DiscoverOrg

JUNE 29, 2017

Good data, on the other hand, provides valuable organizational context and intelligence that enable cross-selling and upselling within existing accounts, and fresh avenues to expand with net new accounts that would otherwise be closed and opaque. Account-Based Content for Account-Based Marketing. Laterally, within a known account.

Response Rate 149

Response Rate Top of Funnel Account Based Marketing Ideal Customer Profiles 149

ClickZ

SEPTEMBER 24, 2020

Greenberg’s best practices include: tracking digital behaviors, defining segments pre- and post-acquisition, engaging around your offering, and developing advocacy programs. Expansion: upselling, cross-selling. The software vertical is a good example. 2) Define segments pre- and post-acquisition.

Practices 134

Practices Planning Digital Marketing Funnels Best Practices 134

LeanData

NOVEMBER 8, 2022

Breaking into new markets, industry verticals and/or segments. Expanding business with your existing customers through upsell/cross-sell opportunities. Common goals of ABM initiatives include: Introducing a new product, solution or service to the market. Increasing share in an established market.

Account Based Marketing 97

Account Based Marketing ABM Ideal Customer Profiles Demand Generation 97

Martech

NOVEMBER 30, 2021

Are you looking to increase upsell and cross-sell opportunities at key accounts to improve customer lifetime value? Or do you want to expand into a new segment, territory or vertical market? Can sales and marketing work together to identify our target accounts?

Account Based Marketing 119

Account Based Marketing Work Management Marketing Management ABM 119

Martech

MARCH 22, 2023

Consider your segmentation program. Dig deeper: 5 tips to get more value from your tech stack Identify segments that can be more lucrative to target, such as regular buyers, people who buy at full price instead of waiting for sales and shoppers who send you clear purchase or upgrade intent signals. Look at your targeting.

Enterprise Management 96

Enterprise Management Marketing & Strategy Marketing Strategy RFP 96

Launch Marketing

JULY 1, 2020

As you begin, develop a method to catalog your database to easily sort and segment for key characteristics. Factors could include identifying contacts by their role or industry vertical, knowing which customers only subscribe to a certain service or product line, or where prospects are in the sales pipeline.

B2B Marketing 118

B2B Marketing Campaigns Marketing Budget Planning 118

Zoominfo

OCTOBER 22, 2021

A more sophisticated program of business development will involve finding new market segments for your business to appeal to. More experienced or specialized business development professionals may fulfill duties as diverse as developing corporate partnerships and carrying out in-depth research into new market segments. What is Sales?

Top of Funnel 130

Top of Funnel Sales Qualified Leads Buyer Personas Best Practices 130

Salesforce Marketing Cloud

DECEMBER 7, 2022

It takes practice to craft stories that sell a vision to potential customers. Personas are realistic characters who represent key audience segments. We use personas and storytelling to help potential customers understand the products we sell and how they might serve as solutions. Cross-Team Alignment. What’s a persona?

Ideal Customer Profiles 98

Ideal Customer Profiles Work Management Microsite Cross-Selling 98

Launch Marketing

JULY 1, 2020

As you begin, develop a method to catalog your database to easily sort and segment for key characteristics. Factors could include identifying contacts by their role or industry vertical, knowing which customers only subscribe to a certain service or product line, or where prospects are in the sales pipeline.

B2B Marketing 115

B2B Marketing Campaigns Marketing Budget Planning 115

NetLine

OCTOBER 2, 2023

Gone are the days of generic content and ads that lacked any semblance of segmentation. They are particularly beneficial for upselling and cross-selling. In the consideration phase, the addition of personalized insights can act as a unique selling proposition (USP) compared to competitor brands.

Marketing AI 52

Marketing AI Personalization Marketing Management Paid Search Agency 52

Zoominfo

AUGUST 26, 2021

Sales is, well, sales: bringing your product to individuals in your predetermined target market segment. A more sophisticated program of business development will involve finding new market segments for your business to appeal to. You can add “business development vs. sales” to that long list.

Top of Funnel 130

Top of Funnel Sales Qualified Leads Buyer Personas Best Practices 130

Adobe Experience Cloud Blog

MARCH 22, 2017

At its core, account-based marketing (ABM) is a targeted strategy that focuses on delivering personalized programs, messages, and content to select companies, and the leads within them, in an effort to engage them and move them towards a goal—whether that’s an initial sale, cross-sell or upsell, contract renewal, or even advocacy.

Account Based Marketing 128

Account Based Marketing Work Management Planning Marketing Management 128

Lattice

DECEMBER 14, 2015

Demand generation, account velocity and up-sell/cross-sell opportunities. Industry/Segment – Any number of new or existing accounts in the same vertical or other specific segment. Companies are using ABM for three main use cases, according to Sangram. Have a look below, courtesy of Terminus.

Sales Management 100

Sales Management Account Based Marketing Top of Funnel ABM 100

TrustRadius Marketing

JANUARY 8, 2020

The Hubspot marketing automation platform offers features that enable teams to deliver cross-channel inbound campaigns, manage leads and access key reporting and analytics insights. This solution offers vertical offerings for healthcare, life sciences, and financial service industries. .

Enterprise Management 52

Enterprise Management Hubspot Marketing Automation Services Marketing Management 52

Hubspot

APRIL 2, 2021

Supply-side platforms (SSP) where publishers sell their ad inventory. The ad exchange marketplace where advertisers and publishers buy or sell ad inventory through real-time bidding (RTB). Nobody knows exactly what the impact will look like yet," he added, "but we, in the industry, are crossing our fingers and hoping for the best.".

Buy 87

Buy Work Management Cost Per Thousand Marketing AI 87

Envy

FEBRUARY 13, 2021

B2B (Business to Business) companies sell their products or services to other businesses, not to consumers. B2C means Business to Consumer, because surprise surprise, they sell directly to consumers. Either way, if you want to sell MarTech, you need to understand the CTO. BR is your website and/or email Bounce Rate.

Marketing Analytics Tools 119

Marketing Analytics Tools Cost per Acquisition Paid Content Lead Ranking 119

Adobe Experience Cloud Blog

MARCH 23, 2018

Segment Your Market. Now that you know your ICP, it is easier for your AI platform to divide your target customers into segments , with each having its unique campaigns, messaging, and general strategy. Letting you customize your approach per segment enables you to better connect with customers and leave a lasting impression.

Ideal Customer Profiles 134

Ideal Customer Profiles Marketing AI Enterprise Management Account Based Marketing 134

DealSignal

AUGUST 30, 2021

For example, if your company sells multiple SaaS solutions, the alignment shouldn’t stop at just sales and marketing. It’s a good idea to loop in product managers, R&D teams, business development, and other departments that work closely with the solutions you are selling.

Account Based Marketing 52

Account Based Marketing Tactics Work Management Marketing Strategy 52

LeanData

MARCH 17, 2021

Break into new markets, industry verticals and/or segments. Upsell/cross-sell a segment of your existing customer base. Some common goals of ABM strategies include: Introduce a new product, solution or service to the market. Increase your share in an established market. Align on key performance indicators (KPIs).

Account Based Marketing 52

Account Based Marketing ABM Ideal Customer Profiles Marketing Analytics Tools 52

SmartBug Media

MAY 10, 2022

Seventy-five percent of those polled also noted that account-based marketing (ABM) had improved upsell and cross-sell opportunities via account-specific insights. Growing upsell and cross-sell opportunities. Addressing low customer engagement. Message clients bingeing on certain categories of your content.

Account Based Marketing 52

Account Based Marketing ABM Lead Scoring Lead Ranking 52

ClickZ

DECEMBER 14, 2020

The digital selling environment presents many new opportunities for retailers to engage with customers and leverage ecommerce opportunities. Amazon’s Director of Brand Programs & Selling Partner Development, Mike Miller, emphasizes the importance of nailing the basics when it comes to selling purely in a marketplace.

eCommerce 141

eCommerce Trends Top of Funnel Amazon 141

Ledger Bennett

FEBRUARY 24, 2020

Targeting key accounts for cross sell opportunities to make the most of the ‘low hanging fruit’. But what we’re really talking about when we discuss personalisation in B2B marketing is accurate audience segmentation. Tailoring your content to a specific vertical for example. It’s not ‘ABM’, it’s common sense. So Now What?

Account Based Marketing 52

Account Based Marketing Trends B2B Marketing Enterprise Management 52

LeadSquared

AUGUST 7, 2018

42 insurance players are fighting it out for market share in a vertical that is perceived as “push-oriented” – in a red ocean like this, progressive customer-intent signals hold the key to moving the needle for some core metrics like Customer Lifetime Value, Renewal Rate and Conversions Per Agent.

Marketing Automation Services 64

Marketing Automation Services Marketing Automation Automation Planning 64

SWZD

SEPTEMBER 30, 2019

sells wireless systems for mobile devices and Wi-Fi products to mobile carriers, broadband service providers, and corporate enterprises. She mentioned: Crossing the Chasm by Geoffrey Moore. Customer Segmentation. We asked Mary about her team’s approach to market segmentation and go-to market strategy.

Salesforce.com 48

Salesforce.com Thought Leadership Cross-Selling SMB 48

Engagio

NOVEMBER 1, 2018

The second conversation you have is, okay, cool, now we have them how are we going to segment them based on messaging themes. So you can’t have 22 verticals on your target account list that require 22 different stories. Do I want a cross-sell, up-sell play so we get more out of our customer base?

CMO 48

CMO Demand Generation Cross-Selling Account Based Marketing 48

Sharpspring

APRIL 26, 2017

The client was happy with its performance, so they engaged us for a second cycle to produce similar campaigns for their remaining product verticals. We determined that it was much more cost-effective for our client to sell products to existing customers than to find new customers. The campaign launched.

Marketing Automation Services 73

Marketing Automation Services Content Marketing Paid Search Agency Advertising Agencies 73

MKT1

OCTOBER 24, 2023

extended metaphor, pie = market or market segment Each quarter, prioritize these high-level levers (just don’t try to say that phrase out loud when you do). Here's the high-level strategy for each: Expand the pie (or test new pies) Go after new markets or segments (verticals, geos, etc.).

Growth Marketing 59

Growth Marketing Paid Search Agency Marketing Analytics Tools Sales Management 59

Heinz Marketing

AUGUST 30, 2021

This week’s show is called “ The Evolution of Successful Social Selling ” and our guest is Jamie Shanks , CEO @ Sales for Life and Pipeline Signals. Sort of when lots of people say that they were the godfather of social selling, you were there at the start. You can even ask Alexa! I’m giving you that credit.

Ideal Customer Profiles 117

Ideal Customer Profiles Enterprise Management Work Management Cross-Selling 117

chiefmartech

MAY 12, 2020

Salesforce is the original example, but now there are hundreds, of varying sizes, serving different functions and verticals: Shopify, ServiceNow, HubSpot (disclosure: where I work), Adobe, Intuit, Xero, Atlassian, Google’s G Suite, MindBody, and many more. Key Dynamics of Apps and Platforms Crossing the Spectrum.

Lead Ranking 102

Lead Ranking Long Tail Marketing Domain Cross-Selling 102

Inbox Insight

APRIL 11, 2022

Achieving a seamless, unified B2B multi channel strategy requires a specialist skillset and understanding as well as effective cross channel integration and alignment to your overarching objectives. It also involves close monitoring and flexibility to readily adapt when things aren’t quite going to plan. Jasdeep Laly, RTB Media Manager.

Multi-Channel 98

Multi-Channel Ideal Customer Profiles Paid Content Advertising Channels 98

Conversica

OCTOBER 2, 2019

Categorization includes: Customer/account segmentation includes region, industry or vertical, size of the organization and more. AI Assistants can be used to drive customer health, collect customer feedback, and upsell/cross-sell customers on additional features or upgrades.

Marketing AI 70

Marketing AI Ideal Customer Profiles Marketing Management Lead Ranking 70

Ontraport

DECEMBER 9, 2019

These are time-sensitive and sell out quickly. What other kinds of information and services would customers in this vertical benefit from? You can also use this information (which should match up roughly with identifiable segments of your target market) to direct members to upsell and cross-sell products that will benefit them.

Peer-to-peer 98

Peer-to-peer Cross-Selling Amazon Lock-In 98

Seismic

JUNE 17, 2019

So, in an industry that operates across each and every vertical, let’s take a look at the current challenges telecom providers are facing and the ways in which sales and marketing teams can overcome them to build better relationships with their customers and maintain their legacy brand. As a recent EY global telecommunications report.

Digital Transformation 45

Digital Transformation Webinar Metrics Bundling Ad Building 45

Kaon

JUNE 26, 2019

The Siemens application , created to align with “The Challenger Sale” methodology, focuses on 10 vertical markets and horizontal segments (automation, fire, security, IOT, smart spaces) and is being used as a sales tool and at trade shows.

Digital Transformation 100

Digital Transformation Trade Show Work Management Lead Ranking 100

Terminus

FEBRUARY 13, 2020

This process involved: Identifying the different segments of the manufacturing industry. Determining which industry segments were the best fit for their products using data like. They took their two years’ worth of data and dug into their success rates with specific verticals in the manufacturing industry. Employee size.

Account Based Marketing 34

Account Based Marketing A/B testing Marketing & Strategy Marketing Strategy 34

SalesIntel

FEBRUARY 20, 2023

We will have a segment at the end of this for you to get your questions answered. Effectively, we listen to companies, companies that you want to sell to, or companies that maybe are already your customers. ” 67% discuss pipeline cross functionally just once a quarter or less. Looking forward to today. Thank you, Mike.

Intent Data 52

Intent Data Ideal Customer Profiles Intent Bombora 52

SalesIntel

FEBRUARY 20, 2023

We will have a segment at the end of this for you to get your questions answered. Effectively, we listen to companies, companies that you want to sell to, or companies that maybe are already your customers. ” 67% discuss pipeline cross functionally just once a quarter or less. Looking forward to today. Thank you, Mike.

Intent Data 52

Intent Data Marketing Analytics Tools Ideal Customer Profiles Intent 52