Zoominfo

JANUARY 23, 2021

Sales account management, like sales, is selling. While both focus on selling, the ‘roles’ are different. Sales account management, however, focuses on building long-term relationships with key customers for up-selling and cross-selling purposes. Let’s do a quick overview.

Work Management 130

Work Management Marketing Management Zoominfo Cross-Selling 130

KoMarketing Associates

SEPTEMBER 10, 2019

Forrester expects B2B ecommerce in the just United States to reach $1.8 Even as of the close of 2018, Forrester says US B2B ecommerce had already exceeded $1.1 Forrester predicts B2B ecommerce will continue with a 10% compound annual growth rate (CAGR) for the next five years. trillion by 2023. billion online with U.S.

eCommerce 121

eCommerce Advertising Benchmark B2B Marketing Practices 121

PathFactory

MAY 2, 2019

How can you embrace these new capabilities to build a truly AI-powered marketing machine that enables B2B buyers at every stage of their path to purchase? That’s the question at the heart of an October 2018 report by Forrester: AI Will Enable B2B Marketers To Deliver Customer-Driven Engagement At Scale. But first, what IS AI, really?

Forrester 40

Forrester Marketing Report Lead Ranking Work Management 40

InsightSquared

AUGUST 14, 2019

Here are three of the top ways AI is impacting today’s sales process: Increases Time Spent Selling. Today’s sales reps are facing a major problem: they can’t find enough time in their day to actually sell. However, it’s important to note that not all sales leads are created equal. The Future of AI in Sales.

Sales Management 228

Sales Management Marketing AI Process Top of Funnel 228

Ledger Bennett

JANUARY 9, 2022

It tends to attract more customers – in most cases subscription payments lower the barrier to entry because cost is no longer prohibitive, allowing more customers to purchase. Together with keeping customers happy, subscription businesses have to look for cross-sell and up ell opportunities to get customers “addicted” to their services.

Cross-Selling 59

Cross-Selling Work Management B2B Marketing Management 59

Liveintent

APRIL 18, 2018

Have you considered all email marketing tactics, specifically for return visitors to your site and those who have purchased? In fact, Forrester cites that 30% of transactions by repeat shoppers started with a click on an email from the retailer. While online shopping, are you guilty putting items in your cart but not purchasing them?

Tactics 78

Tactics Email Marketing Cross-Selling Open Rate 78

Madison Logic

FEBRUARY 7, 2024

Forrester Research predicts that poorly personalized content will degrade the purchase experience for 70% of buyers over its failure to demonstrate an understanding of their business needs. Resolution #4: Build Trust with Your Audience B2B marketing is not just about selling a product or service.

Marketing AI 52

Marketing AI Work Management B2B Marketing Marketing Management 52

Martech

NOVEMBER 30, 2021

Are you looking to increase upsell and cross-sell opportunities at key accounts to improve customer lifetime value? The amount of B2B purchasers has increased, though many report difficulties in the buying process. Or do you want to expand into a new segment, territory or vertical market?

Account Based Marketing 122

Account Based Marketing Work Management Marketing Management ABM 122

Martech

JULY 18, 2022

ABM isn’t just about acquiring new target accounts, it’s about retaining and growing target accounts through cross-sell, upsell and advocacy programs. Individuals who may be involved in the purchase decision are targeted in a variety of ways, in order to soften the earth for the sales organization. . Sounds good? Why it’s hot.

Enterprise Management 101

Enterprise Management Account Based Marketing Work Management Marketing Management 101

Porch Group Media

JANUARY 14, 2023

Emails can be personalized using first name, last name, location, purchase activity, shopping cart items, and much more. Additionally, 66% of buyers think seeing non-personalized material would deter them from making a purchase. Email personalization increases open rates by 26% and generates a 760% increase in email revenue.

Email Campaigns 98

Email Campaigns Personalization Campaigns Marketing & Strategy 98

Marketing Insider Group

JUNE 26, 2015

The buyer’s journey and the selling process terms are often confused. So, are you creating your business strategy based on the selling process or the buyer’s journey? It’s important for you to rethink your content marketing and social selling strategy to sherpa the buyer through their decision making process. Forrester).

Process 100

Process Cross-Selling Forrester Buyer's Journey 100

Martech

MARCH 10, 2022

Most of the B2B buying journey is conducted anonymously until the buyer gets closer to the point of purchase, which is why a tech-driven “zero-touch” demand gen strategy is critical for growth. 63% of purchases have more than four people involved in the buying group (up from 47% in 2017). What to aim to achieve with ABM.

Account Based Marketing 108

Account Based Marketing Ideal Customer Profiles Enterprise Management Work Management 108

Porch Group Media

SEPTEMBER 29, 2020

Super Office) 49% of customers agree that they have made impulse purchases after an excellent customized personal experience with a brand. Dot Digital) Customer satisfaction and retention, plus improved up-selling and cross-selling, are the main reasons businesses are trying to improve their customer experience.

Stats 64

Stats Ideal Customer Profiles Cross-Selling Marketing Management 64

Martech

DECEMBER 13, 2021

A Forrester study found that the majority of C-level executives overrate their marketing organization’s customer identity accuracy and persistence. Resolving customer identities should create new cross-sell and upsell opportunities because your marketing team will know more about your customers. Why we care.

Enterprise Management 108

Enterprise Management Organization Work Management Marketing Management 108

Full Circle Insights

SEPTEMBER 28, 2022

The Forrester B2B Revenue Waterfall is an excellent framework for B2B sales because the sale can be complex and most involve groups of buyers. So, the goal is to acquire new accounts, or for current customers, to retain, upsell or cross-sell these accounts. Four types of sales with four types of targeted opportunities to track.

Account Based Marketing 52

Account Based Marketing ABM Full Circle Insights Bombora 52

Hubspot

NOVEMBER 16, 2021

We’ve seen this trend play out in our research – according to a recent Forrester study that we co-commissioned with Stripe, over half of SMBs still rely on disparate solutions to manage payment data, averaging five tools per purchase transaction. Having a payment system that’s connected to your CRM takes care of that. with a U.S.

CRM 67

CRM Buy Work Management Marketing Management 67

Hubspot

AUGUST 30, 2023

79% reported that AI helped them focus more on the selling part. 11 AI Predictions in Sales for The Next Year Forrester predicts that AI-powered platforms will grow to $37 million by 2025. AI sales tools gather and analyze purchasing behavior, browsing behavior, and support interactions to detect patterns and trends.

Marketing AI 59

Marketing AI Top of Funnel Lead Ranking Work Management 59

Madison Logic

NOVEMBER 30, 2023

B2B marketing is not just about selling a product or service. It also opens the doors to cross-sell and upsell opportunities that can be used to deepen an account’s investment. Gartner research finds that 70% of the buying journey is complete before a buying group reaches out to a provider.

Demand 52

Demand Brand Identity Branding Work Management 52

Martech

OCTOBER 19, 2022

Simply put, it’s the automated buying and selling of digital advertising space. Programmatic advertising is now being used to sell ad space for CTV, digital radio and digital out of home (DOOH). There is also contextual targeting, which uses website content — including text, keywords, images and categories — to trigger an ad purchase.

Advertising Agencies 120

Advertising Agencies Paid Content Cost Per Thousand Advertisements 120

PureB2B

MAY 30, 2022

2022 is set to solidify this further, with Forrester predicting that this year, B2B buyers’ will expect to be “heard, known, and understood” more thanever before as we transition into a post-pandemic world. B2B purchase decisions aren’t made lightly, and the timeframes involved can be lengthy. Identify Your Ideal Customer.

Ideal Customer Profiles 48

Ideal Customer Profiles Account Based Marketing ABM Campaigns 48

Albacross

NOVEMBER 4, 2021

And 62% of B2B buyers can make their purchase selection solely based on digital content. Intent data helps to tackle these 3 problems all at once – from the acquisition of first-time customers to retention of existing customers, and further to obtain cross-sell and upsell opportunities. Source: Forrester , 2021).

Intent Data 52

Intent Data Ideal Customer Profiles Intent Buyer's Journey 52

LeanData

OCTOBER 5, 2021

Hybrid/virtual selling is an accelerant. Today’s B2B buyer wants to be engaged, and she expects her B2B bing journey to be: Easy, Seamless and contextual, Tailored to the right channels, Personalized, yet unobtrusive, Crowdsourced along the way, pre- and post-purchase, And full of two-way learning and growth. How hybrid?

Marketing Analytics Tools 92

Marketing Analytics Tools Top of Funnel Lead Ranking Digital Marketing Funnels 92

The ROI Guy

AUGUST 15, 2010

A new role has emerged at many leading B2B companies, Sales Enablement, and recent research from Forrester and IDC proves this new sales enablement practice as the key linchpin required to help a B2B company bridge the gap between their business strategies and how they execute in the field. Sales Enablement Defined What is Sales Enablement?

Forrester 40

Forrester Lead Ranking Cross-Selling Sales Cycle 40

Mereo

JULY 29, 2021

Jay McBain, principal analyst at Forrester does not see this trend going away: “I estimate there are more than 100,000 software companies (ISVs) today around the world — up from 10,000 only 10 years ago. Is packaged to encourage initial adoption as well as cross-sells and up-sells of new features and associated modules.

Enterprise Management 60

Enterprise Management Pricing Price Marketing Management 60

Marketing Insider Group

AUGUST 18, 2015

He’s the guy who coined the classic business advice “the aim of marketing is to know and understand the customer so well the product or service fits him and sells itself,” years ago. What’s old is indeed new again. Intuit saw major growth, but with it, distance from customers’ true needs, and Net Promoter Scores were flat lining.

Examples 100

Examples Paid Search Agency Companies Cross-Selling 100

SalesIntel

FEBRUARY 1, 2022

In the pursuit of growth, many businesses sell into the accounts already in their CRM and marketing automation systems, oblivious to the large number of suitable prospects not in their data. It is the maximum amount of money a company may produce by selling its product or service in a specific market. 1) Top-down.

Planning 52

Planning Marketing Automation Services Cross-Selling Paid Search Agency 52

SalesIntel

FEBRUARY 1, 2022

In the pursuit of growth, many businesses sell into the accounts already in their CRM and marketing automation systems, oblivious to the large number of suitable prospects not in their data. It is the maximum amount of money a company may produce by selling its product or service in a specific market. 1) Top-down.

Planning 52

Planning Marketing Automation Services Cross-Selling Paid Search Agency 52

Madison Logic

OCTOBER 11, 2022

In fact, a 2020 Forrester survey finds that 77% of B2B marketers are using intent data in their ABM programs, with 11% making plans to implement it in their future ABM campaigns. . This type of intent data can be highly predictive of purchase intent. . Customer Success and Retention .

Intent Data 52

Intent Data Intent Marketing Budget Buyer Intent 52

TrustRadius Marketing

OCTOBER 3, 2022

Even before the pandemic, 68% of B2B buyers preferred to research online independently , according to Forrester. With intent data, brands can focus on potential buyers most likely to be a good fit for their offering and who are closer to a purchase. Understand purchase intent.

Intent Data 52

Intent Data Top of Funnel Intent Work Management 52

Porch Group Media

SEPTEMBER 12, 2019

The top three reasons according to research by Genesys are to improve customer retention (42%), improve customer satisfaction (33%) and to increase cross-selling and up-selling opportunities (32%). 73% of buyers point to customer experience as an important factor in purchasing decisions. Forrester).

Trends 68

Trends Optimization Marketing & Strategy Peer-to-peer 68

Vision Edge Marketing

NOVEMBER 12, 2013

One common definition of customer lifecycle is “the progression of steps a customer goes through when considering, purchasing, using, and maintaining loyalty to a product or service.” Let’s say you currently market and sell a technology product to IT buyers and decision-makers in the federal government. Connection .

Marketing Management 100

Marketing Management Ideal Customer Profiles Paid Search Agency Advertising Agencies 100

Martech Advisor

DECEMBER 11, 2019

Forrester found that consumer awareness around the environment, politics, and science has grown significantly since 2014, and this has a major impact on buying habits. With a high volume of purchases, a lot of packaging material risks being wasted during the holiday season. 4 Ideas for Marketing to Values-Driven Customers in 2019.

Marketing AI 58

Marketing AI Ethics Phishing Cross-Selling 58

NuSpark Consulting

FEBRUARY 5, 2017

According to a 2015 report from Forrester Research, 83 percent of companies who tried using predictive analytics for insights had positive outcomes. Improved understanding of customers and purchasing motivations. These included: Ability to reach the right buyers. Identifying and addressing new target audiences.

Account Based Marketing 100

Account Based Marketing Marketing Automation Services Marketing Management Top of Funnel 100

Versium

NOVEMBER 27, 2018

Versium has been recognized as an industry leader and disruptor in trend reports by Forreste r and Gartner. When these attributes are matched to an enterprise’s internal data and used in Versium’s machine learning models, clients improve customer acquisition, retention and cross-sell and upsell marketing activities.

Positioning 40

Positioning Paid Search Agency Product Cross-Selling 40

Convert

FEBRUARY 2, 2022

They may entice new prospects to commit to making that first purchase, but given too generously, they set up a poor narrative of only shopping when discounts are available. Although they sell sustainable, wear anywhere, high-quality apparel, it’s still a mission-first company. 92% of the U.S.

Bundling 52

Bundling eCommerce Budget Programs Word of Mouth 52

Porch Group Media

NOVEMBER 5, 2019

In its marketing trends for 2018, Marketo highlights a Forrester study predicting that the approximately 100,000 software vendors of today will grow to 1 million hyper-specialized companies by 2027. With the sheer number of marketing technologies available on the market today, this number is going to continue to grow exponentially.

Planning 40

Planning Paid Search Agency Barriers Loyalty 40

Sharpspring

JUNE 9, 2017

Whether you’re trying to convert, retain, or sell, omni-channel marketing allows you to develop and sustain meaningful and profitable customer relationships in a hands-off way. Loyal customers make referrals and can be worth up to 10x their first purchase. What is the purchase frequency? How are purchases made?

Advertising Channels 54

Advertising Channels Effectiveness Top of Funnel Marketing & Strategy 54