When we ask salespeople what marketing can do to enable sales, 10 out of 10 salespeople will say, “more high-quality marketing leads (MQLs).” Although lead generation may be the only element that the sales teams care about, marketing can do so much more than just generate leads. In my book, Effective Sales Enablement, I discuss […]
Intelligent Demand on Thursday announced a joint go-to-market partnership with Uberflip that will see the agency bring the latter’s content experience software to clients focused on improving their results with account-based marketing. Based in Denver, Intelligent Demand (ID) describes itself as an agency focused on helping companies grow revenue by helping build relationships with their […]
Sangram Vajre wants you to fill in this sentence: “In B2B marketing, the value of marketing is defined by _______.” The chief evangelist and co-founder of Terminus got a number of responses from the audience at CONEX on Wednesday, which ranged from “leads” and “engagement” to customer success. His answer? “Sales.” “It took me a […]
Drift has launched a feature in its marketing software called Drift Intel that it says will allow companies to develop profiles from anonymous web site visitors that can turn into leads which are routed in real time to sales teams. The company said Drift Intel would help firms trying to build more effective account-based marketing (ABM) […]
It’s not easy finding B2B prospects, much less those you know are interested in your product or service. There’s shows, but so much of the research is now begun online. There’s cold calling, but millennial don’t use the phone to talk.. Everyone is on their mobile devices, but how do you connect with them? Think about how […]
For the most part, marketers have bought into account-based marketing and see the value of the investment. In fact, 91 percent of marketers say that they see higher average deal sizes with Account-Based Marketing (ABM). Now, marketers need to focus on staying ahead of the curve. ABM aligns marketing and sales efforts to deepen engagements […]
Marketers may still be getting used to the concept of account-based marketing (ABM) but a B2B advertising startup called Influ2 is suggesting they begin thinking about person-based marketing, with an approach based on a “segment of one.” Based in Sunnyvale, Calif., Influ2 formally launched earlier this week with a platform that draws data from customer […]
The many online magazines published by TechTarget cover everything from enterprise resource planing applications to data storage and servers, but the one technology innovation that’s unlikely to be covered by its editors and reporters is its own toolset for helping marketers gather more accurate, actionable sales leads. Earlier this month TechTarget announced updates to its […]
Bizible this week said marketers will be able to track their results across several channels simultaneously and evaluate account-based marketing campaign performance through a specific dashboard in a product it is calling Bizible Discover. Scheduled for release early next month, Bizible Discover will add data on sales funnels, velocity and what Bizible calls the “golden […]
DemandBase is introducing an ABM Analytics functionality into its account-based marketing application, which the company says can allow marketers to compare how audiences react in response to different campaigns and even other martech tools. The firm will be announcing the launch at its 5th annual ABM Innovation Summit in San Francisco Thursday along with an […]
B2B CMOs can’t be expected to predict what the marketing technology stack will look like in five years — with the rise of artificial intelligence and the increased emphasis on account-based marketing, things are simply changing much too fast. They should, however, start to develop a sense of the skills they’ll need their teams to […]
In today’s increasingly noisy marketing environment, the idea of trying to personalize demand generation strategies is everywhere. Every marketer, at one point or another in the course of their busy day, is actively engaged in testing and constructing ideas to increase awareness and interest in their company’s products and services. But just like with all things marketing, […]
CA Technologies may be best known for providing the tools to help enterprise organizations develop faster, better-performing applications, but an executive says its account-based marketing efforts are achieving a similar effect in the way its sales team is connecting with interested customers. In a presentation at the recent SiriusDecisions Summit in Toronto, CA Technologies global […]
An enterprise IT marketing consulting company called Chief Nation whose customers include Microsoft, IBM and Intel says it will be able to boost account-based marketing results and generate more sales leads by integrating B2B intent data from Bombora. Chief Nation, which is based in the U.K., said the partnership will involving layering Bombora’s intent data […]
Less than 10 per cent of Canadian sales and marketing organizations say their functions are completely aligned to buyer needs, according to research released by SiriusDecisions as part of its first-ever Canadian Summit on Thursday. While 69 per cent of organizations said their functions are at least partially aligned to buyer needs, 22 per cent […]
Account-based marketing was an obvious area of focus for those attending the 2018 B2B Marketing Exchange conference (B2BMX) this week, and a case study from Windstream and Quarry offered a glimpse at how best practices in the use of technology and creativity are shaping up. Executives from Windstream, a Little Rock, Ark.-based provider of networking […]
Marketers need to choose the right account-based marketing strategy and sales teams need to improve the accuracy of their sales planning processes, according to an eBook from SiriusDecisions that continues to make the case for closer collaboration across the enterprise functions. The SiriusDecisions 2018 Planning Guide (registration required), which also covers issues for those working […]
Ally Motz, President of Sirius Decisions Canada, joined our very own Jen Evans, CEO of B2B News Network for a Twitter Chat yesterday on all things B2B in Canada. If you missed it, we’ve got you covered. He has been leading Sirius Decisions in Canada since inception, and led Gartner Canada before that. Congratulations to […]
It has taken years, but all the same shifts that have happened in marketing — from one-way messaging to personalized, data-driven campaigns and account-based approaches — are finally hitting sales teams, according to the CEO of Groove.co. The San Francisco-based firm, which makes applications to assist with sales enablement within companies, recently launched an integration […]
Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited to get out of bed in the morning. But if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters. A lot. Back up, just what is data normalization? At a […]
