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…
read moreThis 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…
read moreOnce you’ve identified and secured your
read moreAccount-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…
read moreTop-tier accounts expect superior service. Broad outreach and generic messaging doesn’t really speak to anyone and rarely hits home. Account-based marketing (ABM) targets the right people, at the right companies, with the right communication approach. ABM helps companies prioritize their marketing efforts by focusing on accounts that matter. This approach drives more closed wins and…
read moreEach time you share anything online, potential accounts are evaluating your value. In order to take advantage of the momentary attention, it’s essential to understand your Ideal Customer Profile (ICP). Every aspect of the buyer's journey should be based around your ICP. As B2B buyers’ expectations constantly evolve, the necessity of a seamless experience complemented…
read more"I want my company to become a category leader, only the category I believe we belong in doesn't exist. How do you create a category?" I was almost finished my workshop on Thought Leadership, Creating Category Leaders and one of the students asked me this question. He explained to me that he was the Chief Marketing Officer…
read moreThese are the MarTech, project, and sales SaaS tools I cannot live without. Some of the list is for Hunter & Bard and other SaaS tools are Must Haves for our clients. I go through phases with tools. Sometimes I love them and cannot live without them. Other times I get fed up (typically when…
read moreWhat is Account Based Marketing? ABM, or Account Based Marketing is a new term for an old way of selling. Once upon a time, before the internet, companies selling to enterprise had a list of the top accounts they wanted to reach. Marketing worked with Sales to find different strategies to get to know the…
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