Marketing Interactions

JANUARY 19, 2020

While you can build as many personas as you like, there’s a point of no return that you should be careful not to cross. This is rarely the case unless the solution the client sells is highly strategic or they sell to SMBs where the CXO is responsible for cross-functional roles and/or has a very limited team.

Buyer Personas 121

Buyer Personas Enterprise Management Work Management B2B 121

Martech

SEPTEMBER 16, 2022

Customer experience: Content helps reduce customer churn and drive upsells/cross-sells by keeping customers engaged post-purchase. Gartner notes that companies demonstrating success with growth, margin and profitability typically prioritize customer experience. How content marketing can help marketers succeed.

Digital Asset Management 134

Digital Asset Management Paid Content Work Management Marketing Management 134

LeanData

OCTOBER 5, 2021

Forget the Sales stack or the MarTech stack, said Craig Rosenberg , distinguished analyst, VP at Gartner, in his presentation, “Powering the Revenue Engine: The 2022 Revenue Tech Stack.” Hybrid/virtual selling is an accelerant. Rather, it’s time to merge disparate stacks and adopt the RevTech stack. How hybrid?

Marketing Analytics Tools 92

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

Sprout Social

DECEMBER 6, 2023

It offers your prospects a glimpse at how their workday might improve by choosing your company as a vendor. It expands brand reach According to a recent study from Gartner , B2B buyers value third-party interactions 1.4 For B2B brands, influencer marketing humanizes the appeal of your tool or solution. Here’s how.

Work Management 117

Work Management B2B Marketing Marketing Management Paid Search Agency 117

Lattice

DECEMBER 28, 2015

We were also named a “Cool Vendor” and raised nearly $30 million to bring our total funding to $75 million. Here’s a quick look at the questions we hear most often about all things predictive lead scoring: best practices, comparing vendors, measuring impact and more. Gartner’s Market Guide on Predictive Analytics.

Top of Funnel 60

Top of Funnel Account Based Marketing Cross-Selling Intent Data 60

Madison Logic

NOVEMBER 30, 2023

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

Demand 52

Demand Brand Identity Branding Work Management 52

Zoominfo

AUGUST 19, 2021

In fact, a Gartner survey found that organizations attribute an average of $15 million in losses each year to bad data. Multi-vendor enrichment: A system with flexible, rules-based logic that enriches a database with multiple data providers and ensures that data is standardized and segmented to unique business requirements.

Enterprise Management 100

Enterprise Management Work Management Marketing Management Lead Ranking 100

VisumCX

JULY 18, 2017

The prevailing thought is if we can help our customers be successful, this will lead to a good experience, which leads to retention and the opportunity for cross-sell, and upsell opportunities, with the outcome being corporate growth. According to the research conducted by CEB, now Gartner, the average B2B organization has seen a 2.3x

Gartner 40

Gartner Brand Identity Branding Cross-Selling 40

Seismic

SEPTEMBER 8, 2019

The B2B selling space is evolving, funnel dynamics are shifting, and buyers are becoming better informed. Perhaps the most significant changes are the shift in the balance of power in the B2B purchase process, from the vendor to the buyer, and the changing expectations that prospects have of sales reps and the sales experience.

Sales Management 45

Sales Management B2B Sales Top of Funnel Work Management 45

TrustRadius Marketing

OCTOBER 3, 2022

But as B2B marketers face a seemingly endless supply of vendors and solutions, many struggle to understand the intent data trend or its importance. Sales and marketing teams understand that a core part of their job is reaching the right audience at the right time with the right message.

Intent Data 52

Intent Data Top of Funnel Intent Work Management 52

Versium

JUNE 12, 2018

Sherman was previously the chief marketing officer at Point Inside and headed Amazon’s highly successful “Selling on Amazon” third party retailer program. In May, Gartner, a leading global independent information technology research and advisory company, selected Versium as a “Cool Vendor” in the 2016 Cool Vendors in Retail report.

Enterprise Management 40

Enterprise Management Marketing Management Lead Ranking Disintermediation 40

Conversica

NOVEMBER 28, 2018

Conversica’s AI Customer Success Assistants are designed to drive increased renewal and upsell and cross-sell opportunities while improving the overall employee and customer experience. To learn more, visit conversica.com and follow the company on Twitter , LinkedIn and Facebook.

Marketing AI 40

Marketing AI Work Management Marketing Management Conversion 40

Adobe Experience Cloud Blog

JUNE 2, 2015

Do more upselling and cross-selling. An estimate from Gartner Group, however, indicates that 80% of a company’s future profits will come from just 20% of existing customers. Build additional customer lifecycle models and lifecycles for each customer goal: onboarding, upsell, cross-sell, and renewal by region for example.

Lead Ranking 48

Lead Ranking Enterprise Management Work Management Marketing Qualified Leads 48

The ROI Guy

APRIL 14, 2010

At Gartner's Business Intelligence Summit 2010, IT Executives indicate that they're struggling to prove the ROI of BI to the business. The research indicates that over 60% of these buyers turn to vendors to prove the value. An article about the Gartner BI Summit can be found at: [link].

Vendors 40

Vendors ROI Gartner Cross-Selling 40

Strategic-IC

JULY 14, 2021

But while a marathon is measured by crossing the winning line after 26.2 When you are selling high-value products and services (that have a long and complex sales cycle), the relationships you form with the key client/prospect stakeholders will often make or break these deals. You are not trying to please (and sell to) everyone.

Account Based Marketing 62

Account Based Marketing Ideal Customer Profiles Paid Search Agency Work Management 62

Terminus

MARCH 22, 2017

Consider the oft-quoted statistic from Gartner Group that 80% of a business’ profits over time come from just 20% of their customers. For the purpose of an account-based marketing program, we can break customer marketing down into three major categories: customer advocacy, upselling/cross-selling, and land and expand campaigns.

Account Based Marketing 32

Account Based Marketing Ideal Customer Profiles Advertising Agencies Planning 32

chiefmartech

DECEMBER 27, 2016

Whatever problem you need to solve or marketing fantasy you’d like to indulge, there’s someone telling (selling) you that the answer is AI. These can and will be used by martech vendors, of course, to stay competitive in the AI era. These factors are likely to be the sources of disruption among martech vendors.

Marketing AI 88

Marketing AI Enterprise Management Work Management Marketing Management 88

Terminus

SEPTEMBER 25, 2017

Consider the oft-quoted statistic from Gartner Group that 80% of a business’ profits over time come from just 20% of their customers. You can employ two account-based strategies for customer marketing: upsell/cross-sell campaigns and land and expand campaigns. Upsell/Cross-Sell. What characteristics do they share?

Account Based Marketing 20

Account Based Marketing ABM Template Cross-Selling 20

Madison Logic

SEPTEMBER 28, 2022

Gartner tells us the typical buying committee for a complex B2B solution involves 6-10 decision makers‚ each armed with 4-5 pieces of information they’ve gathered independently and must deconflict with the group. You have different customer segments like net-new logos or existing upsell, cross-sell, or renewal opportunities.

Budget Programs 52

Budget Programs Work Management Marketing Management Top of Funnel 52

Heinz Marketing

DECEMBER 31, 2018

Now, my background, my co-founders background, we were selling B2B software, and we very much thought that process is needed, but has to be different. And by the way, I think that will be actually be very interesting to a lot of B2B vendors, because I think they think it’s still different, and it’s not.

Top of Funnel 65

Top of Funnel Budget Programs Peer-to-peer B2B Sales 65

Ambal's Amusings

DECEMBER 17, 2009

Her clients who are technology vendors and venture firms leverage her strategic marketing and go-to-market expertise. She identifies and transforms differentiation - customers crown jewels - into compelling, customer-centric value that sells. Her blog is Phoenix Rising and her business is People Who Know.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management B2B Thought Leadership 100

Zoominfo

AUGUST 16, 2023

In fact, a Gartner survey found that companies attribute an average of $15 million in losses each year to bad data. Multi-vendor enrichment: A system with flexible, rules-based logic that enriches a database with multiple data providers and ensures that data is standardized and segmented to unique business requirements.

Work Management 130

Work Management Marketing Management Ideal Customer Profiles Service 130

DealSignal

MARCH 7, 2023

Relying on a third-party data vendor to continually keep your records refreshed with accurate, up-to-date info ensures that you don’t waste your budget on out-of-date records and that you don’t waste time targeting leads who aren’t your ideal buyers. This differs depending on the vendor.

B2B Sales 52

B2B Sales Marketing Automation Services Top of Funnel B2B Marketing 52

Content4Demand

SEPTEMBER 16, 2020

Since then, B2B vendor sites are surging with traffic as buyers are seeking information they’re used to getting from in-person events. Sales Hacker says, “the key to winning tomorrow’s sales game is to prioritize helping, solving, and enabling the prospect rather than just selling to them.”

Top of Funnel 99

Top of Funnel Peer-to-peer Conversion Ad Building 99

DealSignal

NOVEMBER 3, 2020

Relying on a third-party data vendor to continually keep your records refreshed with accurate, up-to-date info ensures that you don’t waste budget on out-of-date records and that you don’t waste time targeting leads who aren’t your ideal buyers. Choosing an intent data vendor. This differs depending on the vendor.

Top of Funnel 52

Top of Funnel Marketing Automation Services B2B Sales Paid Search Agency 52

DemandBase

JULY 21, 2020

You must be careful about the accounts you’re selling to, the message you lead with, and the way in which you sell (i.e. Todd Berkowitz, Practice Vice President, Gartner. Todd Berkowitz, Practice Vice President, Gartner. In today’s reality, how you sell matters as much as what you sell.

Sales Management 52

Sales Management Enterprise Management Work Management Top of Funnel 52

xiQ

JULY 23, 2021

As the world rebounds from the pandemic, the need for virtual smart selling tools has become an imperative. Cross referencing firmographics with engagement patterns identifies and prioritizes companies and individuals who qualify for deeper sales engagement. IS YOUR TEAM EQUIPPED TO DRIVE 10x SALES GROWTH? Prioritize the Pipeline.

Sales Qualified Leads 71

Sales Qualified Leads Cross-Selling B2B Sales Advertising Benchmark 71

Engagio

JUNE 2, 2020

You must be careful about the accounts you’re selling to, the message you lead with, and the way in which you sell (i.e. If economic uncertainty continues, these programs should remain a core element of marketing strategy.” – Todd Berkowitz , Practice Vice President, Gartner. everything that ABM stands for).

Sales Management 62

Sales Management Enterprise Management Top of Funnel B2B Sales 62

xiQ

JULY 1, 2021

As the world rebounds from the pandemic, the need for virtual smart selling tools has become an imperative. Cross referencing firmographics with engagement patterns identifies and prioritizes companies and individuals who qualify for deeper sales engagement. IS YOUR TEAM EQUIPPED TO DRIVE 10x SALES GROWTH? Prioritize the Pipeline.

Sales Qualified Leads 62

Sales Qualified Leads Cross-Selling B2B Sales Advertising Benchmark 62

Engagio

APRIL 20, 2020

Practice Vice President, Gartner. Virtual events, direct mail, cross-channel digital, the telephone – they are all still alive, working and productive from what we’ve seen in the field the past couple weeks. Many answers from the experts reflect this assertion. Todd Berkowitz. Matt Heinz. President Heinz Marketing. Kathy Macchi.

Work Management 131

Work Management Tactics Account Based Marketing Marketing Management 131

6sense

DECEMBER 10, 2021

We had a case study breakout session at the Gartner Sales & Marketing event to discuss the importance of Artificial Intelligence for executing ABM at scale, and ultimately competing and winning in the age of B2B buying, which requires a much more data-driven approach to Sales and Marketing. How well can vendors really do this?

CMO 62

CMO Marketing AI Multi-Channel Budget Programs 62

Single Grain

DECEMBER 31, 2019

As defined by Investopedia : “Social commerce is the use of networking websites such as Facebook, Instagram and Twitter as vehicles to promote and sell products and services.” The Power of Social Shopping on Instagram (and How to Sell More). Trend #1: The Explosion of Social Commerce. Concluding Remarks.

Trends 102

Trends Marketing AI Amazon Top of Funnel 102

Sana Commerce

AUGUST 24, 2021

Back then, one-fifth of B2B vendors were using integrated solutions. Organizations running integrated e-commerce solutions are also 19% more likely to attribute both improved cross-sell/upsell opportunities and improved profitability per customer to e-commerce compared to those running standalone e-commerce software (Forrester).

Budget Programs 98

Budget Programs Digital Transformation B2B Forrester 98

Engagio

APRIL 20, 2020

Practice Vice President, Gartner. Virtual events, direct mail, cross-channel digital, the telephone – they are all still alive, working and productive from what we’ve seen in the field the past couple weeks. Many answers from the experts reflect this assertion. Todd Berkowitz. . Matt Heinz. . President Heinz Marketing.

Work Management 87

Work Management Tactics Account Based Marketing Marketing Management 87

Convert

AUGUST 17, 2022

Yes, you run tests and deploy winners from time to time, but do you have strong ties with your A/B testing tool vendor? Beyond onboarding and providing support, your tool vendor can be your partner in experimentation. And Why Your Vendor is an Under-Utilized Resource). “Is Think of Your Tool (and Vendor) as an Investment.

Work Management 59

Work Management Enterprise Management Marketing Management Budget Programs 59

xiQ

AUGUST 8, 2015

Selling has always been more about the buyer than the seller. But Gartner research (see here and here ) indicates a very different contemporary buying reality. With these changes in mind, understanding where customers are, and how to interact with them appropriately in a given stream, are now central to effective selling.

Sales Management 62

Sales Management Work Management Marketing Management AIDA 62

ATAK Interactive

FEBRUARY 7, 2019

NetSuite was one of three solutions named by research firm Gartner as a “ Leader ” in the Magic Quadrant for Cloud Core Financial Management Suites for Midsize, Large and Global Enterprises. Give your sales team the real-time data they need to cross-sell and up-sell. Know what actions they respond to.

Enterprise Management 79

Enterprise Management Marketing Automation Services Work Management Marketing Management 79