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Account Based Marketing Examples: Effective ABM Strategies to Target High-value Accounts with Long Sales Cycles

New North

The evolution of ABM in B2B sales cycles reflects a shift from broad-based marketing to hyper-targeted, account-specific strategies. This approach proves particularly effective for tech companies dealing with complex products, long sales cycles, and multiple decision-makers within each account.

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B2B Sales Cycle: 4 steps to avoid the wasteful ‘no decision’

markempa

“But, if I’m a VP of Sales, I’ll be really peeved if you lose to ‘no decision,’ because you probably wasted my time as well as a lot of resources around the company in terms of getting help from manufacturing, customer support and finance — all to get to the point where nothing happened.”. No deal = broken sales cycle.

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What is Lead Scoring for Marketing and What Are the Benefits?

Act-On

Score those strong purchase indicators highly and send these white-hot leads to sales. In this guide, we’ll dive into how lead scoring works, how to build a framework, and the marketing and sales superpowers it can unlock. Keep them engaged with more content, and add a few points to their score every time they engage.

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10 Best B2B Webinar Platforms for 2021

Oktopost

Between January and April 2020, the number of brands running webinar ads has more than doubled from 223 to 463. This means webinars are now mainstream even with the most traditional of industries. Actually, forget about industries, webinar and online meeting software like Zoom and others are even being used for family gatherings.

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How to Recognize and Respond to Buying Signals (and Close More Deals!)

Zoominfo

By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase. They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. Additionally, teams that harness the buying cues benefit from more precise and efficient sales cycles.

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The Risks of Over-Reliance on Late-Stage Content

The Point

When planning campaigns or designing ads, it’s easy to gravitate towards late-stage content (Webinars, analyst reports, demos, case studies) on the assumption that such offers generate more “qualified” leads. In fact, a failure to align offers with ad groups can be a prime culprit in poor conversion (click-to-lead) rates.

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How to Nurture Mid-Funnel Leads with the Right B2B Content Mix

Contently

” From the lens of the funnel, the buyers start at the brand awareness stage (at the top of the funnel), then become mid-funnel leads, and eventually make a sale or purchase. Mid-funnel content bridges this gap between initial intrigue and the final purchase. What is mid-funnel content? Hello, ROI!)