketing Budget Planning 115

6sense

DECEMBER 16, 2021

And you can offer personalized, curated selections of content (such as landing pages that present curated videos, blog posts, case studies, and more based on persona, industry, etc.). Segmenting by Job Title: Display customer quotes from people in the same role, and link to case studies that show how you helped make their jobs easier.

Top of Funnel 62

Top of Funnel Marketing Websites Personalization Resource Management 62

6sense

SEPTEMBER 10, 2021

I was invited by 6sense to participate in their Reimagine Account-Based Experience (ABX) Hackathon, where Acquia would serve as the company case study for 50 different marketers to craft a unique account-based marketing (ABM) strategy. Winning Strategies for Segmentation and Personalization. So, how did everyone do?

Account Based Marketing 62

Account Based Marketing Paid Search Agency ABM Planning 62

Pam Didner

SEPTEMBER 13, 2022

Vertical segments. It’s important not just to buckle down on content creation or case studies. The best to track content effectiveness is to create a sales-centric content management library. Upload sales-centric content to the library, and then tag them with all the key parameters, such as: Product families. Authorships.

ROI 91

ROI Effectiveness Planning Content Marketing 91

Circle Studio

AUGUST 23, 2018

Case studies. According to research from Demand Gen Report , case studies are the top content preference for B2B buyers, with 78 percent using them when researching purchases or selection decisions. Research reports and white papers. Social media (and content marketing in general) is not about selling—it’s about sharing.

Traffic 99

Traffic Marketing Websites Case Studies Case Study 99

The ABM Agency

FEBRUARY 19, 2023

ABM facilitates a shift in focus to high-value prospects, thereby curtailing expenses related to targeting broad market segments while simultaneously enhancing engagement with key accounts and lead quality. It’s important to identify ideal customers, prioritize accounts, and segment them accordingly.

Account Based Marketing 52

Account Based Marketing Paid Content ABM Sales Management 52

The ABM Agency

FEBRUARY 19, 2023

ABM facilitates a shift in focus to high-value prospects, thereby curtailing expenses related to targeting broad market segments while simultaneously enhancing engagement with key accounts and lead quality. It’s important to identify ideal customers, prioritize accounts, and segment them accordingly.

Account Based Marketing 52

Account Based Marketing Paid Content ABM Sales Management 52

Madison Logic

OCTOBER 25, 2023

While CrowdStrike primarily serves verticals such as financial services, healthcare, pharmaceuticals, manufacturing, and the IT sector, the team needed access to better data to identify and prioritize the right personas and job titles within in-market accounts.

Account Based Marketing 52

Account Based Marketing ABM Work Management Marketing Management 52

Golden Spiral

MARCH 10, 2022

Your case studies are not reports of past success. 52% of B2B buyers cited case studies as a key factor in their decision to buy. 52% of B2B buyers cited case studies as a key factor in their decision to buy. Case studies are your most powerful reviews. A Story to Tell. And it’s paid off.

Word of Mouth 62

Word of Mouth Case Study Case Studies Stats 62

Marketing Insider Group

JANUARY 16, 2020

Most companies across verticals now choose a nice mix of videos and articles – with images to boot – in their blog posts to make their content more interactive and engaging. how-to guide, opinion, listicle, case study, video, interview, report) so plan accordingly. Ask more questions such as: What are our audience segments?

Planning 327

Planning Conversion Top of Funnel Custom Publishing 327

Televerde

OCTOBER 20, 2020

They’ll know when to send specific content, such as case studies, and implement social selling. Case studies. Specifically, you’ll understand which pain points, verticals, and accounts to create this content for. You’ll know which segments to target with content and which not to bother with. In-depth blogs.

Analytics 59

Analytics Marketing AI Demand Lead Scoring 59

Contify

SEPTEMBER 24, 2020

Case study on how a leading MNC has integrated primary & secondary research to stay ahead of competitors and augment business impact. “As About Contify Contify offers an AI-enabled Market and Competitive Intelligence solution that tracks information on competitors, customers, and industry segments.

Webinar Metrics 52

Webinar Metrics Research Marketing Management Optimization 52

The ABM Agency

APRIL 10, 2023

Instead of casting a wide net over an entire market segment, ABM focuses on nurturing relationships with individual prospects or existing customers within key target companies. Create comparison guides, case studies, and white papers that showcase how your product or service stands out from competitors.

Account Based Marketing 97

Account Based Marketing Top of Funnel Enterprise Management Work Management 97

DemandBase

AUGUST 1, 2019

Don’t have specific vertical marketing assets? Swap out eBooks or promote product pages for those segments. 2) Case Studies. That’s why we include logos and case studies on high-traffic pages. Let’s change them up to make it more relevant to your visitor. As marketers, we know we’re influenced by our peers.

Website Personalization 40

Website Personalization Peer-to-peer Merchandising Marketing Websites 40

Scoop.it

OCTOBER 29, 2019

Many marketers think all salespeople have to do is grab white papers, eBooks, recorded webinars, case studies, videos and more from the existing content hub. Content for sales enablement is so influential because takes into account three key elements: Market Segment, Buyer Persona, and Buyer Stage, each of which are explained below.

Top of Funnel 53

Top of Funnel Buyer Personas Content B2B Thought Leadership 53

Terminus

OCTOBER 29, 2021

If you’re interested, you can take a deep dive in this ABM campaign case study. ICP captures attributes that your best customers from a specific market segment have in common, and describes their buying committee structure, and how they find, evaluate and purchase a product like yours. The Connect & Qualify Pilot Campaign.

Ideal Customer Profiles 58

Ideal Customer Profiles Account Based Marketing ABM Campaigns 58

Biznology

FEBRUARY 17, 2016

The more off-beat queries can lead you to create whole new categories of content designed to appeal to particular audience segments or industry verticals. Buyers further along the journey are probably on the lookout for case studies or white papers. But the outliers shouldn’t be ignored, either.

Content Marketing 80

Content Marketing Generation Content Buying Cycle 80

Adobe Experience Cloud Blog

JANUARY 24, 2017

Story-Driven Case Studies. Help your sellers sell with story-driven case studies! Whether you know it or not, if you’re writing case studies, you have some secret admirers on the sales team. For their stories, they turn to your case studies. Do your case studies mimic this flow?

Case Studies 48

Case Studies Case Study Thought Leadership Marketo 48

The ABM Agency

APRIL 21, 2023

Segment Your Target Account List D. Segment Your Target Account List Segmenting your target account list based on specific criteria such as industry, company size, location or even the buyer’s journey stage will help you create more personalized marketing campaigns for each group. Identify High-Value Prospects B.

Account Based Marketing 52

Account Based Marketing Ideal Customer Profiles Marketing Strategy Marketing & Strategy 52

SmartBug Media

SEPTEMBER 13, 2019

That really depends on things like your available resources, the variety in your products or services, and the possible number of audience segments. Customer case studies can be great sources of information. A lot of times, especially in the healthcare vertical, there are a lot of significant personas that can’t be combined.

Advertising Agencies 63

Advertising Agencies Buyer Personas Top of Funnel Inbound Marketing 63

ClearVoice

AUGUST 10, 2020

Health care marketing funnels can be used to map out a happy path for every segment of your audience, helping to guide them on their journey to find health care information that is both relevant and useful. According to a Deloitte Insights article on consumer-patient segmentation, “Health care consumers’ preferences appear to be changing.

Top of Funnel 59

Top of Funnel Marketing Funnels CMS Development Marketing & Strategy 59

BenchmarkONE

DECEMBER 8, 2021

Customers have highly unique and specific needs now, making it difficult to segment them into traditional target market buckets. Spotify’s Discover Weekly playlist is another great case study on how to marry user needs with automation. Amazon will show you fresh options for the products you bought at the same time last year. .

Marketing Automation Services 80

Marketing Automation Services Marketing Automation Automation Product 80

Vidyard

JULY 24, 2020

case study vs. video podcast ), whether you need B-roll footage, and how you plan to use the actual video (i.e. Traveling to a customer’s office to film a case study video , for instance, is a big undertaking and a time-consuming one as well. in an email , for an online event , etc.). Saving Time.

Budget Programs 142

Budget Programs Enterprise Management Skype Work Management 142

Influitive

MAY 12, 2016

Industry segments in the same vertical (new or existing accounts). This requires a lot of content, especially if you sell across many verticals or buyers. Examples of these target customers include: Named accounts that you want to convert (new business). Existing accounts that you want to penetrate further.

Account Based Marketing 100

Account Based Marketing Work Management Marketing Strategy Marketing & Strategy 100

The Point

JUNE 18, 2013

Sales teams can be overwhelmed by the sheer volume of case studies, white papers, and other collateral. As marketers, we segment our messages based on which message resonates with different prospects. (DC) Content Marketing is a major weapon for marketers, but it hasn’t always translated into value in the selling process.

Salesforce.com 100

Salesforce.com Work Management Marketing Management Content 100

Liveintent

AUGUST 9, 2022

While this approach is understandable, focusing too heavily on one channel, platform, or a small audience segment can hinder business growth. To help, we’ll share some inspiration from these successful brand awareness campaign case studies. Together they found verticals like news, business, and travel to be of interest.

Paid Content 62

Paid Content Brand Identity Branding Cost per Acquisition 62