The Point

MAY 9, 2017

Steve Patti is a former B2B CMO, agency CEO, and CxO advisor with 30 years of international experience helping brands grow revenues. Earlier this year, he launched The B2B Content Agency to provide clients with buyer research, message strategy and insight-lead sales narratives.

Account Based Marketing 206

Account Based Marketing ABM Marketing Automation Services Lead Scoring 206

Martech

MAY 10, 2022

When Rowan Tonkin joined Planful as CMO three years ago, he faced two main challenges. Last year, Forrester reported that about 90% of 650 tech buyers surveyed want vendors to provide content that’s relevant at every stage of the buying journey. We do most of our shopping online before we even start talking to sales reps,” said Tonkin.

Buying Cycle 84

Buying Cycle Intent Ideal Customer Profiles Planning 84

Heinz Marketing

OCTOBER 12, 2020

How Prospecting has Changed in 2020” and our guest is Eric Quanstrom , CMO at CIENCE Technologies. I think that number one, outbound works because it’s taking a very specific targeted approach to having a vendor solution provider services based company that wants to land a specific logo or specific logos going forward.

Top of Funnel 131

Top of Funnel Work Management Marketing Management Cold Calling 131

DiscoverOrg

APRIL 20, 2017

High-growth companies use 360-degree account-based intelligence to take strategic risks for long-term success; companies who rely on limited, inaccurate, and one-dimensional data spin sales cycles just to keep from losing ground. Account-based sales intelligence includes a lot more than email lists. Improve sales productivity.

ROI 269

ROI Top of Funnel Ideal Customer Profiles Marketing Management 269

Launch Marketing

AUGUST 23, 2023

Using an agency as a primary or even secondary resource is a savvy way to ensure marketing efforts can keep up with lead generation, new product launches and cyclical sales cycles. What key elements should a VP of Marketing job description contain to attract top-tier candidates?

Marketing AI 116

Marketing AI Paid Search Agency Demand Generation Agencies Work Management 116

markempa

FEBRUARY 18, 2013

Paul Greenberg, Managing Principle, The 56 Group, LLC, and author of CRM at the Speed of Light , said although there are some technology suites that attempt to provide these solutions through the entire sales cycle, it is much more common for companies to integrate CRM technology from more than one vendor.

Sales Management 120

Sales Management Work Management Marketing Management Marketing Automation Services 120

Seismic

OCTOBER 28, 2021

In order to win business with well-informed buyers, sellers need to be available, informative, and honest: Available – In the LinkedIn State of Sales 2021 report , only 28% of buyers indicated that sellers remain engaged after the sale to ensure value delivery. Informative – Sellers are the subject matter experts for the buyer.

Work Management 52

Work Management Marketing Management Buyer's Journey Sales Cycle 52

Sword and the Script | B2B

JUNE 27, 2023

A CMO will have 2-3 groups of SDRs turnover given the average CMO tenure. So, having an interest in SDRs helps to build that future relationship with sales. Does that mean marketing is writing sales emails for the SDR team? Especially in B2B tech, sales cycles are getting longer and involving more stakeholders.

Statistics 54

Statistics Ideal Customer Profiles B2B Marketing B2B 54

Heinz Marketing

MAY 16, 2022

If you are in the CMO Coffee Talk group, you’re likely to see Alan in the 8:00am ET call as well. And there’s obviously a lot of areas we could talk about, a lot of areas that you have covered in your career as a CMO, as an analyst, and now as a fractional CMO. You’ve been in-house as an operational CMO.

Top of Funnel 93

Top of Funnel Lead Scoring Lead Ranking CMO 93

SmartBug Media

SEPTEMBER 6, 2019

By the time the average B2B buyer connects with any particular vendor, they’re already more than 70 percent of the way through the Buyer’s Journey —and 67 percent of that journey is digital. We would, however, highly recommend connecting with your vendor(s) of choice directly to identify who would best suit your needs.

Intent Data 79

Intent Data Marketing AI Intent Bombora 79

Marketing Insider Group

AUGUST 11, 2015

Of course, with a staggering amount of technology available to marketers ( 1,876 vendors as of Scott Brinker’s latest count ,) and Gartner’s predictions that the CMO will spend more on IT than the CIO by 2017, it comes as no surprise that managing this technology took it’s place as a major responsibility in the survey.

B2B Marketing 100

B2B Marketing Marketing Management B2B Paid Search Agency 100

LEADership

MAY 5, 2014

I have been in more than a few meetings and discussions lately where senior marketing managers and sales people are admitting their fear of this unknown concept. Why is it suddenly so important to have a stellar product when all this time, stellar marketing and stellar sales is all that you needed to drive growth? The post HELP!

CMO 40

CMO Work Management Marketing Management Peer-to-peer 40

Martech

FEBRUARY 28, 2022

But in all of my years in B2B, whether as a marketer, an agency person, a consultant or a fractional CMO, people have considered email an important channel but have overlooked its true potential for fulfilling company goals. A Forrester WAVE matrix of leading vendors is one. Many factors influence intent. Silent periods.

Marketing Automation Services 122

Marketing Automation Services Intent Marketing Automation Email Marketing 122

NetLine

JUNE 22, 2023

The follow-up by sales reps has a message that doesn’t align with marketing—or isn’t sufficiently personalized Messaging needs to reach beyond marketing efforts and throughout the sales cycle. A majority of B2B buyers say that a vendor’s content had a significant impact in ultimately choosing that vendor.

Validation 97

Validation Sales Qualified Leads Marketing Automation Services High Quality Lead 97

Hubspot

MARCH 27, 2014

According to an article published by The Wallstreet Journal , the average tenure of a CMO is now 45 months, nearly double the average tenure in 2006, when it was just 23.2 Sorofman describes these individuals as "digital CMOs," the folks who are leading corporate entities from their analog pasts to data-driven, cross-platform futures.

CMO 28

CMO Enterprise Management Work Management Marketing Management 28

Zoominfo

OCTOBER 5, 2021

Case in point: 40% of CMO Council members agree that improving GTM processes are top priority. On the other hand, enterprise companies often have more governance (“red tape”) around procurement and vendor management, resulting in longer sales cycles.

Enterprise Management 147

Enterprise Management Ideal Customer Profiles Marketing Analytics Tools Work Management 147

Metadata

SEPTEMBER 14, 2020

Can you even imagine a world where every product bug, sloppy sales call, or budget error received the same blowback as that one typo in that one email? The good news: there are technology and vendors who can help you out. That’s how we find ourselves in a situation where ABM continues to rise and CMO tenure continues to fall.

Account Based Marketing 52

Account Based Marketing Marketing Analytics Tools ABM Demand Generation 52

Martech Advisor

SEPTEMBER 4, 2019

Just like your account-based strategy delivers results for your revenue team, here’s how to win the channel with ABM, shares, Latane Conant, CMO of 6sense. Every sales and marketing leader knows channel partners are one of their most valuable assets. Enter: Account-based Marketing.

Account Based Marketing 61

Account Based Marketing ABM Advertising Channels Ideal Customer Profiles 61

Martech Advisor

SEPTEMBER 27, 2019

With tools that let them serve as “flies on the wall” in the sales process, they can save deals by equipping salespeople with content that prospects crave - which empowers the entire organization, Theresa O’Neil, CMO of Showpad, to discuss how marketers can leverage tech to improve the sales cycle.

Top of Funnel 65

Top of Funnel Digital Marketing Funnels Advertising Agencies Marketing Funnels 65

KoMarketing Associates

SEPTEMBER 14, 2013

I had the opportunity to speak with Michael Ni , CMO/SVP, Marketing and Products, of Avangate , an e-commerce platform designed for the software and cloud service markets, about the evolution of B2B e-commerce and the need for B2B marketers to establish true business to individual (B2i) connections.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Top of Funnel 120

ANNUITAS

OCTOBER 23, 2014

but are often bitter when the daily budget runs out before 10:00 AM and the CMO asks you why your ad isn’t running when he or she ran a search on an “important” term. Not to mention how difficult it can be to trace any of those conversions to actual sales, and how the “brand” value is tenuous at best. Focus on lead management-.

Demand Generation Agencies 100

Demand Generation Agencies Paid Search Agency PPC Marketing Automation Services 100

The Marketing Blender

MAY 4, 2021

What, exactly, does a fractional CMO do? An outsourced CMO brings years of experience to help you accelerate your revenue growth and optimize your business development without incurring the cost of an executive salary. This is where a fractional CMO steps in, figuratively and often literally, into their business. Who We Are.

CMO 98

CMO Work Management Marketing Budget Marketing Budget Creation 98

BenchmarkONE

SEPTEMBER 27, 2018

You’re the lucky one who gets to put the brain-power behind amazing automated workflows that educate your audience, shorten your sales cycle, and ensure none of the opportunities you’re driving falls through the cracks. Find a mix of vendor blogs, personal blogs, and media publications in our roundup. Marketo Blog: CMO Nation.

Marketing Automation Services 57

Marketing Automation Services Marketing Automation Automation Marketing Management 57

Valasys

JANUARY 13, 2020

With the expanding pursuit of digitization & the Internet of Things (IOTs), the ways buyers research & find B2B vendors have largely changed. According to a recent CMO survey by Gartner, 90% of the B2B buyers twist & turn through sales funnel, looping back & repeating at least one more task in the buyer’s journey.

Account Based Marketing 59

Account Based Marketing B2B Marketing Marketing Management Marketing & Strategy 59

ANNUITAS

MAY 24, 2011

Jon was also named a Top 10 CMO for companies under $250 million revenue by The CMO Institute. Whereas we used to just have the sales cycle, with its distinct qualification stages, we now have a comprehensive revenue cycle. And social isn’t going to go away.

Marketo 100

Marketo Marketing Automation Services Work Management Marketing Management 100

Zoominfo

AUGUST 14, 2023

Sales and marketing professionals are overwhelmed with data, tools, and services. In a recent industry survey , virtually every CMO said they were using at least 10 separate data providers, with more than half using 14 or more data sources. In 2020, the average B2B SaaS sales cycle was 33 days.

Enterprise Management 130

Enterprise Management Work Management Marketing Management Budget Programs 130

The ROI Guy

MARCH 11, 2014

Content marketing plays a more pivotal role, facilitating buyer decisions – influencing decisions before reps are involved, and arming reps with the sales tools they need to “reframe” the solution picture in the providers’ favor. Source: IDC''s 2013 ITBuyer Experience Survey: Create and Close Customers up to 40% Faster.

Peer-to-peer 40

Peer-to-peer Sales Cycle Content Case Studies 40

Adobe Experience Cloud Blog

JANUARY 14, 2011

by Maria Pergolino Traditionally, marketing forecasts haven’t held as much weight as sales forecasts in the eyes of the CEO. This is beginning to change as more companies are looking beyond the traditional sales cycle and more at an overall revenue cycle. Integration With Automation Systems.

Forecasting 48

Forecasting Marketing Automation Services Budget Programs Tools 48

The Marketing Blender

APRIL 22, 2021

An outsourced CMO brings years of experience to help you accelerate your revenue growth and optimize your business development without incurring the cost of an executive salary. CEOs are looking for solutions when sales start to falter or marketing efforts are falling flat, especially when you need to stay within a budget.

CMO 52

CMO Work Management Marketing Management Paid Search Agency 52

The ROI Guy

JANUARY 18, 2013

Michael Gerard, VP of IDC ‘s CMO and Sales Advisory Practice indicates in a recent presentation that it now takes more than 650 targets just to get one deal, and each deal is taking longer to close than before, some 19 months for the marketing and sales cycle to complete. This is a good news / bad news story from IDC.

Peer-to-peer 40

Peer-to-peer ROI Sales Cycle Marketing Proposals 40

Marketing Insider Group

AUGUST 12, 2010

Help sales fill their pipeline funnels. As the quality pressure starts to rise, you can only send to sales those opportunities that are further along in the sales cycle. I wrote about this subject in my book titled How to Create an Unstoppable Marketing and Sales Machine. You cannot convert what you do not have.

Work Management 100

Work Management Marketing Management Sales Qualified Leads Lead Scoring 100

Heinz Marketing

JUNE 18, 2018

We were thrilled this last time to be able to talk to Patrick Morrissey , CMO at Altify. More from Patrick: I am a growth-driven marketing, sales and business development executive in high technology focused on building high performing teams, building lasting relationships and delivering results. He’s the CMO of Altify.

Sales Management 41

Sales Management Top of Funnel Work Management Marketing Management 41

Ambal's Amusings

AUGUST 27, 2010

Content for a business decision-maker has to use financial statement type metrics: reduced expenses, increased revenue, faster cash collection, shortened sales cycles, improved margins, more predictable cash flow, etc. Sales Lead Expert’s Learning Center. Keeping a Closer Eye on Content ROI – CMO Council.

Work Management 100

Work Management Marketing Management B2B Business 100

Aberdeen

JULY 31, 2017

” Failure to differentiate creates market confusion and that inevitably leads to longer sales cycles. Here’s a real-world example of the competitive landscape in the Business Intelligence (BI) market: *Note: Vendors with “no position” either failed to state a benefit or they expressed a variety benefits across their websites.

Positioning 40

Positioning Enterprise Management Work Management Marketing Management 40

Terminus

JANUARY 3, 2018

Shortened average sales cycle by 20 days. After evaluating and working with a few different vendors, it became clear that BrightFunnel’s product is far superior to everything else in the market for this purpose. Since beginning our ABM transformation, we’ve seen phenomenal results. 20% increase in average selling price.

Acquisitions 0

Acquisitions Account Based Marketing Multi-Touch Attribution Top of Funnel 0

The ROI Guy

MAY 4, 2006

in 2006, with annual growth in software sales leading the way at 7.0%. Annual growth in hardware sales and services are less, but still healthy at 6.0%. Compared to 2002 where growth was a dismal -31% for system vendors and -18% for service providers, these are happy days. On average, how much do IT firms spend on marketing?

Marketing Budget 40

Marketing Budget Budget Programs Advertising Agencies SMB 40

Heinz Marketing

OCTOBER 11, 2021

” My guest is Scott Horn , CMO at several SaaS companies. Scott is a multiple time CMO, CRO, has worn many hats. I have found one person who is a good friend of mine, who actually believes that they’ve made paid search work, but I will describe the conditions required and he had a technology vendor recommendation as well.

Paid Search Agency 103

Paid Search Agency Top of Funnel B2B Thought Leadership Ideal Customer Profiles 103