Case Study: How Genwi gained market traction with prospect surveys
Case Study: How Genwi gained market traction with prospect surveys The market for marketing technology is hot, expected to generate $32 billion in 2016 for
Ad Blocking impact on B2B marketing
Ad Blocking impact on B2B marketing Advertisers may just about have hit the limit on what consumers are willing to tolerate in web and mobile
The Differences Between First-Party, Second-Party & Third-Party Data
Even though marketers collect copious amounts of first-party data, most find they need more in order to optimize their digital marketing strategies. In fact, in
Using Survey Responses to Drive Customer Engagement
Here’s the logic: customer engagement is predicated on establishing connections, which in turn are predicated on effective communication, and effective communication begins with listening. As the
Using Psychographics with Role-based Targeting
Recent research by CEB and Google (“From Promotion to Emotion,” October 2013*) on the role emotion plays in the B2B marketing process has returned some
Improving the Quality of B2B Lead Generation
The largest hurdle to improving the quality of the lead-gen process is ensuring marketing and sales are on the same page. Traditionally, these two entities
Best Ways to Generate Sales Qualified B2B Leads
We often find that our customers have been previously disappointed by companies selling contact lists or appointment-setting services that simply don’t deliver the goods. Generally
Improve Sales and Marketing Efficiency: Find the Right Decision Maker
When attempting to sell a technology solution to a targeted account it’s clearly imperative to know who has responsibility for the system, process or application
Using Social Media to Accelerate Sales
As part of our latest B2B survey of senior enterprise marketers, we asked, “How has social media changed the buyer’s journey?” Overwhelmingly (65%), respondents answered
Improve Target List Accuracy and Email Success
Crafting a robust list or database requires a combination of clarity of purpose, finesse, and a healthy dose of elbow grease – verifying and validating
Most Disturbing Trend for Marketing Decision-Makers
Our recent survey of 150 senior enterprise marketers from major technology companies offers some interesting insights. Respondents overwhelmingly felt that, “people doing too many tasks;
3 Key Benefits of Psychographic Segmentation
Lisa Vitale on Benefits of Psychographic Segmentation. While there are many ways to segment your target audience, B2C marketers are successfully using psychographic segmentation as
Creating a Digital B2B Sales Process
Lisa Vitale Sales Process ExpertHere’s a sobering thought for B2B sales people and their marketing counterparts: “…today’s buyers might be anywhere from 60% to 90%
Step 2 – Update the Sales Process
The first of this two part series, Step 1 – Define Your Prospects Better, focused on defining the B2B decision maker. This post will focus
Step 1 – Define Your Prospects Better
The first challenge you face when marketing more complex solutions is to define exactly who is the prospect. If your solution doesn’t fall neatly within
How To Make Your Event Stand Out With Target Accounts
A recent study found that events are the most effective marketing method for generating demand with target accounts1. But if you ever have to deal
How to Reach Decision Makers
Marketing is often given mixed messages about what’s expected. Demand generation – creating a flow of leads – is not the same as the goal
Finding Target Account Decision Makers
What is a decision maker? We all make decisions. Thousands and thousands every day. What clothes to wear. Pick up the toothbrush first or the