ANNUITAS

JULY 20, 2021

For most companies, the challenge of regularly delivering enough leads and opportunities to hit growth targets has historically meant building a strategy around producing high volume, low quality marketing and sales campaigns. But those campaigns are neither scalable nor efficient. In essence, success depends on guessing correctly.

Top of Funnel 147

Top of Funnel Campaigns Enterprise Management Work Management 147

ANNUITAS

MAY 13, 2020

Both ask the same, fundamental question when analyzing demand marketing budgets: What real sales ‘lift’ am I getting from this spend? Demand Marketing should be held to a clear, high standard of incremental – i.e., ‘net’ – contribution to sales. If there is net sales lift, then demand marketing is causal. Incrementality.

Demand 147

Demand CMS Development Marketing Attribution Budget Programs 147

ANNUITAS

MARCH 10, 2016

Companies surveyed all agree that the effort of deployment is difficult at best. Although marketing automation is now almost fully embraced by marketers, sales organizations are still not completely accepting of the technology benefits, nor are they trusting of marketing’s motives. Enter, the era of Sales Enablement.

Marketing Automation Services 100

Marketing Automation Services Demand Generation Eloqua Paid Search Agency 100

ANNUITAS

OCTOBER 25, 2016

From time to time on the ANNUITAS blog we have the opportunity to sit down with those in the B2B Marketing and Sales industry and get their take on the market and trends that are happening in the space. We recently were able to sit down with Tanner Mezel of DSG Consulting and get his insights into the world of B2B Marketing and Sales.

Consulting 153

Consulting B2B Sales Demand Generation Work Management 153

ANNUITAS

JULY 17, 2014

I was recently onsite with a prospect and was told that if this company could simply add $10,000 to every customer renewal each year they would add $400,000,000 in incremental revenue to the bottom line. Fundamentally, the same principles of Demand Generation apply in any sales instance –you need to Engage, Nurture and Convert your buyer.

Paid Search Agency 100

Paid Search Agency Companies Demand Generation Data Hygiene 100

ANNUITAS

SEPTEMBER 2, 2014

Most sales managers or Sales VPs will tell you that in order to meet their quota, they must have a pipeline of X. Whether it is a three X, five X or seven X pipeline, these sales people have a formula that they follow that knows what they need to get them to their stated goal. it’s still bogus. Let me explain a bit further.

Lead Qualification 100

Lead Qualification Sales Qualified Leads Work Management High Quality Lead 100

ANNUITAS

APRIL 10, 2014

Each of these often operates independently of each other or at the bequest of various sales teams eliminating the continuity in dialogue with their buyer. If the goal is for marketing to operate in isolation, and in doing so, deliver no strategic value to the company, they would be right. This is a red flag.

Paid Search Agency 100

Paid Search Agency Enterprise Management Marketing Management Automation 100

ANNUITAS

NOVEMBER 10, 2015

Whether you’re more like Ham or Smalls, chances are you’ve had a conversation with sales that included some miscommunication. Lead management frameworks define how and when leads are qualified, scored, and managed throughout the sales process. Ham Porter: Hey, you want a s’more? Step 2: Filter the Noise.

Lead Ranking 100

Lead Ranking Enterprise Management Work Management Lead Scoring 100

ANNUITAS

JULY 15, 2014

It’s as as inevitable as death and taxes…marketing and sales misalignment. In fact, it’s not uncommon for marketing personnel to have never even met one of their sales representatives, much less had a conversation regarding common goals and beliefs. Content is ineffective. Leads” are rejected.

Lead Qualification 100

Lead Qualification Sales Qualified Leads Marketing Budget Marketing & Strategy 100

ANNUITAS

OCTOBER 25, 2016

From time to time on the ANNUITAS blog we have the opportunity to sit down with those in the B2B Marketing and Sales industry and get their take on the market and trends that are happening in the space. We recently were able to sit down with Tanner Mezel of DSG Consulting and get his insights into the world of B2B Marketing and Sales.

Consulting 100

Consulting B2B Sales Demand Generation Work Management 100

ANNUITAS

OCTOBER 25, 2016

From time to time on the ANNUITAS blog we have the opportunity to sit down with those in the B2B Marketing and Sales industry and get their take on the market and trends that are happening in the space. We recently were able to sit down with Tanner Mezel of DSG Consulting and get his insights into the world of B2B Marketing and Sales.

Consulting 100

Consulting B2B Sales Demand Generation Work Management 100

ANNUITAS

MAY 26, 2016

And while this is true, and has been mentioned more than several times here on the ANNUITAS blog, I see very little being written or spoken about the role of B2B sales and how their roles have changed. These mistakes must be corrected if B2B sales organizations are going to have any measure of success. They Measure The Wrong Things.

B2B Sales 113

B2B Sales Demand Generation Agencies B2B Work Management 113

ANNUITAS

DECEMBER 15, 2015

In our mission to build demand generation that delivers real results, here are a couple to keep you up at night: B2B companies’ inability to align sales and marketing teams has cost them upwards of 10% or more of revenue per year , according to IDC. Confused and frustrated sales teams?

Demand Generation 100

Demand Generation Demand Generation Cost per Lead 100

ANNUITAS

NOVEMBER 28, 2023

The company has grown from a simple ‘sales cadence’ and ABM tool for nurturing and building insights around buying committees into a more insight-driven workflow platform that aims to enable more right place, right time engagement for sellers and prospects.

Advertising Agencies 130

Advertising Agencies Account Based Marketing API ABM 130

ANNUITAS

FEBRUARY 7, 2023

Does indecision have you committing a repeated string of ‘ random acts of sales and marketing ,’ or are you taking advantage of this moment to bring cohesion, orchestration and repeatability to your sales and marketing mix across your customer journey? Said differently: Are you sticking your head in the sand, or are you innovating?

Lead Ranking 130

Lead Ranking Peer-to-peer Paid Search Agency Terms and Conditions 130

ANNUITAS

AUGUST 21, 2023

All too often, this leads to organizations engaging in random acts of sales and marketing — in an attempt to shore up tactical gaps and with an insufficient perspective on customer critical path — instead of building sustainable go-to-market programs. DX covers the journeys and interactions that CX misses. CX is not DX.

Marketing Analytics Tools 130

Marketing Analytics Tools Demand Optimization Work Management 130

ANNUITAS

OCTOBER 9, 2023

The Westin Copley Place was the perfect venue, and we had a curated cross section of marketing, sales and commercial leaders to roll up their sleeves and discuss what it really means to build a Converged Growth go-to-market organization. Director of Revenue Operations at Riverside ; and Lee Zucker, VP Global Sales and Partnerships at Drift.

Marketing Analytics Tools 130

Marketing Analytics Tools CMO Multi-Channel Act-On 130

ANNUITAS

NOVEMBER 22, 2023

The company says it is re-positioning because it is looking to move beyond its legacy of conversational marketing (aka “chat”) to become what it calls a “ Buyer Engagement Platform ”. However, companies like Gong continue to move more into an AI-powered engagement platform positioning.

Ideal Customer Profiles 130

Ideal Customer Profiles Positioning Marketing Analytics Tools Lead Ranking 130

ANNUITAS

MAY 27, 2014

We’d like to think it is the lead score, since we worked together (and yes, this is an assumption) to build out a scoring system based on the title and level of the buyer, basic company background, and activity-based (and sometimes channel-based) components. That’s the first thing they look at … the company a lead is coming from.

Demand Generation 100

Demand Generation Lead Scoring Lead Ranking Enterprise Management 100

ANNUITAS

FEBRUARY 16, 2023

That said, let’s dig deeper into some of the pivots involved in either naming a CGO or building out a distributed Office of the CGO organization: Focusing on End-to-end Go-to-market vs. (Pre-sales) Marketing + Sales Many corporate leaders would equate “growth” with the mandate of a Chief Marketing Officer (CMO) or Chief Revenue Officer (CRO).

Lead Ranking 130

Lead Ranking Top of Funnel Peer-to-peer Paid Search Agency 130

ANNUITAS

MAY 7, 2015

A recent report by Richardson highlighted some of the biggest sales challenges of 2015. The report was based on data survey from 372 sales 75% of which were B2B sales people. The report focused on the challenges sales people face in prospecting, closing deals, and account management. modern buying process.

B2B Sales 100

B2B Sales B2B Marketing Marketing Management B2B 100

ANNUITAS

JANUARY 28, 2016

One of the things I hear most often as we work with clients or when I speak to marketing professionals is, “We cannot change the sales process.” The thinking behind this is that sales has an established process in place and to disrupt that process would be detrimental to the organization and its ability to make it’s number.

Work Management 50

Work Management Ideal Customer Profiles Demand Generation Marketing Management 50

ANNUITAS

JUNE 2, 2011

David is one of the top thought leaders in Sales 2.0 During the roundtable, the discussion inevitably led to how marketing and sales alignment could be achieved. I used to run the global mid-market group for an enterprise software company. Our company made the decision to develop a “small business” version of our software.

Enterprise Management 100

Enterprise Management Work Management Marketing Management Paid Search Agency 100

ANNUITAS

OCTOBER 11, 2023

For more than a decade, ANNUITAS has led a revolution to stop ‘random acts’ of marketing and sales – leveraging our proven ANNUITAS Demand Process methodology to help our clients make the shift to a strategic and scalable go-to-market approach – both pre- and post-sale. But we are framing the wrong problem to solve.

Marketing Analytics Tools 130

Marketing Analytics Tools Enterprise Management Work Management Marketing Management 130

ANNUITAS

DECEMBER 11, 2023

But whether we are talking about well-thought-out ‘growth marketing’ programs or haphazard ‘inside-out,’ interruptive go-to-market tactics, random acts of marketing and sales are at a breaking point. Our ability to succeed through haphazard marketing and sales acquisition efforts is rapidly coming to an end.

Marketing Analytics Tools 130

Marketing Analytics Tools Paid Search Agency Planning Budget Programs 130

ANNUITAS

OCTOBER 5, 2023

Salesforce recently made some big announcements about its AI Cloud and how it was going to augment the capabilities of each of its other clouds, especially its Sales, Marketing, Service and Commerce clouds. Providing recommended actions is phase one, and a smart move. A point not to be missed is what Salesforce calls “Grounded Prompts.”

Marketing Analytics Tools 130

Marketing Analytics Tools Product Marketing Automation Services User-Generated Content 130

ANNUITAS

MARCH 21, 2023

And the company noted that it is seeing strong uptake for the feature set: with more than. New advancements include improved sales routing, to get prospects inside an automated or assisted chat routed to the proper sales rep faster. conversations to date.

Marketing Automation Services 130

Marketing Automation Services Marketing Automation Automation Webinar Metrics 130

ANNUITAS

FEBRUARY 13, 2014

A new report called The Reinvention of B2B Marketing , from eConsultancy shows there is still quite a disparity between B2B marketing and sales organizations. Almost half (46%) of buyers still prefer creating a short list of vendors before making the decision to communicate with a sales rep.

Demand Generation 100

Demand Generation Demand Generation Planning 100

ANNUITAS

APRIL 10, 2023

In short, when companies treat their sales model as a linear journey, they fail to consider their customers’ engagement with the company over a lifetime. A simple four step funnel, though helpful for visualization purposes, is far from the reality of what most B2B sales processes are like.

Ideal Customer Profiles 130

Ideal Customer Profiles Top of Funnel B2B Thought Leadership Lead Ranking 130

ANNUITAS

APRIL 11, 2011

I recently had the opportunity to attend the Sales 2.0 The conference was full of great content and information on the state and the future of B2B Sales. It also allowed me the opportunity to mingle with many great B2B sales people, which is a departure from my norm of usually interacting with B2B Marketers. the sales person).

Top of Funnel 100

Top of Funnel B2B Sales Buy Process 100

ANNUITAS

MARCH 4, 2020

Growth Marketing must evolve past optimizing individual tactics and become a discipline of orchestrating the entire marketing, sales and product ecosystem – driving and optimizing enterprise demand – and thus growth. Some of these challenges include: Short-term and tactical focus. People often perceive it as a one-stop shop.

Growth Marketing 247

Growth Marketing Top of Funnel Demand Enterprise Management 247

ANNUITAS

NOVEMBER 14, 2022

When COVID lockdowns began, many businesses realized very quickly that their sales and marketing infrastructure was out of date. The world was shifting to digital-first so fast that traditionally sales-led companies struggled to keep up. While many companies are investing in tech, they’re not sure what to do with it.

Digital Transformation 130

Digital Transformation Top of Funnel Digital Marketing Funnels Sales Qualified Leads 130

ANNUITAS

FEBRUARY 3, 2022

Yes, Millennials are well established as decision makers in B2B companies, and even if not the decision maker, research shows that others are highly likely to seek a Millennial’s input. Companies can’t seem to reach all audiences without alienating one group or another. This presents a challenge.

Generation 182

Generation Cross-Selling B2B Lead Ranking 182

ANNUITAS

SEPTEMBER 7, 2021

Seventy-six percent (76%) of buyers expect companies to understand their needs and expectations before ever getting on the phone. There is a massive divide between what buyers want to discuss with sales vs. what sales wants to discuss with buyers. But that’s rarely what happens. But that’s only half the battle.

Conversion 234

Conversion Sales Qualified Leads Ideal Customer Profiles Opinions 234

ANNUITAS

AUGUST 19, 2022

This new organizational model represents a complete rethink of traditional B2B sales, marketing and customer service roles, with blended teams, organized around stewardship of customer journey phases. What’s wrong with the status quo of siloed teams and random acts of sales and marketing ?

Lead Ranking 130

Lead Ranking Paid Search Agency SIC Research 130

ANNUITAS

SEPTEMBER 7, 2021

Seventy-six percent (76%) of buyers expect companies to understand their needs and expectations before ever getting on the phone. There is a massive divide between what buyers want to discuss with sales vs. what sales wants to discuss with buyers. But that’s rarely what happens. But that’s only half the battle.

Sales Qualified Leads 228

Sales Qualified Leads Ideal Customer Profiles Opinions Work Management 228

ANNUITAS

FEBRUARY 24, 2023

I’m excited to introduce a new offering from ANNUITAS — one that is not only timely, but also helps companies address the #1 business challenge that they face today. Committing random acts of sales and marketing : The second problem is that the string of activities are not orchestrated or working together.

Planning 130

Planning Paid Search Agency Marketing & Strategy Act-On 130