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How to Enable More Effective Prospecting

What if you didn’t have to try so hard to explain to an admin (or voicemail system) why you should be put through (or have your call returned)? What if when you actually catch your target prospect on the phone, you didn’t get brushed off quickly

Taking ABM to the Next Level: How surveying your target audience enables 1:1 marketing

“While most marketing leaders continue to strive for one-to-one personalization, achieving this type of tailored messaging falls short, causing most personalization efforts to fail.” So says Gartner, Inc. in a press release earlier this year, following up its marketing personalization…
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Persona Creation for More Targeted Prospecting

ABM uses persona creation to help you and your sales team to focus on your ideal audience and what matters to them. An organization doesn’t take actions, make decisions, or engage in conversations – it’s the people within those organizations who do these things. You can count on a buyer to bring their personalities, their perspectives, and their biases to the decision-making process.

Lead nurturing with content at any stage of the buyers journey

To ensure your messages stand out, create timely and relevant content that aligns with stages of the buyer’s journey.

Engage your target market with these types of survey research

Wouldn’t it be great if you could get inside the heads of your target audience – to understand their current situation, their motivators, what keeps them up at night? What are their interests? How likely are they to make a…
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Make market segmentation more meaningful with psychographics

Common approaches to market segmentation include classifying the target audience by industry, geography, company size, or persona. These market segmentation methods don’t set you apart from your competitors, though, because while it might take a little digging or research, almost…
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B2B marketing: targeting the intersection of your offering and your audience’s needs

According to Marketing-Schools.org, “it’s important for B2B marketers to understand their clients’ needs before implementing any marketing or advertising tactic. In consumer marketing, an effective advertisement can be blasted out over wide channels, and a percentage of consumers will be…
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Database marketing: the foundation for campaign success

Database marketing — you have probably heard the term, but what exactly does it mean?   As opposed to the shotgun approach, where you blast the same message out to everyone, database marketing is the discipline of collecting data about…
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Shorten Your Sales Funnel with Intent-Based Marketing

Imagine discovering a pool of prospects just about to click the buy button on a product or service similar to yours. That would be quite a goldmine of new business — especially if you had the ability to drop your…
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Content Mapping for Content Marketing and Conversion

In any business, there are a lot of boxes that need to be checked: processing payroll, paying taxes, hiring staff. These are non-negotiable tasks. A content marketing plan has become almost non-negotiable in business. In 2014, 93% of marketers said…
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3 Ways to Tighten Up your Sales Enablement Process

Is your company’s sales enablement process as effective as it could be? Think about it — how often do you hear about a lead that falls through the cracks, or a sales call that was a waste of time? Maybe…
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4 Email Campaign Ideas for Lead Nurturing

Do you ever feel like your sales leads fall through the cracks, despite your best efforts at conversion? An effective lead nurturing process is proven to increase sales productivity – in fact, a recent study by Gleanster Research showed that…
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How to Drive Lead Generation through Content Marketing

Content marketing has become one of the most common ways to generate leads for your business – but is it effective? According to Content Marketing Institute, only 30% of marketers feel confident about the effectiveness of their content marketing strategy….
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Are you being crushed by the marketing stack?

Marketers today have a tech solution for every day of the week. However, according to a recent consulting research study from Forrester, only 23 percent of marketers has a cohesive suite of tools that works together to meet their marketing needs. The…
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Cultivating multiple touch points and exposures to drive sales

“The Rule of 7” is one of the oldest concepts in Marketing. It says that it takes seven exposures on average for a message to reach a target and for the target to make a purchase. This concept also applies…
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“Security Marketing Disconnect”: New white paper reveals IT industry insights for B2B marketers

At SimplyDIRECT, our expertise usually flows directly to our clients, as should be the case. However, we recently took an opportunity to step back and reflect upon our wide experience across companies, product solutions, and marketing challenges. We had recognized…
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6 quick wins for every marketer

Some days, working in marketing can feel like drinking from a fire hose. Other days, you’re not sure which fire to put out first. Whichever fire-related metaphor you prefer, this is a complaint we hear consistently from our clients. They…
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Account-Based Marketing: Considerations for B2B marketers from an ABM veteran

When trends emerge in marketing, it seems like everybody wants to climb aboard the bandwagon. Typically, a few practitioners excel, while many find out that there is a steep learning curve to new tools and techniques. So it is with…
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Creative ways to incorporate data insights into a sales training

A picture may be worth a thousand words, but data can have the opposite effect. We continuously hear that this is the age of Big Data, but the volume of information can be overwhelming — Isabelle Kane and I have discussed…
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Hybrid marketing: The missing keystone for our marketing programs?

There always seems to be someone selling the latest snake oil online. This past week I came across the term ‘hybrid marketing’ twice. Despite the fact that I read a great deal of marketing blogs and publications, I had never…
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