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.
Savvy B2B marketers understand that they must know their customers’ needs before launching any marketing strategy or advertising campaign. Consumer marketers can disseminate a compelling
Marketers today have a tech solution for every day of the week. There are solutions for marketing automation, data, sales ready leads, market research, CRM,
In a Forbes article, You’re Doing It Wrong: Demand Generation*, Patrick Spenner argues that demand generation marketing focusing on individual decision-maker personas may do more harm
Savvy business owners know that effective business planning is essential for success. Any business plan should include a robust marketing strategy with its own set
Your customers are busy and have limited attention spans. So, with everything going on right now with the post-pandemic economy, changing administrations, rapidly-evolving technologies, etc.,
With our proprietary research-based selling methodology, your target audience actually tells you how to sell to them. You can get right to the point without wasting anyone’s time because you know what is important to the prospect and you can easily craft a pitch that demonstrates how your solution would fill their needs.
Database marketing — you have probably heard the term, but what exactly does it mean? As opposed to the approach of blasting out the same
Marketing typically balances testing new strategies with sticking with what works. There’s always a shiny new object in the form of a marketing channel, buzzword,
Does it seem like your sales ready leads fall through the cracks, despite your best efforts at conversion? An effective lead nurturing process is a
In today’s competitive and highly targeted markets, getting your contact list/database right is more crucial than ever to generate leads. Marketing campaigns are only as
How do most marketers create a database? Do they go off and order a big pull of account based marketing data or purchase a list
When marketing campaigns fail and the post-mortem is conducted, companies tend to point to the message, timing, or execution ⎯ everything but what is at
How many times have you been contacted by a salesperson with a pitch that was robotically delivered without a focus on your business and what
Excessive meetings. Missed deadlines. Emergency fire drills. Conflicting direction. Do any of these scenarios sound familiar? At best, an enterprise marketing department has a lot
How can you find out which companies are interested in you and your solutions before you start your demand generation marketing program, and before you start selling? Consider
Sometimes I say to myself, “Our work is never done, and that is half the fun!” Those of us in marketing or sales roles must
“Sales is calling all the shots on marketing strategy.” Does this sound familiar? In the collaborative dynamic between sales and marketing, there should be a
