What Account Based Marketing Approach Should You Take?
As originally posted on DemandGenReport Marketers are once again in the hot seat — this time to show how they can align with sales on a target account selling approach. Just how well are your sales and...
View Article#MKTGNATION14 Good Times for Marketing
It’s an amazing time to be a marketer. Marketo (NASD: MKTO) held its annual conference, the Marketing Nation Summit, last week at Moscone West in San Francisco. It certainly had the feeling of a...
View ArticleLeads Are People Too: 4 Tips for Better Lead Handling
Account-centric sales is the new status quo for complex B2B sales. Why? Today’s buyers are better educated and empowered in the buying process than ever before, and therefore interactions with...
View ArticleHow to Request the Lead2Account View from Sales Ops
As an account executive, your focus is on your pipeline and relationship building. While it may be great to see which marketing programs or events your customers and prospects are checking out, you...
View ArticleHow to Build New Revenue in Your Account Base
As recently posted on Marketing Profs: How to Build New Revenue in Your Account Base When companies build demand generation programs, they often emphasize top-of-the-funnel, net-new lead creation....
View ArticleGuzzling Our Home Brew Lead2Account — Router
At LeanData, we recently moved from geography based territories to a named account model. We made this move so that I could focus my team on going after target accounts that we identified as the...
View ArticleThe Unanswered Questions for Account Based Selling
“Named accounts” is becoming a staple for B2B sales organizations. It’s a method for assigning accounts to a specific sales representative based on ideal account characteristics, which could include a...
View ArticleThree Ways Inside Sales Teams Inadvertently Sabotage Sales
As recently posted on SellingPower: Three Ways Inside Sales Teams Inadvertently Sabotage Sales Posted by Brian Birkett — August, 2014 For many business-to-business (B2B) companies, inside sales reps...
View ArticleLeanData Announces Account-Based Lead Management Suite for B2B Target Account...
86 Percent of B2B Companies Are Using Account Based Marketing & Sales Strategies Download View PDF Sunnyvale, CA, November 4, 2014. LeanData, Inc., experts in lead management software, announced...
View ArticleThe New State of Account-Based Marketing
Account based marketing (ABM) evolved in the 1990’s as an alternative to mass marketing to help marketers and sales people concentrate on penetrating the accounts which best fit your business’ focus....
View ArticleWhy Sales Ignores Your Leads
It’s frustrating to put so much time, budget, and effort into providing sales with the best leads only to see them go to waste. Is the sales team really letting the leads go stale to spite you?...
View Article“Data-Driven”! How could my life be any better?
I love being trendy. So, once the term “data-driven” started showing up everywhere…in event names, white paper titles, news articles, and webcasts…I had to immediately jump on the bandwagon and change...
View ArticleSimple is Better, Simple is Hard
Steve Jobs has a great quote: “Simple can be harder than complex. You have to work hard to get your thinking clean to make it simple. But it’s worth it in the end because once you get there, you can...
View ArticleHow Revenue Analytics Can Kill (Your Career)
Guest post by Tom Grubb, Chief Strategy Officer with Digital Pi. When you’re a marketer, bad analytics can ruin your day – or your career. Following on the webinar I did with Dan Ziman this week, Dan...
View ArticleWhy Domain Matching leads to DemandGen Failure
Account-Based Marketing (ABM) begins with grouping your leads and contacts at an account level, not at the individual level. Too often, I see sales and marketing organizations kick-start ABM by...
View ArticleConnect Leads with Accounts for More Accurate Account-Based Nurturing
The resurgence of account-based marketing (ABM) is astonishing, as evidenced by what we saw recently at the Marketo Marketing Nation Summit. B2B enterprise companies are more focused than ever on...
View ArticleMy first 30 days as CMO
As recently posted on LinkedIn By Adam New-Waterson My first month as a CMO has been a whirlwind. Previously scheduled vacation plus a trade show kept me out of the office for several weeks. Even...
View ArticleIs Account-Based Marketing right for your organization?
Account-Based Marketing (ABM) is hot right now, but why? It’s not like it’s a new term or practice with citations at least a decade old. Recently the space has been heating up as new technologies allow...
View Article5 Tips for Tapping into Your Buyer’s Emotions with Content Marketing
Guest post by Braveen Kumar, Content Marketer & Editor with Uberflip. Content marketing is largely about tapping into your target audience’s emotions to win them over as subscribers, leads and...
View ArticleA lasting impression
If you want to make a lasting impression with someone, tell them a story. Sangram Vajre understands this. And that’s why when you ask Vajre, co-founder of the B2B automation software company Terminus,...
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