Sales Engine

AUGUST 24, 2015

Content plays a critical role in the new world of demand generation, and it goes way beyond branding and thought leadership. You’re going to be well positioned and you may get to help design the RFP. So the bottom line is that if you’re not engaging your prospects through content , you’re not getting an invitation to the dance.

Demand Generation Agencies 120

Demand Generation Agencies RFP Thought Leadership Paid Search Agency 120

Strategic-IC

AUGUST 3, 2020

ABM in the House: a series of conversations between Declan Mulkeen, CMO of Strategic IC and Alex Olley, Co-founder of Reachdesk , as they explore how to build an effective Account-based Marketing (ABM) programme. The early stage, so, it might be measuring the increase in RFP invitations. You're looking to influence the target account.

Account Based Marketing 62

Account Based Marketing ABM Ideal Customer Profiles ROI 62

DealSignal

NOVEMBER 1, 2022

Intent data allows you to identify and target these specific folks, almost in real-time. The type of intent signals a user is leaving and the strength of those signals can indicate a user’s interest in your product, which is invaluable for creating targeted marketing campaigns or delivering strong sales cadences. GET THE CHECKLIST.

Intent Data 52

Intent Data Intent Marketing Automation Services Ideal Customer Profiles 52

Engagio

OCTOBER 12, 2017

The key technologies that you will need to become account-based are lead to account matching to set the foundation, Marketing Orchestration to drive engagement, and analytics to measure impact. The most important step in the 6-step process for ABM is choosing which target accounts. 4) Select the right target accounts.

Account Based Marketing 67

Account Based Marketing ABM Buy Work Management 67

B2B Marketing Directions

AUGUST 6, 2017

How Thought Leadership Impacts B2B Demand Generation was based on a survey of 1,329 business decision makers representing a wide range of industries and company sizes. Thought leadership content led 41% of C-level respondents to include a company in an RFP. Poor thought leadership content can be worse than none at all.

Thought Leadership 40

Thought Leadership B2B Thought Leadership RFP Demand Generation 40

Strategic-IC

JULY 3, 2020

ABM in the House: a series of conversations between Alex Olley, Co-founder of Reachdesk and Declan Mulkeen, CMO of Strategic IC, as they explore how to build an effective Account-based Marketing (ABM) programme. We've got our Buyer Personas that we want to target in each account. So, yeah, let's crack on.

Account Based Marketing 48

Account Based Marketing ABM Ideal Customer Profiles Demand Generation 48

KoMarketing Associates

NOVEMBER 19, 2015

Business relationships rely on some of the same data points but are often distanced from targets and customers by geography, station (status in the food chain of the individual with final say-so) and decision-making protocols like RFP docs, requisition requests, and other confounding red tape. More Substance, Less Fluff.

B2B Marketing 180

B2B Marketing Planning Eye-Tracking RFP 180

thePoint

SEPTEMBER 10, 2019

When engaging marketing prospects to respond (generate leads), there is one truth you cannot change: if you don’t have the right content, you will fail. A prospect that fits your ideal target profile, specifically NEW CONTACTS that your team has never reached (new people or new organizations) – opens doors for introductions.

B2B Marketing 40

B2B Marketing Paid Search Agency Personalization Sales Qualified Leads 40

LEADership

FEBRUARY 20, 2015

This is the time to offer materials that showcase your product or service sucy as a buying guide, templates, ROI calulators, analyst reports or an RFP. Sleeping Beauty Track: Send targeted content to sleeping contacts to re-capture their interest. The final stage indicates the lead is close to becoming a customer. astonishment.

Sales Qualified Leads 40

Sales Qualified Leads Top of Funnel RFP Leads 40

The Point

JUNE 18, 2013

One company we work with has used this approach to double their RFP win-rate to the tune of $7 million in incremental sales. HS) The overwhelming trend in B2B demand generation today is for marketing to not only drive raw inquiries, but also to convert and nurture those inquiries into sales-ready leads.

Salesforce.com 100

Salesforce.com Work Management Marketing Management Content 100

LEADership

JANUARY 3, 2014

Sealing the deal : RFP (request for proposal) is conducted. If you want to bring awareness to your product/services, facilitate content through demand generation, infographics, informative stories and search engine optimization. Consider the map to nurturing B2B marketing objectives. Make breakthroughs via research.

Buy 40

Buy Process B2B Thought Leadership RFP 40

ANNUITAS

FEBRUARY 9, 2012

This being said, I think this definition sums it up nicely: Content marketing is the practice of publishing contagious content designed to be found by and influence a behavior of your target market(s) to create a positive business result. How important is it in a B2B demand generation strategy to incorporate story telling?

Interactive Marketing 100

Interactive Marketing Work Management Marketing Management Emarketing 100

Strategic-IC

NOVEMBER 27, 2019

What were the title levels you were targeting? How did you identify the right contacts within your target accounts? Interesting to see demand generation sitting above one-to-many on one of the slides. Are you treating demand gen as pure awareness or are you targeting specific accounts?

Account Based Marketing 15

Account Based Marketing ABM Ideal Customer Profiles Demand Generation Agencies 15

Adobe Experience Cloud Blog

NOVEMBER 3, 2010

In a special event, as part of our Revenue Masters series , we brought together some of the top minds in B2B demand generation to answer this critical question. Get there early so you can shape how the buyer in formulating their problem and help them structure the evaluation i.e. before they go to RFP.

Sales Qualified Leads 48

Sales Qualified Leads Marketing Qualified Leads Lead Ranking Lead Scoring 48

Customer Experience Matrix

DECEMBER 27, 2010

I’ve finally had time to work up the vendor scores based on the 150+ RFP questions I distributed back in September. So I also created a reality check by looking at vendors who target the different buyer types. Summary: The first of three posts describing my new scoring system for B2B marketing automation vendors.

Marketing Automation Services 120

Marketing Automation Services Lead Scoring Lead Ranking Vendors 120

Hubspot

MAY 13, 2013

Not too long ago, my colleague Katie Burke wrote a great article, " The Right Way to Think About Your Marketing Software RFP ," and it got me thinking about my own experiences as a buyer of marketing technology. They target a niche audience in the Fortune 1000. I think at one point I even put "drag and drop interface" in my RFP.

Marketing Automation Services 28

Marketing Automation Services Marketing Automation Automation RFP 28

Hubspot

APRIL 21, 2014

Last year Freeman’s employer, a telecom company called ShoreTel , moved from Eloqua to HubSpot, and it fell to Freeman, the head of demand generation at ShoreTel, to oversee the project. “Because it’s a moving target, I set up an auto download or auto data export that ran daily,” Freeman says.

Marketing Automation Services 28

Marketing Automation Services Planning Marketing Automation Automation 28

Industrial Marketing Today

MAY 5, 2010

Depending on the stage of the prospect, your content needs to: Move them from ignorance to awareness – define the problem and make your target audience aware of generic solutions and the benefits of your offerings. You can’t satisfy all of them with one-size-fits all content. A white paper would fit the bill nicely here.

Sales Cycle 60

Sales Cycle Web 2.0 Buying Cycle Privacy Policies 60

Adobe Experience Cloud Blog

JULY 18, 2012

Make sure that you take the time to identify the personas (executive, power user, mid-level manager) in the middle of your funnel and provide them with tailored diets of content with relevant messaging (buyers guides, RFP templates, industry information). Create specific lead nurturing campaigns for different personas.

Top of Funnel 48

Top of Funnel Marketing Automation Services Marketing Automation Automation 48

Ledger Bennett

JULY 24, 2019

When going through the RFP Process make sure to consider the following: Internal/Resourcing: The agency should have a website with Good Quality Content. A lot of checklists online will have “a great website” listed first or second on their selection criteria. Can share some blind data of the demand generation they’ve produced.

Demand Generation Agencies 40

Demand Generation Agencies Paid Search Agency Advertising Agencies Ad Agencies 40

Ledger Bennett

JULY 24, 2019

When going through the RFP Process (and all throughout the working relationship with an agency) make sure to consider the following: Internal/Resourcing: The agency should have a website with Good Quality Content. Loads of times agencies come to an RFP pitch presentation with their entire arsenal, pie in the sky ideas to win the business.

Demand Generation Agencies 40

Demand Generation Agencies Paid Search Agency Advertising Agencies Ad Agencies 40

Ledger Bennett

JULY 24, 2019

When going through the RFP Process (and all throughout the working relationship with an agency) make sure to consider the following: Internal/Resourcing: The agency should have a website with Good Quality Content. Loads of times agencies come to an RFP pitch presentation with their entire arsenal, pie in the sky ideas to win the business.

Demand Generation Agencies 40

Demand Generation Agencies Paid Search Agency Advertising Agencies Ad Agencies 40

Circle Studio

OCTOBER 19, 2017

More than 1,300 C-level executives and decision makers across a wide range of industries were surveyed for the study titled “ How Thought Leadership Impacts B2B Demand Generation.” Insightful content can earn new RFP opportunities. Content marketing can also help a firm earn new requests for proposal (RFP) opportunities.

B2B Thought Leadership 79

B2B Thought Leadership Thought Leadership Top of Funnel RFP 79

Biznology

OCTOBER 27, 2016

A standout in the B2B marketing field is David Ketchum , CEO of the demand generation agency Current Asia , and author of Big M, little m Marketing: New Strategies for a New Asia. Many deals happen without an RFP, and if you are not personally connected, you risk missing opportunities. Is marketing entirely digital here now?

Demand Generation Agencies 80

Demand Generation Agencies Marketing Budget Marketing Automation Services B2B Marketing 80

Customer Experience Matrix

SEPTEMBER 23, 2010

Summary: Vendors who target small businesses include provide functions beyond traditional marketing automation. This helps business owners who need to generate revenue as efficiently as possible. Reminder: you can upload the 150+ questions for your own RFP from www.raabguide.com.)

Marketing Automation Services 120

Marketing Automation Services Small Business Marketing Marketing Management Marketing Automation 120

Anteriad

APRIL 25, 2023

Account-based marketing Account-Based Marketing  (ABM) is a framework focused on targeting specific accounts or account segments, usually by purchase history, firmographics, product need, or strategic value. That is behavior-based marketing, which uses user activity to target potential leads.

Paid Content 95

Paid Content Sales Management B2B Sales Top of Funnel 95

Anteriad

APRIL 25, 2023

Account-based marketing Account-Based Marketing  (ABM) is a framework focused on targeting specific accounts or account segments, usually by purchase history, firmographics, product need, or strategic value. That is behavior-based marketing, which uses user activity to target potential leads.

Paid Content 84

Paid Content Sales Management Top of Funnel B2B Sales 84