Account-based marketing (ABM) is quickly becoming the next big thing in B2B marketing. In fact, the ITSMA says that “ABM delivers the highest Return on Investment of any B2B marketing strategy or tactic. Period.”
If you support sales teams selling six- and seven-figure deals, then this is the presentation for you!
Download this presentation to see why ABM is generating so much buzz, and to get practical tips for launching or scaling your ABM programs.
1. How ABM is different from traditional demand generation (fishing with nets)
2. Best practices for understanding target accounts, orchestrating integrated account plans, and measuring the impact of your ABM efforts
3. The right ways to market to current customers for cross-sell and retention
Key takeaways include:
Account-based marketing coordinates personalized marketing and sales efforts to land and expand specific accounts
ABM = focus = zero waste, better results
ABM delivers the highest ROI of any B2B marketing strategy or tactic
Great ABM requires great account knowledge
Create content that the right people in your target companies actually like to read and share
There is no magic campaign; success comes from a mix of integrated tactics
The “law of large numbers” breaks down in account-based marketing; measure ABM success via engagement and lift
Key account management (KAM) is a strategic activity that aims to develop partnerships between suppliers and customers beyond simple transactions. It focuses on understanding customer needs and providing total solutions rather than just products and services. Effective KAM requires a comprehensive skill set from account managers and a customer-focused organization. Companies implement KAM to create win-win relationships and integrate their strategies and operations with key customers. Developing closer collaborative relationships through KAM can move the partnership from basic transactions to interdependent strategic planning that benefits both companies.
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team Daniel Nilsson
How Can You Grow & Develop Your Sales Pipe If You Don’t Know What You’re Doing? Learn how to design your B2B sales process and increase conversion, get bigger deals and close your deals in less time. I will give you the key steps, the right focus and example of tools that will take your sales team to a new level.
You should read this presentation if you believe in your own and your team's growth.
Personally, I have a deep passion for Growth and I created this presentation after doing extensive research on how I could grow sales into new levels. The data I have reviewed are from marketing experts, sales experts, Gartner, reports and my own personal experience defining sales processes in multiple verticals.
Please feel welcome to share your thoughts, insights or comments. I love feedback. You can send an email to info@daniel-one.com or visit my webpage www.daniel-one.com. I look forward to hearing from you.
We give you a framework for creating a B2B Sales Playbook - section by section, with key info about questions to consider when writing your own Sales Playbook.
Find out more about how to create your own Sales Playbook at: https://contemsa.com/sales-playbook/
Key account management is a strategic business approach that ensures long-term partnerships with important customers. It is an integrative element of business strategy, not an isolated process. For KAM to achieve its full potential, it must be positioned as core to the business. Developing internal capabilities through knowledge, structures, systems and tools is also required for long-term success. The objectives of KAM include maximizing sales velocity, increasing average deal size and customer loyalty to drive down costs and create value for customers.
This document outlines SignupLab's Growhow Customer Success Framework for B2B SaaS companies. It discusses the history of customer success and how it has evolved from focusing on new customer acquisition to reducing churn. It then details key aspects of the framework, including defining value concepts to focus product strategy and development, integrating customer success best practices across functions like product, support, sales and marketing, and using metrics and feedback to continuously improve customer objectives. The framework provides a holistic approach to improving customer success for B2B SaaS companies.
Showcase sales objectives and strategies to your sales team using professionally designed content-ready Sales Playbook PowerPoint Presentation Slides. Let your sales team learn the nitty gritty of marketing and sales techniques. Enhance their marketing skills with the help of sales playbook PPT templates. Train salespeople about the methodologies, customer’s buying behavior and process, engagement experience and so on. This sales playbook PowerPoint presentation slideshow will teach your team the ways to clinch the deal. It has innovatively designed PowerPoint templates such as our customers, ideal customer profile, value proposition, customer journey mapping, buying/ sales process and content & sales tools. This complete presentation is customizable. You can make changes to the templates as per your convenience. Edit color, text, icon and font size as per your need. Add or delete content from the templates if needed. Download this easy-to-understand sales playbook PowerPoint presentation to improve sales. Cut down the anticipation with our Sales Playbook Powerpoint Presentation Slides. Get it completed before expected.
This document outlines a go-to-market strategy framework for a new product. It includes elements such as developing a clear product statement, conducting user research, creating marketing and sales plans, producing collateral like datasheets and videos, and establishing a lead qualification matrix to help sales qualify and move leads through the funnel. Regular meetings between sales and marketing are also recommended to coordinate activities and gather customer feedback. The goal is to bring the new product smoothly to market.
Did you know that 6 of 7 key players in a B2B buying process never visit your website? With account-based marketing you can now reach and influence your buyers across the web, by serving display ads only to your target accounts, and no one else. In this brief, educational webinar learn:
What is Account-based Marketing?
--Account-based (ABM) advertising - the basics
--Why should I run ABM programs?
--How it Works:
Prioritizing target accounts
Media buying, ad pacing, and more
Measuring ROI and reporting
Budgeting & Planning ABM programs
Consistent b-to-b account growth is often hindered by organizations creating barriers to cross-selling and up-selling. This white paper outlines the 3 critical components of Strategic Account Management (S.A.M.) Plans that high performing b-to-b organizations use to eliminate those barriers and excel at organic account growth.
Developing your go to market strategy by Kris Konrath, Convergent Digital Ignition
Learn about developing your go to market strategy. We’ll take a look at the five key components to developing a go to market strategy including your target market, marketing channels, messaging, pricing & packaging and customer acquisition cost. By Kris Konrath, Marketing Director at Convergent
Lead nurturing has become an integral part of a successful marketing strategy—specifically when building relationships with potential buyers across multiple channels, even if they are not currently looking to purchase a product or service. Today’s potential buyers don’t become customers overnight—they require marketing over time as they self-educate and build trust with a company. Lead nurturing helps marketers communicate consistently with buyers cross-channel and throughout the sales cycle—addressing the gap in time between when a lead first interacts with you and when she is ready to purchase.
The Definitive Guide to Lead Nurturing covers everything you need to know to get started using lead nurturing to drive revenue growth, including how to:
Create a lead nurture strategy
Nurture leads across channels
Segment a lead database
Choose appropriate content for each lead nurture track and audience
Get the most value from lead nurturing with testing and optimization
Measure and explain lead nurturing’s return on investment
Buyers today spend much more time researching a purchase before engaging with a sales person, which puts considerable responsibility for the sale on the marketing team.
Account-Based marketing (ABM) strategy helps B2B marketers target high-yield accounts and stay focused on the deals that are most likely to generate revenue.
Learn how to:
Identify and target your key accounts
Discover and map effective content
Drive engagement with target accounts
Measure and analyze the effectiveness of your marketing programs across various channels
Optimize your marketing budget to focus on the best-performing programs
Learn from real-life examples and how companies applied this strategy.
The document outlines the 5 steps to effective key account management:
1. Define key accounts by determining customer satisfaction and account attractiveness through surveys.
2. Rank key accounts by plotting customer satisfaction and account attractiveness on a matrix.
3. Create account management strategies based on the results.
4. Take action by implementing the strategies.
5. Evaluate the key account management process.
Product Strategy and Go to Market Model_SampleParesh Baghel
This product strategy document outlines elements of a company's product strategy including objectives, where to compete, how to compete, and future go-to-market models. It analyzes market segments, product variants, pricing, performance, differentiation, sales channels, and regional market sizes to guide strategic decisions around the company's portfolio. Key sections evaluate niche segments, product roles, sales and margins to inform strategies for developing and positioning the company's base, key, and pacing products.
Our CRM Program Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to help you develop and launch a CRM Program that meets your marketing objectives.
Key account management involves developing strategic, partnership-based relationships with important customers to drive business growth. It requires understanding each key account's organizational structure and decision makers, as well as their needs and preferences, in order to provide excellent service and close more sales over the long term. Tools like CRM systems can help sales teams manage key account information and activities more effectively.
The document outlines a go-to-market strategy with sections covering product strategy, inbound marketing, customer experience, feedback, outbound marketing, and external analysis. The goal is to connect a company's product vision, positioning, and roadmap to customer acquisition, retention, and support through thought leadership, social media, events, and adapting to social, technological, economic, and political conditions.
Using Account-Based Selling To Crush Your Sales Development KPIsDatanyze
How can you map out an airtight outreach strategy that effectively penetrates your named account list? Can you setup your cadence to complement marketing's nurture paths or are these efforts forever doomed to clash?
In this month's webinar, we've teamed up with our fellow outbound sales experts at PersistIQ to help you target your most complex buyers with account-based selling tactics.
This webinar will cover:
-How to map out organization charts
-How to reach key decision makers at your target accounts
-How to tailor your email and phone messaging by title and seniority level
-How to create an outbound nurture checklist that leaves no stone unturned
The CRM@Oracle series highlights Oracle's internal implementation of Oracle CRM products such as Siebel CRM, Oracle CRM On Demand and Oracle Mobile Sales Assistant. This presentation discusses how Oracle sales reps have a complete view of their customer information within Siebel CRM.
This document summarizes a methodology for developing targeted account selling strategies. It outlines seven steps in the process: 1) Assessing the opportunity, 2) Setting a competitive strategy, 3) Identifying key players, 4) Defining a relationship strategy, 5) Turning ideas into actions, 6) Testing and improving the plan, and 7) Implementing the process. It then describes various competitive strategies such as frontal, flanking, fragment, defend, and develop strategies. The purpose is to provide a structured approach to analyzing sales opportunities and communicating unique business value to increase the likelihood of winning deals.
This document provides an overview and briefing on an account target. It summarizes key details about the company's business description, size, revenues, employees, market capitalization, and industry. It also briefly outlines the company's mission statement, organizational structure, relationships, industry trends, recent financial performance, news, initiatives, past engagements, and proposed next steps and goals for pursuing the account.
Target: Strategies to Identify Key AccountsMarketo
When it comes to deploying an effective Account-Based Marketing (ABM) strategy, the most important component is your target account selection process. View these slides to learn best practices for target account selection, prioritization and how to leverage a predictive account scoring model.
Penetrating Target Accounts with Account-Based Marketingdigitallibrary
Most companies don't go far enough with their marketing. Account-based marketing is a strategy of treating each individual account as if it is a market in its own right. It is a structured approach to developing and implementing highly customized marketing campaigns for an audience of one. It should have tailored messages that are based on an account's business and technology needs, not your own. It has a high rate of return and increases the ROI from your investments. Successful account-based marketing relies upon tight collaboration with the sales organization. A very structured approach makes sure you get buy-in from the executive level, set clear objectives, and choose your targets wisely. Target your messages based on the job role of the decision maker.
The New Normal - Account-Based Selling Meets Account-Based MarketingDemandbase
Presented on Nov 19, 2015 John Dering, Director of Marketing Programs at Demandbase discusses Account-Based Marketing and how it delivers growth for B2B companies through a targeted focus that aligns the sales and marketing departments.
Fishing With All Spears: Account-Based Marketing & Advocacy
with Jon Miller, Co-Founder & CEO of Engagio
Visit www.advocamp.com for everything you need to know about Advocamp - the biggest customer experience, engagement and advocacy event of the year.
An Inside Sales Team webinar with Jon Miller and Craig Rosenberg.
Jon, Founder and CEO of Engagio, and Craig, Chief Analyst and Co-Founder of Topo, discussed how to successfully plan and implement an Account-Based Marketing program. During this webinar Miller and Rosenberg covered the following topics:
* What is Account-Based Marketing (ABM)
* 3 Step Model of ABM
* Metrics for ABM
The Big 5 Metrics for Account-Based Marketing#FlipMyFunnel
The document discusses key metrics for measuring the success of account-based marketing (ABM) strategies. It outlines five main metrics: 1) Coverage - how much data and contacts you have for each target account, 2) Awareness - whether target accounts know your company, 3) Engagement - how much the right people at accounts interact with your company and if it's increasing, 4) Reach - whether marketing programs are contacting target accounts, and 5) Impact - how ABM activities improve sales outcomes like deal velocity, win rates, and contract values. ABM metrics focus on quality over quantity and influencing accounts over long sales cycles rather than just generating leads.
FlipMyFunnel - The Big 5 Metrics for Account Based MarketingEngagio
The document discusses key metrics for measuring account-based marketing (ABM) programs. It outlines five main ABM metrics: 1) Coverage - how much data and contacts do you have for each target account? 2) Awareness - are target accounts aware of your company? 3) Engagement - are the right people at the account interacting with your company and is engagement increasing over time? 4) Reach - are marketing programs reaching target accounts? 5) Impact - are ABM activities improving sales outcomes like deal velocity, win rates, and contract values? The document emphasizes that ABM metrics focus on quality engagement with target accounts, rather than just quantity of leads.
Account Based Marketing + Account Based Sales Development = Account Based E...Engagio
The document discusses account-based everything (ABE), which is a strategic approach that orchestrates personalized marketing, sales, and customer success efforts to drive engagement and conversion at named accounts. It outlines a three-step process for ABE: 1) develop an ideal customer/buyer profile for accounts, 2) create account-specific messaging and content, 3) coordinate experiences across channels. Key aspects of ABE include treating each account individually to increase relevance, coordinating efforts across departments, and measuring engagement and impact on sales outcomes over time at accounts.
The document discusses account-based marketing (ABM) and how it differs from traditional marketing approaches. ABM focuses on identifying specific accounts that are most likely to purchase a company's products, and then marketing directly to those accounts. However, ABM alone is not sufficient and must be combined with account-based sales approaches to have maximum impact. The document argues that both marketing and sales need to work together and coordinate their outreach at the account level across different channels to successfully sell to targeted accounts.
Fishing with Spears: All about Account-Based Marketing - Jon Miller, Godfrey ...Godfrey
Jon Miller discusses account-based marketing (ABM). He defines ABM as a strategic approach that coordinates personalized marketing and sales efforts to open doors and deepen engagement at specific accounts. Miller outlines a 3 step ABM model including selecting target accounts, developing account-specific content and messaging, and orchestrating interactions across channels. He stresses that the success of ABM comes from integrating different tactics, not any single campaign, and that the "Big 5" metrics for ABM are coverage, awareness, engagement, reach, and impact on sales outcomes.
Allocadia Webinar - Creating the Foundation for ABM (feat. Engagio) Allocadia Software
The Account-Based Marketing (ABM) movement is in full force — and for good reason. Marketers are seeing the value in becoming more targeted, more personal and better aligned with sales. The momentum in the category is real, but many organizations are still just getting started with ABM.
To create a high performing Account-Based Marketing organization, marketers must first build a strong foundation. They must start with planning, investment choices and impact measurements — and they must understand how these categories change as their organization moves to ABM.
In this webinar, Engagio’s Jon Miller and Allocadia’s Sam Melnick will discuss why marketers must start with these core elements of an ABM strategy or otherwise risk failure. Some key questions that will be answered:
- How can I incorporate ABM into my strategic marketing plan?
- What changes do I need to make to my marketing mix when I invest in ABM?
- How do I prove the impact of ABM on Marketing Performance?
This webinar should be attended by marketers who are already utilizing, in the midst of planning for, or just starting to consider Account-Based Marketing.
Join us in the third webinar in our “Run Marketing” Series, designed to enable marketers to Run Marketing with confidence and drive business impact.
6 ABM Myths and How to Conquer Them | Engagio & AdRollEngagio
We dove through third-party webinars, online articles, and even our own data to find out which ABM strategies work—and which are total myths. The result is a webinar that helps marketers break through the bull and create campaigns that drive actual results.
Watch this webinar with Engagio’s Director of Marketing, Charlie Liang, and AdRoll’s Digital Marketing Team Lead, Jonathan Koo, to learn how to:
-Pivot to ABM with existing framework and strategies
-Serve the most cost-effective impressions to target accounts
-Choose the right KPIs to understand how your campaigns are performing
-And more!
Download Engagio's Clear and Complete Guide to Account Based Marketing at Engagio.com/guide
Learn more about Engagio at Engagio.com
Twitter.com/Engagio
Linkedin.com/Company/Engagio
Facebook.com/Engagio
Secret Sauce for Outbound Marketing and Account Based EverythingEngagio
Sometimes, you can't wait around for the right people from the right accounts to swim into your demand generation net – you need to reach out to these "big fish" directly. When you need more than Inbound, learn the new secret sauce for combining outbound account based marketing ABM (actually account based everything) and sales development to build pipeline at target accounts, expand existing relationships, and connect with more decision makers.
[Webinar] 2019 Trends in Account Based MarketingEngagio
Wondering why Account Based Marketing continues to be rapidly adopted? Join Engagio in this webinar with MarketingProfs featuring Jon Miller, CEO and co-founder of Engagio, for a glimpse into the current account-based attitudes and maturity of over 500 organizations across North America.
We'll dive into recent market research on the current state of Account-Based Marketing and highlight what's working and what's not.
You'll learn:
- How you stack up against hundreds of your industry peers
- Habits of organizations who are seeing a positive ROI from ABM
- How to create your own path to ABM success
From the BMUG, discover how to:
-Target the RIGHT accounts
-Engage key decision-makers across channels
-Measure with an account-lens so you can optimize your programs
-See Marketo Web Personalization and ABM tools in action!
A Breakfast for Account-Based Marketers: Account Based Measurement 101RollWorks
The document outlines an agenda for an Account Based Marketing overview presentation taking place in New York City. The agenda includes introductions, an ABM overview presentation by Erez Suissa, a discussion on measurement and why it matters for ABM, and a question and answer session. The document then provides additional context on ABM, including definitions of ABM, the benefits of an account-based strategy, fundamentals of an ABM strategy, identifying key accounts, making collaboration between sales and marketing a priority, planning for revenue through the buying cycle, understanding appropriate account metrics, and wrapping up with key takeaways.
Account Based Marketing and Account Planning - Better TogetherAltify
The document discusses aligning account-based marketing (ABM) and account planning. It provides definitions of ABM and notes the benefits for salespeople. Survey results show ABM delivers higher ROI than other initiatives for many companies. However, ABM is not fully integrated with account planning processes for most companies. The document advocates aligning activities between marketing and sales such as account intelligence gathering, value proposition development, and integrated campaign planning. It also stresses evaluating ABM results and updating plans continuously.
[Webinar] The ABCs of ABM (Account-Based Marketing)Mintigo1
The document discusses account-based marketing (ABM). It begins with definitions of ABM as a strategic approach that coordinates personalized marketing and sales efforts to open doors and deepen engagement at specific accounts. It then covers a 3 step model for ABM - identifying target accounts (Who), creating customized content and messaging (What), and using various touchpoints and channels (Where). Finally it discusses metrics for measuring the success of ABM programs such as coverage, awareness, engagement, program impact, and influence on sales outcomes.
Azalead Account Based Marketing Product Demo Azalead
In your B2B company, are you a sales or marketing key decision maker? Are you ready to accelerate your sales with Account Based Marketing and Account Based Advertising?
Register for Azalead’s product demo, where Communications Manager, Liz Hammond will walk you through Azalead's easy-to-use ABM automation software.
Azalead is an Account Based Marketing and Advertising software company that identifies, targets, and nurtures key accounts. Start to measure your all marketing impact on the sales pipeline.
The Beginner's Guide to Account-Based Marketing(ABM) SuccessSalesIntel
Only 22% of companies work with truly aligned marketing and sales departments worldwide. But account-based marketing (ABM), and its success, is somewhat rooted in that very alignment between marketing and sales.
And you will see high yielding results if you know where to begin.So, what are you waiting for?
Check out this presentation to learn all that you need to implement a successful ABM program.
Simple and Effective ABM: Proven Strategies for Success in High Value AccountsEngagio
You’ve probably heard the buzz around ABM and how effective it can be for B2B companies.
ABM is a great strategy if you have a complex deal cycles, multiple buyers, and are focused on high-value accounts. Makes sense, right? But how do you get started and what tools are required for driving successful outcomes?
In this presentation, Salesforce/Pardot and Engagio reveal how you can get started with ABM and drive immediate impact.
-Quickly get an account-centric view of accounts for marketing and sales
-Understand where marketing and sales should focus efforts
-Run scalable and personalized programs
-Measure early to late stage program activity to know what is working or not
-And more!
Download Engagio's Clear and Complete Guide to Account Based Marketing at Engagio.com/guide
Learn more about Engagio at Engagio.com
Twitter.com/Engagio
Linkedin.com/Company/Engagio
Facebook.com/Engagio
Similar to Fishing With Spears: All About Account-Based Marketing (20)
How MOPs Gets Invited to Revenue Club: 3 Ways to be Sales Favorite MarketerEngagio
Marketing Operations professionals are the unsung heroes of the Revenue Team, working hard behind the scenes to make sure that everything runs smoothly. But Marketing deserves recognition, and we want to help you get it!
Check out the slides for this webinar with Tom Keefe, Engagio’s Head of Marketing Operations, to learn how to…
- Find Sales new Opportunities through Intent
- Identify open Opportunities that are flirting with Competitors
- Give Sales full visibility to every activity in their Accounts
- Build out your Account ICP via data from Form Submissions
...and score that invitation to Revenue Club!
How To Make Intent Data Actionable Webinar SlidesEngagio
This document discusses how intent data from Bombora can be leveraged within the Engagio platform. It begins with an overview of what intent data is and the different types. It then discusses how Bombora collects large-scale B2B intent data from various content sources. A Company Surge score is explained as representing the intensity of research spikes for a business and topic. The document outlines benefits of using intent data and examples of how brands have seen improvements. It concludes with demonstrations of ways to leverage intent data within Engagio, such as counting it towards engagement minutes or creating automations based on intent data.
How To Make Intent Data Actionable - Bombora + Engagio Integration SlidesEngagio
We are excited to share with you an Engagio integration with Bombora. This integration will allow our customers to immediately take action on your intent data in the Engagio platform.
Now, you will be able to combine first-party engagement data and third-party intent insights to measure active demand for accounts, help prioritize which accounts need action from Sales, and orchestrate the right plays across human and automated channels.
Join Joe Perry, Product Adoption Manager at Engagio, and Nirosha Methananda, VP of Marketing at Bombora, on this webinar for Engagio customers only, you'll learn how to:
- Predict when your accounts are ready to buy with intent data
- Immediately take action on a surging accounts
-Use Engagio and Bombora to drive post-sale expansion revenue
Opstars Keynote- The Future of Account Based MarketingEngagio
The document discusses the future of account based marketing. It argues that traditional demand generation approaches have become outdated and ineffective. It outlines how buying processes have become more complex with larger committees and less linear pathways. It also notes that recurring revenue models and expansion sales now make up a larger portion of revenue compared to new customers. The document advocates aligning marketing and sales teams by sharing insights, aligning data, and coordinating interactions at scale. It presents account based marketing as a promising approach to address these changes in the buying process and sales models.
Work Smarter, Not Harder in 2020 Webinar SlidesEngagio
ABM is currently the hottest marketing trend, but how does it work with demand generation? Do you have to pick just one? And what happens if you do both? With 85% of organizations now using both ABM and demand gen to turbocharge their marketing, many are still struggling to integrate the two approaches. In this webinar, we’ll show you how to strike the perfect balance to ensure that your company is getting the best out of both worlds.
In this webinar, you’ll learn:
-How to turn insights into action and enable sales to double target account engagement;
-The secrets to automating ABM programs and scaling your marketing efforts; and
-3 steps to moving from a lead-centric funnel to an account-based funnel and measuring success.
There’s no better person to help you navigate the journey than Jon Miller. He was at the forefront of demand gen when he built Marketo, and now he’s at the forefront of ABM building Engagio.
How to Orchestrate ABM with Automated Multi-Channel PlaysEngagio
What if you could easily see all your account data from disparate systems together in one place, then use that data to target specific people and accounts throughout the account journey? Sound too good to be true? The next generation of Sales and Marketing technology is here!
Now, leads and accounts can live in the same world. With the rise of ABM and the increasing importance of Sales and Marketing alignment, organizations must learn to coordinate actions and automate high-impact plays across channels.
Join us on Oct. 24th at 10am PT as we reveal Engagio Orchestrate, a new product that’s the first of its kind to combine the automation power of demand gen with the precision of ABM.
In this presentation, you’ll discover:
– How to create and scale ABM initiatives across channels that engage your target accounts in a personalized way
– The secret to targeting an audience with relevant ads based on funnel stage or activity, or behavioral, demographic and firmographic data
– How to distribute the right content, across the right channel, at the right time
– 3 real-life examples of how Engagio orchestrates Sales and Marketing activities
How to make sense of the abm technology landscapeEngagio
This document provides an overview of account-based marketing (ABM) technologies and the vendor landscape. It summarizes findings from a survey of 1,500 business managers regarding their ABM plans and priorities. It also discusses research firms that evaluate ABM vendors, such as Gartner and Forrester, and introduces Research In Action's methodology for assessing vendors. The document concludes with a vendor selection matrix evaluating 20 ABM software vendors.
The Evolution of ROI: How to Bring Return on Engagement (ROE) Into Your CompanyEngagio
Mark Feldman's, Head of Revenue Operations at Localytics, presentation at ABM by the Numbers on how to bring return on engagement (ROE) into your company.
True detective: Identify your unknown buyers using account insightsEngagio
This document discusses how True Detective uses account insights to identify unknown buyers. It describes how True Detective uses anonymous web traffic data to identify buyers before they contact suppliers through an SDR prospecting program, matching activity to LinkedIn profiles to begin outreach which resulted in a $2M deal. It also discusses an ABM on-demand program orchestrated by marketing that doubled website traffic and influenced $22M in pipeline by enabling sales with personalized campaigns triggered by buyer behavior. In less than 6 months the program added 2500 contacts at 660 accounts.
Funnels, Journeys & Account Lifecycle Models in ABMEngagio
In today’s complex B2B environments, the lead funnel is no longer enough – you must take into account the entire buying unit as a whole. But how do we go from a lead-centric world to an account-based world? What metrics matter most? How do you measure them?
We’ll answer these questions and more in this webinar. In this presentation, learn:
– A proven framework for mapping account-based journeys
– 4 key KPIs that you can use to track account journeys
– How to measure engagement, score accounts, and use MQAs
– Real-life customer examples of custom journeys
– The biggest mistake that marketers make when building their account funnel, and how to avoid it
[Webinar] Your Data Strategy for ABM SuccessEngagio
SiriusDecisions reports that nearly 60% of marketers consider the overall health of their data unreliable. Your data is never going to be perfect. However, there are best practices and top tips to improve your data strategy for ABM. In this presentation you'll learn proven strategies and specific steps to help you on your ABM Data Journey.
In this presentation you'll learn:
- Tips for establishing goals of an ABM data strategy
- How to create dynamic segments
- Best practices to enrich and clean
- How Marketing can help Sales prioritize and take action on the right accounts
Summer Series Session 3: Dream Teams with Shane Snow | SlidesEngagio
What are the secrets of the world’s most successful teams? Shane Snow, entrepreneur, award-winning journalist and Bestselling author of Dream Teams, will change the way we think about people, progress, and collaboration among teams.
This presentation is for anyone who aspires to be a leader, build a team or change history. Shane’s book is not a boring business book or case study about team-building exercises. If you enjoy writers like Malcolm Gladwell, Daniel Pink, Ryan Holiday or Simon Sinek, you’ll love Dream Teams.
In this webinar, you’ll learn:
– The surprising factor behind most failed mergers and marriages
– How a certain method of fighting is more useful than brainstorming
– How leveraging “cognitive diversity” helps teams outmatch competitors
– The science of becoming open-minded—and the outsize effect it has on group success
– The counterintuitive truths about becoming better team players
Learn more about Engagio and follow us on social:
https://www.engagio.com/
https://twitter.com/engagio
https://www.linkedin.com/company/engagio
https://www.facebook.com/engagio/
The Must Have Blueprint for Sales ActivationEngagio
If there was one golden rule for any revenue team to follow it would be this: silos don’t work. They lead to inefficiencies, broken systems and problems at every level. It’s time to break down the barriers and align as one revenue team to focus on the right accounts. In this session, Sandra Freeman, Head of Strategic Marketing at Engagio, will discuss strategies and tactics to:
- Get buy-in from the entire revenue team;
- Work with sales to drive action today;
- Use technology to streamline manual activities; and
- Real-world examples and results.
Summer Series Session 2: The Creative Curve with Allen GannettEngagio
We have been spoon-fed the notion that creativity is the province of genius -- of those brilliant few whose moments of insight arrive in flashes of divine inspiration. Either we have that gift, or we don’t.
Allen Gannett shows that simply isn’t true. He dispels the myths around creative genius and reveals the science behind achieving breakout success in any field in his book The Creative Curve: How to Develop the Right Idea at the Right Time.
Recent research has shown that there is a predictable science behind achieving success in any creative endeavor.
In this presentation, you’ll discover:
–The neurological and psychological mechanisms behind flashes of genius
– How you can learn to have more of these so-called aha moments through the mass consumption of content
– How famous creators engage in a strategy called “the 20% principle” that is accessible for anyone
Summer Series Session 1: Turn The Ship Around with David MarquetEngagio
Imagine a workplace where everyone engages and contributes their full intellectual capacity, a place where people are healthier and happier because they have more control over their work, a place where everyone is a leader.
Join David Marquet, Retired US Nuclear Submarine Captain, and author of Turn The Ship Around, in this presentation as he reveals his battle-tested plan for empowering people, creating technical competence, and gaining organizational clarity.
In this presentation, you’ll learn:
– How to create an environment where people are happier and healthier because they have more control over their work
– The steps to start the process of investing in people so that real change happens
– How to talk with your co-workers in an empowering way so that you create leaders at every level of the organization
– How to voice your opinions or disagree with colleagues but still feel safe and trusted
[Webinar] Three Ways to Use Engagement Data to Close More BusinessEngagio
While closed business is the desired outcome for growth, engagement data is an early hallmark of success. Join us for a webinar with Demand Gen Report featuring Sandra Freeman, Head of Strategic Marketing at Engagio, to learn three ways to use engagement data to generate more business. We will review how engagement data is a critical early indicator of success, a strong buying signal and insight that marketing and sales should understand and bring into line.
In this presentation you'll learn:
- What engagement data is and how to use it as a key buying signal
- How engagement data can align Sales and Marketing teams to close more deals
- Various ways to use engagement data throughout the funnel
In this presentation from Engagio and ServiceMax, you'll learn how ServiceMax:
- Evolved their target account strategy
- Effectively works with sales
- Implemented a successful field marketing model
3 Ways to Build Relationships with Executives | EngagioEngagio
Creating pipeline and growing a business is dependent on building relationships with key executives. But how do you do that effectively and stand out from the noise?
In this presentation, you'll learn:
– 3 creative ways to crack the code to establishing long-lasting relationships with executives:
– Get creative and show up like no one else
– Create personalized and relevant content that resonates with executives
– Quickly establish yourself as a thought-leader to capture the minds of your buyers
– Gain the trust of the C-Suite so that selling is easy
[Webinar] Top Tips: Using Email Marketing to Penetrate Target AccountsEngagio
Email is still a very effective marketing channel to create engagement and reach your buyers. Join Engagio in this webinar to learn how to combine email marketing with an account-based strategy to increase results and accelerate the buyer’s journey. We’ll share top tips to penetrate and expand into accounts to generate revenue.
Key Takeaways:
- Email marketing tips for connecting with buyers within target accounts
- How to prepare your data for effective campaigns
- Proven follow up strategies including timing and data mining
[Webinar] Three Ways to Scale ABM Success with PersonalizationEngagio
Account-based marketing (ABM) programs are on the rise, and for good reason. When executed well, ABM improves collaboration with sales, grows deal size, and helps focus marketing efforts where they can have the largest impact.
In this webinar with MarketingProfs, we'll explore the role personalization plays in mastering ABM outreach for maximum impact.
You'll learn how to:
- Identify which communications must be personalized
- Consider which triggers should be used to automate personalization prompt
- Leverage your outbound calling engine to drive up conversions
You'll learn about proven systems and effective workflows to maintain a consistent and engaging social media strategy. Additionally, you'll gain actionable strategies and practical tactics to drive engagement, increase followers, and convert them into loyal customers.
Revolutionizing Advertising with Billion Broadcaster Standee Screen MediaVikasYadav194549
Billion Broadcaster's standee screen media is revolutionizing the advertising landscape with innovative digital screens placed in high-traffic areas such as malls, airports, and residential complexes. These dynamic screens capture attention with vibrant multimedia content, offering a visually engaging platform for advertisers.
Much like Odysseus's fabled journey, the venture of an organization into creating compelling websites, easy-to-use digital solutions, and flawless user experience is laden with trials and triumphs. This session explores a BizStream customer case study that demonstrates how crafting composable digital solutions with headless CMS and headless commerce is possible. The result now serves as a modern-day Athena, navigating the customer through the stormy seas of digital transformation. Attendees can expect to learn how to embrace modern composable solutions, understand the benefits they bring, and identify which of Odysseus's conflicts to avoid.
Key Takeaways:
What makes up a composable digital solution.
Why content is still king in a composable world.
How Headless CMS and Headless Commerce are different.
TAMPIL CANTIK! WA 081225036194, Long Dress Wanita Hijab Simple by Rumah Jahit...Jahit Custom Azka
TAMPIL CANTIK! WA 081225036194, Long Dress Wanita Hijab Simple by Rumah Jahit Azka
wa.me/+6281225036194, Pusat Jahit Langganan Rumah Jahit Azka, Pusat Jahitan Modern Rumah Jahit Azka, Jasa Jahit Berkualitas Rumah Jahit Azka, Model Dress Polos Rumah Jahit Azka, Menerima Jahit Segala Fashion Rumah Jahit Azka
Jahit Custom by Rumah Jahit Azka
Mekarsari Rt 01 / Rw 05
Kutowinangun, Kebumen
Jawa Tengah (54393)
Order by WA
Owner : 0812–2503–6194
IG @azkalabel_ / @rumahjahitazka / @azkalabel_catalog / @imperriumboutiqueazka / @jahitcustom.azka
#bestdresspolos #modeldresspolos #bajudresspolos #jahitbahan #dresscantik #jahitsilk #bridesmaiddress #jahitbagus #dresswanita #rumahjahitazka
Struggling to get high-quality backlinks? Our latest presentation reveals the strategies you need to succeed in 2024. Learn practical tips to boost your SEO and elevate your website’s authority. Click below to access the full presentation!
Full blog here - https://digitalmarketingphilippines.com/how-to-get-high-quality-backlinks-in-2024/
The digital marketing industry is changing faster than ever and those who don’t adapt with the times are losing market share. Where should marketers be focusing their efforts? What strategies are the experts seeing get the best results? Get up-to-speed with the latest industry insights, trends and predictions for the future in this panel discussion with some leading digital marketing experts.
It’s been a difficult few years for Facebook Ads due to signal loss from iOS/Firefox/Chrome and the associated loss of ad targeting precision and ROAS. In this session, delve into 100% new high-impact strategies for thriving in Facebook advertising in a world without 3rd party cookies.
You'll uncover the top 7 Facebook ad hacks of 2024, all centered around first party ad signal data restoration and how to coax the new default Meta Audience+ ad targeting system to do what you want it to do, each backed by solid results and case studies. Learn how to skyrocket your landing page conversions by 20-25%, how to scale ads like never before, and target niche audiences with strategies that defy traditional norms.
Plus, gain insights into critical privacy regulations and how to maintain a full compliance therein.
CampusEdge offers a comprehensive suite of tools including financial management, human resources, student information, and more. It promotes streamlined processes and data integration.
Enhanced efficiency and productivity through automation, data centralization, and real-time insights. Improved decision-making based on accurate data and analytics.
Allows for seamless scalability to adapt to the changing needs of educational institutions. Enables consolidation of various functions into a single platform.
Initial planning and assessment of requirements. Configuration and customization of the software to fit the institution's unique structure and processes.
Comprehensive training programs for staff to ensure effective utilization. Phased deployment strategy to minimize disruptions.
[Webinar - VWO] AI-First Strategies to Drive Traffic and Conversions for 2024...VWO
Discover how Eric Siu’s agency, Single Grain, drove over 1 million new website visitors at a +59% higher conversion rate in 90 days by integrating innovative AI-driven strategies into their CRO and SEO practices, known as programmatic CRO (pCRO) and SEO (pSEO).
Imagine: At the click of a button, your landing pages dynamically adapt to feature content and elements specific to the keywords and products they are targeting. That’s the power of pCRO, transforming generic pages into highly personalized experiences. With pSEO, generate quality pages at scale that rank at the top of search results for relevant long-tail keywords, driving traffic that then converts.
Excited? In this session, Eric will guide you through how to implement these game-changing techniques for your own business, enhancing your digital strategy and maximizing your ROI.
NIMA2024 | Hoe Danone Trends vertaalt naar Strategie voor het versterken van ...BBPMedia1
Develop a category & retail vision to drive business impact today
Join Arnoud from Danone and Tris from Ipsos Strategy3 as they guide you on a journey through the art of leveraging trends and foresights to craft a category and retail vision. Discover the crucial need of future readiness, and understand how the future can lead to new opportunities, here and now. Be prepared to unlock the future potential of your enterprise!
Lately, it’s been feeling a little Terminator-y out there, huh? But the future of paid media isn’t an employment battle between AI and humans like some believe. Instead, it’s about collaboration and another powerful tool to add to the digital marketer’s tool belt. In fact, the best digital marketers have been integrating AI-elements into their work for years… with one caveat - there’s still an industry professional driving the bus.
Join Curtiss Gulash, Director of Paid Media, at Be Found Online, to explore the strengths and weaknesses of AI (as well as humans), and how those qualities can complement one another to develop stronger, more informed, and more efficient paid media campaigns. It’s time to turn and embrace the machine to carve out a path for improving efficiency across your accounts with your new AI companions!
Top 10 Cases of Amnesia A Journey through Memory Loss.pptxelizabethella096
Amnesia, the loss of memory, is a fascinating and complex condition that has captured the imagination of scientists, storytellers, and the general public alike. It can be triggered by various factors such as brain injury, psychological trauma, or even certain medical conditions. This article delves into ten intriguing cases of amnesia each offering unique insights into the human mind and the fragile nature of memory.
10 Advantages and Disadvantages of Social Media Marketing in 2024Markonik
Explore the dynamic landscape of social media marketing in 2024 with our comprehensive presentation. Delve into the top 10 advantages and disadvantages that digital marketers face in leveraging social media platforms. Understand the opportunities for growth, engagement, and brand visibility, as well as the challenges and potential pitfalls that come with navigating the ever-evolving digital ecosystem. This presentation will provide valuable insights and actionable strategies for maximizing the benefits of social media marketing while mitigating its drawbacks, tailored specifically for the needs of Markonik.
PHP (Hypertext Preprocessor) is a widely-used open-source scripting language that is particularly suited for web development and can be embedded into HTML. It is primarily used for server-side scripting but can also be used as a general-purpose programming language. PHP is renowned for its simplicity, flexibility, and ease of integration with various databases and web servers, making it one of the most popular languages for building dynamic websites and web applications.led by Mr. Hirdesh Bharadwaj, is an ideal choice for summer training in PHP in Delhi. With Mr. Bharadwaj's extensive 15 years of experience in the field, Webs Jyoti offers top-notch training in PHP development.
One notable aspect of Webs Jyoti is its unique approach. It's not just a training institute but also functions as a development agency. This means that students not only receive theoretical knowledge but also gain practical experience by working on real-world projects.Ducat offers comprehensive PHP training with a strong focus on practical implementation and live projects. Their course covers the latest industry standards and trends, ensuring that students are well-prepared for job placements .
Webs Jyoti: This institute provides 100% practical classes, study materials written by the founder, and training on 2-3 live projects. They also offer job placement assistance and grooming sessions for job seekers.Voice Search Optimization ACIL Computer Education: Known for its industry-standard training, ACIL offers various PHP courses ranging from basic to advanced levels. They emphasize hands-on training with real-world simulations and provide job assistance and placement guarantees for certain courses.
APTRON Gurgaon: APTRON offers a well-structured PHP course with modules on basic to advanced PHP concepts, webs jyoti, and CodeIgniter. They also provide live project experience and job placement assistance.
SLA Consultants India: SLA offers an advanced PHP training program designed by experienced professionals. Their course includes live projects, instructor-led classroom sessions, and extensive practical exposure to ensure students are industry-ready .
Each of these institutes has its own strengths, so you might choose one based on specific criteria such as course content, faculty experience, or placement records.Webs Jyoti: This institute provides 100% practical classes, study materials written by the founder, and training on 2-3 live projects. They also offer job placement assistance and grooming sessions for job seekers.Webs Jyoti ensures that students receive top-notch education and support to kickstart their careers in coding and software development.One notable aspect of Webs Jyoti is its unique approach. It's not just a training institute but also functions as a development agency. This means that students not only receive theoretical knowledge but also gain practical experience by working on real-world projects. Mr. Bharadwaj's extensive 15 years experien
Fostanak dresses are crafted to make every woman feel like a queen, exuding confidence and embracing her unique beauty. Whether you're attending a special occasion or seeking everyday elegance, Fostanak offers a dress that captures your individuality and celebrates your femininity
In 2024, digital marketing is not just an optional strategy for businesses; it's a fundamental component of any successful marketing plan. The rapid evolution of technology and changing consumer behaviors have made digital marketing more critical than ever. Here’s why digital marketing is indispensable in 2024 and how digital marketing agency can propel your business to new heights.
EyekooTech is committed to helping businesses navigate the complexities of digital marketing. Whether you're a small startup or a large enterprise, our innovative strategies and data-driven approach can elevate your brand and connect you with your target audience.
10. @jonmiller
Account Based Marketing
A strategic approach that
coordinates personalized
marketing and sales efforts
at named accounts.
ABM targets specific accounts
11. @jonmiller
Account Based Marketing
A strategic approach that
coordinates personalized
marketing and sales efforts
at named accounts.
a way of doing business, not a campaign or tactic
12. @jonmiller
Account Based Marketing
A strategic approach that
coordinates personalized
marketing and sales efforts
at named accounts.
focus = more insights = more relevance
13. @jonmiller
Account Based Marketing
A strategic approach that
coordinates personalized
marketing and sales efforts
at named accounts.
a close collaboration required for success
17. ABM Today is Like Like Lead Nurturing in 2008
• Returns on inbound flattening
• Marketing and sales ready to work together
• Technology is emerging
The Next Big Thing?
Google Trends
22. Tier # of Accounts Insights Tactics
“Classic”
Tier 1
5 to 50
[Tens]
Full profiles
Quarterly updates
• Bespoke 1:1 Campaigns
“Lite”
Tier 2
~200
[Hundreds]
Basic account profiles
Annual updates
• 1:Few Campaigns
Tier 3
1000s
[Thousands]
Industry or segment
• Traditional Marketing with
Account Targeting
• MQAs
Styles of ABM
23. Level 1: Reps Self-Select
Level 2: Basic Data
Level 3: Advanced
Level 4: Predictive Analytics
Sophisticated predictive
scoring and modeling.
Adding purchased data and more
advanced scoring or modeling
Adding in manually collected data
and simple scoring
Based on intuition and experience.
33. Account Based Marketing Channels
• Events (Owned and 3rd Party)
• Direct mail
• Account development / SDR
• Online advertising
• Web personalization
39. BUYING CENTERS
JOURNEYS
PLAYS
TACTICS
Accounts have one or
more buying centers
Buying centers go on
Journeys towards a Goal
Plays synchronize Tactics and activities
into coordinated plans to achieve Goals
Tactics are specific marketing
programs or activities
54. Coverage:
Awareness:
Engagement:
Reach:
Impact:
Do you have sufficient data, contacts, and account
plans for each target account?
Are the target accounts aware of your company?
Are the right people at the account spending
time with your company, and is that engagement
going up over time?
Are marketing programs reaching target accounts?
Are ABM activities improving key sales outcomes?
55. Impact:
Coverage:
Awareness:
Reach
Engagement:
Are ABM activities improving key sales outcomes?
Do you have sufficient data, contacts, and account
plans for each target account?
Are the target accounts aware of your company?
Are marketing programs reaching target accounts?
Are the right people at the account spending time
with your company, and is that engagement going up
over time?
59. • Account based marketing coordinates
personalized marketing and sales efforts to
land and expand named accounts
• ABM delivers the highest ROI of any B2B
marketing strategy or tactic
• Outbound does not necessarily mean interruption;
use account-specific content to reach out
• There is no magic campaign; success comes
from a mix of integrated tactics
• Leads are insufficient to measure account-based
marketing; measure via coverage, awareness, engagement,
reach & impact
Tweetable Takeaways
@jonmiller
Editor's Notes
ABM is an investment in time and resources so you MUST focus on accounts with highest ROI
ABM is an investment in time and resources so you MUST focus on accounts with highest ROI
Why now? What about mobile, social, cloud, etc. makes this inevitable?
Harder than ever to reach decision makers with traditional tactics
New ways to reach buyers (individually-addressable touch-points, real-time ad buying)
Shift from campaign-marketing to “always on” mindset requires integration
Big data / predictive analytics allow marketers to understand the complexity of relationships and buyer context, and match personalized content accordingly
Buyers delaying engagement with sales ; harder to reach CXOs {happened in velocity, needs to happen in XYZ}
Decomposition of the nice/clean customer funnel… no longer just awareness, familiarity, consideration, etc. Useful model, but. Really a set of nodes, interactions (through a connected device)
New ways to reach buyers
Proliferation of “connected customers” and customer data -- smart phones, smart devices (50B connected devices)
behind every device is a customer → data proliferation
From campaigns to “always on”
Big data / predictive (understand the complexity of the relationships, context)
Needs new ways to measure
Wrong: what we want to say, how we want to say it target the right people
RIGHT: who we want to target what and how to say it
----- Meeting Notes (8/4/15 13:26) -----
account-based on Sales and Success; not marketing
open to influence as a metric
demandbase: vertical audiences
T1: 300 top accounts (whales)
T2: 300 next
----- Meeting Notes (8/4/15 13:26) -----
account-based on Sales and Success; not marketing
open to influence as a metric
demandbase: vertical audiences
T1: 300 top accounts (whales)
T2: 300 next
----- Meeting Notes (8/4/15 13:26) -----
account-based on Sales and Success; not marketing
open to influence as a metric
demandbase: vertical audiences
T1: 300 top accounts (whales)
T2: 300 next
Need to LISTEN
“You’re going to have to spend some money to be really good at account based marketing. But it’s OK because it’s the accounts that will make you the most money.”
----- Meeting Notes (8/4/15 13:26) -----
account-based on Sales and Success; not marketing
open to influence as a metric
demandbase: vertical audiences
T1: 300 top accounts (whales)
T2: 300 next
Many of the best high-level executive events include unique, ‘money can’t buy’ experiences.
Earn the list of attendees
For marketing invites, list should be 4-5x desired attendance
Offer charitable donation, or ipad, or airline voucher in exchange for a meeting
Don’t ignore the team
Targeting outreach campaigns by account enables Cloudera SDRs to research individual accounts and buyers and speak to their exact pain points.
As a result, these campaigns produce a 60% open rate, 31% response rate, and massive increases in both net-new opportunities and add-on business from current customers.”
TOPO: Cloudera Case Report, September, 2015
Sales Development – or Prospecting – is the heart of every ABM program.
It combines email, phone calls and the personalized end of social media interactions into a coordinated series of engagements that develop and deepen relationships.
use all the account insight you’ve generated to prove to the prospect that you understand their challenges and have a unique approach to solving them
More = Google PPC targeting now, future Uber cars
“It takes an average of 9.82 touches to engage with a prospect. We also find that senior executives are2.5 times more responsive to quality multi-touch campaigns than are junior executives.”
Dan McDade
President & CEO, PointClear
----
----- Meeting Notes (8/4/15 13:26) -----
account-based on Sales and Success; not marketing
open to influence as a metric
demandbase: vertical audiences
T1: 300 top accounts (whales)
T2: 300 next
The “law of large numbers” breaks down in narrow funnel -- can’t use vanity metrics, can’t count on volumes
Only need one deal to make a program ROI look good – noisy data