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Hunter & Bard
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Evaluate progress and measure results – The S.C.A.L.E. ABM framework
The final stage in the S.C.A.L.E framework is to evaluate the campaign’s process, measure what has been working, and more crucially, what hasn’t. You want to be able to replicate successful results and learn from unsuccessful ones. Here are the steps that can be used to evaluate, measure, and clarify results. A framework that helps…
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Lead a seamless campaign – The S.C.A.L.E. framework for ABM
Now that we have covered the Even if the results aren't immediate or stellar at first, the learnings will be important to sales. Knowing who isn't interested can occasionally be as important as knowing who is. It can help sales from wasting their time. Don’t worry, once you start seeing signs of success, everyone will…
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Advance targeting tactics – The S.C.A.L.E. framework for ABM
This brief should be shared with the rest of your marketing team as well as your sales team. Your sales team is a valuable source of insight in this phase as they have direct exposure to customers, and they may have personal insights your analytics tools might not capture. Getting feedback also helps with alignment…
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Choosing strategic accounts – The S.C.A.L.E. ABM framework
Once you’ve identified and secured your
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Learn the S.C.A.L.E. framework for ABM – Start by securing goals
Account-based marketing (ABM) can reap huge dividends for high contract value (ACV) deals, from increased engagement, to higher ROI, improved win rates, and high potential for cross-selling. It can also build trust and reduce friction and frustration in the sales cycle. With that said, ABM is not effortless — it requires a lot of time…
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How sales enablement powers growth
Events are gone for now. You’re looking to increase sales, bring better leads into your funnel, and have the sales team love you - we’re here to help with your sales enablement. There’s been a lot written about content marketing. Some say there’s too much noise, others say that it’s all about the distribution. They…
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Enterprise marketing during COVID-19
Yes, enterprise marketing still needs to market and sell. Without it businesses will die, and then we’ll have people out of work on top of dealing with a pandemic and self-isolation. So let’s talk about work, shall we? (Adapted from my post on
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Land and expand: Adaptable and scalable marketing for B2B sales impact [Updated for 2019]
Marketing to enterprise is a completely different beast. It’s unlike most other markets where a single person or a few people decide on a purchase. 1. Understand the role of emotion The enterprise customer has two things in mind: Will this purchase go well and get me a raise/promotion? Will this purchase go badly and get…
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Social media KPIs – What matters?
Social media KPIs (Key Performance Indicators), just how do you know when your social media is a hit or a flop? How do you figure out what to fix? Which channel to invest your time in? As with everything in business, and in life in general, what matters all depends on what your goal is…
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