Modern B2B

OCTOBER 20, 2023

This comes as no surprise as in our Digital Connections 2.0 Organisations work hard to gain customers, so how can we be more effective at meeting their needs, keeping them longer and measuring our value against the customer – particularly when growth is likely to come from this group. So, why the focus on the customer?

Forrester 52

Forrester Cost per Acquisition Cross-Selling B2B 52

Terminus

MAY 8, 2020

This spans across all marketing, customer success, and sales teams, as you look to better integrate and align all revenue-related areas. How ABM Helps: Any member of your sales or customer success team could book a meeting with a prospect or customer related to an open opportunity. Sales Velocity. What do we mean by that?

Account Based Marketing 29

Account Based Marketing ABM ROI Ideal Customer Profiles 29

DealSignal

MARCH 22, 2023

With lead enrichment, the data platform can provide those extra details your team needs to better score the lead—such as work experience, job title, persona fit, education, location, and more. According to Forrester, companies that excel at lead nurturing generate 50% more sales-ready leads at 33% lower cost.

Lead Generation 52

Lead Generation Lead Scoring Lead Ranking Cost per Acquisition 52

Metadata

JANUARY 8, 2024

It’s time to say goodbye to the demand generation metrics you love B2B marketers are creatures of habit, and that includes leaning on the same metrics we’ve used for years to measure the impact of our demand generation strategies. Teams can’t agree on which ones matter. What’s the problem with these metrics?

Cost per Lead 52

Cost per Lead Demand Ideal Customer Profiles Marketing Analytics Tools 52

Terminus

APRIL 14, 2020

40% reduction in cost per account acquisition. Like you, we’ve chosen to make our path in the always unpredictable and challenging world of B2B marketing. With that in mind, we are pleased to share a commissioned study by Forrester Consulting on the Total Economic Impact of Terminus. 60% more meetings set by ADRs.

Forrester 26

Forrester Consulting Account Based Marketing Ideal Customer Profiles 26

NetLine

AUGUST 2, 2023

There are several types of sales leads in B2B, including: Marketing Qualified Leads (MQLs): Leads that have shown interest in your product or service and meet specific criteria established by your marketing team showing that they have a strong likelihood of becoming a buyer. Image: Versions of the SiriusDecisions Demand Waterfall.

Lead Generation 52

Lead Generation Lead Ranking Sales Management Lead Scoring 52

Rollworks

JUNE 3, 2018

This weak structure is probably why Forrester found that, on average, only 0.75% of leads that companies generate actually result in sales. Instead of focusing on attracting as many leads as possible, your team will be focusing on attracting accounts that will close and bring the most value : ( Source ). Only 0.75%?

Account Based Marketing 40

Account Based Marketing Work Management Top of Funnel Marketing AI 40