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Compete and Win in the Age of Account Based Buying COMPETE AND WIN IN THE AGE OF ACCOUNT BASED BUYING

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Jul 15, 2019

If you’re on a B2B revenue team, it’s likely your Marketing and Sales teams are experiencing some angst these days when it comes to understanding how prospects and customers want to interact with your company. On one hand customers seem t...

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AMPLIFYING ACCOUNT-BASED MARKETING DIGITALLY AND AT SCALE AMPLIFYING ACCOUNT-BASED MARKETING DIGITALLY AND AT SCALE

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Jul 15, 2019

Account-Based Marketing (ABM) is an important B2B marketing strategy that adds value to your business by focusing on accounts that are more likely to convert or generate higher revenue. However, once you have identified your high-value accounts, you ...

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Getting Started with Account-Based Marketing at Scale GETTING STARTED WITH ACCOUNT-BASED MARKETING AT SCALE

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Jul 10, 2019

ABM has rapidly gone mainstream in the last year. According to ITSMA research, marketers are now allocating 28% of their budget to ABM, up from 20% last year. Yet only 1 out of 5 marketers are realizing the benefits of ABM.

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The SiriusDecisions B-to-B Buying Decision Process Framework THE SIRIUSDECISIONS B-TO-B BUYING DECISION PROCESS FRAMEWORK

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Jul 08, 2019

Decisionmaking is a cognitive process defined by psychologists as the selection of a course of action from multiple alternatives (e.g. what to eat, where to shop). John Dewey, the pragmatic philosopher and psychologist, introduced the first decision ...

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DIRECTIVE CONSULTING PORTFOLIO DIRECTIVE CONSULTING PORTFOLIO

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Jun 24, 2019

We believe that data-driven marketing shouldn’t be confusing. Every company should know what works for their campaigns in order to make more ROI-driven decisions. At Directive, we not only craft customized campaigns for your unique marketing ob...

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Account Based Marketing Where marketing and sales align in pursuit of target accounts ACCOUNT BASED MARKETING WHERE MARKETING AND SALES ALIGN IN PURSUIT OF TARGET ACCOUNTS

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Jun 20, 2019

Account Based Marketing (ABM) takes a different approach by focusing on one or maybe a handful of big deals. It meticulously researches these accounts to identify key influencers and decision makers. Then it grabs attention by delivering highly perso...

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ABM: What’s Next? A Playbook for Account-Based Sales & Marketing Success ABM: WHAT’S NEXT? A PLAYBOOK FOR ACCOUNT-BASED SALES & MARKETING SUCCESS

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Jun 20, 2019

As adoption of Account-Based Marketing increases, marketers are faced with a mountain of solutions, and a resulting mountain of hype. With so many vendor options and competing solutions on the market, it can be difficult to determine where to make in...

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The Role Of Email In An ABM World THE ROLE OF EMAIL IN AN ABM WORLD

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Jun 20, 2019

One of marketing’s biggest challenges has always been justifying budget. Account Based Marketing (ABM) provides the right revenue-accountable environment for marketers to not only justify but optimize their marketing investments. In fact, 87% o...

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The Complete Guide to CRM Data Strategy THE COMPLETE GUIDE TO CRM DATA STRATEGY

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Jun 20, 2019

Advances in machine learning (ML) and artificial intelligence (AI) are causing AI-enabled technology to rapidly gain traction in sales and marketing organizations. In B2B sales and marketing organizations, this trend is tied to the rise of account-ba...

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ABM the Right Way ABM THE RIGHT WAY

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Jun 19, 2019

How’s Your ABM Journey Going? We’ve started our ABM journey and want to avoid a wrong turn. We’re seasoned ABM hikers, but always looking for shortcuts. It’s been a steep climb and we’re tired; we need a new map. Where s...

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products designed to solve your most challenging projects PRODUCTS DESIGNED TO SOLVE YOUR MOST CHALLENGING PROJECTS

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Jun 17, 2019

All standard deliveries utilizing the PPG Company delivery service will be free of charge to all serviceable E&I members. Orders placed by noon are delivered the next business day within the standard delivery zone which the local PPG company-oper...

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An Operation Leader’s Guide to Rolling Out an Account-Based Sales Strategy AN OPERATION LEADER’S GUIDE TO ROLLING OUT AN ACCOUNT-BASED SALES STRATEGY

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Jun 14, 2019

Years ago, networking was everything in sales. Today, data is quickly becoming the most important element in your sales strategy. But like most things, you need the right data, especially if you plan to take an account-based approach. Account-based s...

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The Enterprise Playbook to Account-Based Demand Generation THE ENTERPRISE PLAYBOOK TO ACCOUNT-BASED DEMAND GENERATION

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Jun 12, 2019

The Revenue Marketing Series is a compilation of thought leadership and success stories from Integrate’s customers, organized into guides for enterprise marketing leaders who are exploring new ways to scale revenue. This playbook focuses on exe...

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The Clear & Complete Guide to Account Based Marketing THE CLEAR & COMPLETE GUIDE TO ACCOUNT BASED MARKETING

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Jun 11, 2019

B2B demand generation has completely reinvented itself over the last decade. The collision of inbound, content marketing, lead nurturing, marketing automation, analytics, email, search, social media and native advertising has transformed the discipli...

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The State of Account-Based Marketing THE STATE OF ACCOUNT-BASED MARKETING

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Jun 10, 2019

Many of us know that ABM is not a new concept. In fact, it’s an age-old marketing strategy that both sales and marketing teams have pursued separately. However, until now, the technology hasn’t always been available to reach and engage ac...

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7 BEST PRACTICES TO OPTIMIZE ACCOUNT-BASED MARKETING 7 BEST PRACTICES TO OPTIMIZE ACCOUNT-BASED MARKETING

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Jun 05, 2019

At our conference, “Optimizing ABM Impact,” we heard from a star-studded lineup of seasoned experts using a blended approach to account-based marketing (ABM) to personalize every touchpoint from executive engagement to direct mailers. The...

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Selecting and Engaging Relevant Accounts for ABM ROI SELECTING AND ENGAGING RELEVANT ACCOUNTS FOR ABM ROI

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Jun 04, 2019

An Account-Based Marketing strategy is only as effective as the foundation it’s built upon. Without a good list strategy, the whole program will fail. The most important part of that foundation is choosing the right accounts to target.

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The World’s Simplest Brands THE WORLD’S SIMPLEST BRANDS

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Jun 03, 2019

We surveyed more than 15,000 people across nine countries to understand which brands and industries provide the simplest experiences. In today’s shifting political, economic and cultural landscapes, people around the world are prioritizing simp...

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Simple data-driven strategies for successful ABM SIMPLE DATA-DRIVEN STRATEGIES FOR SUCCESSFUL ABM

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Jun 02, 2019

Most B2B marketers realize that Account-Based Marketing has the potential to drive real value for their businesses. It’s reasonable: if marketing can speak the language of sales and agree on what matters-accounts- then it follows that they&rsqu...

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Intent-Fueled Account-Based Everything INTENT-FUELED ACCOUNT-BASED EVERYTHING

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May 31, 2019

This case study presentation takes an in-depth look at Fuze’s award-winning, intent-fueled account-based marketing ABM practice and showcases exactly what they do in marketing and sales to deliver efficiency and effectiveness gains quarter-over...

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B2B LEAD MANAGEMENT WITH ACCOUNT PERSPECTIVE B2B LEAD MANAGEMENT WITH ACCOUNT PERSPECTIVE

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May 30, 2019

Our world is experiencing a rapid advancement in technology, innovation and in the production and consumption of data. Internet users are producing an unprecedented amount of data, more now than in the last 5000 years. Look no further than the social...

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Building an ABM Program That Actually Works BUILDING AN ABM PROGRAM THAT ACTUALLY WORKS

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May 28, 2019

Sirius Decisions recently found that over 70% of B2B marketing teams now have employees who are fully or partially dedicated to ABM, proving Account-Based Marketing is one of the fastest growing trends in B2B marketing today. But as ABM adoption cont...

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Lead Nurturing Guide: 7 Steps Toward Setting Up Your Next Campaign LEAD NURTURING GUIDE: 7 STEPS TOWARD SETTING UP YOUR NEXT CAMPAIGN

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May 23, 2019

Lead nurturing requires a thorough understanding of your audience and a distinct strategy built on best practices and innovative techniques. This eBook will help you: Establish lead nurturing goals, Create buyer profiles, Develop effective lead scori...

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How To Execute A World-Class Expansion Strategy with ABM HOW TO EXECUTE A WORLD-CLASS EXPANSION STRATEGY WITH ABM

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May 22, 2019

If you work in B2B, you may only hear these particular questions at lunch, but post-sale marketing (upsell and cross-sell) is an important strategy to be familiar with!
In this ebook, we'll explore the principles and best practices of post...

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SAP Marketing Cloud What‘s New in the 1905 Release SAP MARKETING CLOUD WHAT‘S NEW IN THE 1905 RELEASE

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May 06, 2019

Marketers shall use demand units to closely collaborate with sales on ABM-relevant accounts to address the need of a crossfunctional group of contacts.

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BUYER’S GUIDE ACCOUNT-BASED MARKETING SOFTWARE BUYER’S GUIDE ACCOUNT-BASED MARKETING SOFTWARE

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May 04, 2019

Of all the innovations that have gone to market and captured the interest of B2B professionals in the past decade, account-based marketing (ABM) takes the cake for reach and hype. As a formal process supported by technology, it has only been around f...

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The State of the Account-Based Revenue Engine 2019 THE STATE OF THE ACCOUNT-BASED REVENUE ENGINE 2019

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May 02, 2019

B-to-b sales and marketing leaders recognize that a well-functioning revenue engine is a key driver for profitability and growth. They also understand the value of designing parts of that revenue engine around their high-priority accounts. This is wh...

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What’s Working In Demand Generation In 2019? WHAT’S WORKING IN DEMAND GENERATION IN 2019?

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Apr 30, 2019

According to Demand Gen Report research, 71% of B2B marketers said their demand generation budgets will increase in 2019 - 46% said it will increase by 20% or more. This renewed focus on demand generation accompanies a shift towards more precise, tar...

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The Complete Guide to Account Engagement for ABM THE COMPLETE GUIDE TO ACCOUNT ENGAGEMENT FOR ABM

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Apr 25, 2019

Engagement data enables your marketing and sales teams to identify the accounts that are most likely to close and give them a personalized buying experience. Your sales reps want better leads. Your CFO wants a more predictable revenue forecast. And y...

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Account Based Display Advertising in an ABM World ACCOUNT BASED DISPLAY ADVERTISING IN AN ABM WORLD

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Apr 23, 2019

Account Based Marketing presents a new challenge to marketers as their core technologies employ a lead-based data architecture that provides neither the right framework for analytics nor the ability to aggregate and normalize this data across platfor...

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ABM 2.0: Leaders Enhance ABM Practices ABM 2.0: LEADERS ENHANCE ABM PRACTICES

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Apr 20, 2019

Account-based marketing continues to generate buzz, but B2B organizations are quickly looking to move beyond the initial hype around the category and are pressing to show ROI from their targeted programs. Research shows that most organizations are st...

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BUILDING AN ACCOUNT-BASED MARKETING TECHNOLOGY STACK BUILDING AN ACCOUNT-BASED MARKETING TECHNOLOGY STACK

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Apr 20, 2019

Everyone’s talking about Account-Based Marketing (ABM). It’s quickly become one of the hottest and most noteworthy trends in B2B marketing. And the industry is starting to take notice, with more and more marketers embarking on the ABM pat...

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How to Measure Account-Based Marketing: Going Beyond Vanity Metrics HOW TO MEASURE ACCOUNT-BASED MARKETING: GOING BEYOND VANITY METRICS

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Apr 18, 2019

At Bizible, we’re fanatical about connecting every marketing effort to revenue, and we always preach the importance of focusing on the return of marketing efforts the “R” in ROI. And while revenue is the ultimate goal, when you deci...

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7 Essential Metrics for Account-Based Marketing 7 ESSENTIAL METRICS FOR ACCOUNT-BASED MARKETING

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Apr 08, 2019

A perfect Account-Based Marketing (ABM) strategy doesn’t happen overnight. It’s an iterative process that can take months, if not years, to perfect. Although ABM requires long-term commitment from your teams, provided you approach measure...

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Conversational Demand Generation CONVERSATIONAL DEMAND GENERATION

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Mar 20, 2019

Marketing has this never-ending problem: you’re required to generate LOTS of leads everyday all the time. Had a great number last month? That’s nice. Now generate even MORE leads this month, please! It’s the constant mantra that pla...

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Callbox Account-Based Marketing CALLBOX ACCOUNT-BASED MARKETING

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Mar 20, 2019

In the simplest of terms, ABM is a strategic marketing and sales approach that targets high-value company accounts rather than individuals to identify, reach and nurture sales leads. An ABM approach recognizes that B2B buying decisions are often made...

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THE ESSENTIAL GUIDE TO ABM THE ESSENTIAL GUIDE TO ABM

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Mar 12, 2019

The B2B purchase journey is complex. Vendors juggle on average 6.8 stakeholders per purchase, who consult 6 channels each and remain anonymous for most of the purchase journey. As a vendor, you might ask: How do I reach anonymous stakeholders? How do...

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Account-Based Marketing: Fundamentals Every B2B Marketer Must Know ACCOUNT-BASED MARKETING: FUNDAMENTALS EVERY B2B MARKETER MUST KNOW

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Feb 17, 2019

If you’re a B2B marketer today, you’re in a tough spot. You’d love to be an innovative marketer who impresses the whole company by blowing your results out of the water. But where do you start? And how do you navigate all the buzzy ...

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The CMO Guide Account-Based Marketing 2019 THE CMO GUIDE ACCOUNT-BASED MARKETING 2019

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Feb 15, 2019

‘Offensive terminal point’ was a key military strategy that was used by generals to win battles that were not necessarily stacked in their favor. It was a tactic meant to surprise opponents and was based on the principle that the narrower...

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Account-Based Marketing is Increasingly Important to B2B Marketers ACCOUNT-BASED MARKETING IS INCREASINGLY IMPORTANT TO B2B MARKETERS

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Feb 05, 2019

B2B organizations are turning to ABM practices to identify the businesses, buying centers and decision makers with whom they want to establish relationships. This is nothing new to a lot of sales teams — they’ve been taking this approach ...

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The SoDA report on Trends in Personalization THE SODA REPORT ON TRENDS IN PERSONALIZATION

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Jan 31, 2019

Delivering personalization to consumers at scale requires a combination of the right data and the right technology. Authors from Perficient Digital, Dept, Microsoft, Deepend and others speak to the rise in demand for these experiences, the successes ...

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7 Tips to Boost Lead Nurturing Email Results Immediately 7 TIPS TO BOOST LEAD NURTURING EMAIL RESULTS IMMEDIATELY

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Jan 30, 2019

People aren’t looking for a reason to read your lead nurturing email messages, they’re looking for a reason to delete them. Think about it. It’s important to keep this mind because marketers rely on email as the top lead nurturing t...

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The CMO THE CMO'S GUIDE TO ACCOUNT-BASED ADVERTISING

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Jan 28, 2019

Today’s world of selling requires understanding and communicating with the self-educated-buyer. Your buyers expect you to know their business, but refuse to speak to your sales team until they’ve almost made their final decision. They res...

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2019 ACCOUNT TE BASED BENCHMARK REPORT 2019 ACCOUNT TE BASED BENCHMARK REPORT

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Jan 23, 2019

Many organizations are leveraging an account based strategy to drive business growth. Therefore, organizations must identify the best tactics, necessary budgets, and resources for adopting an account based strategy, and align internal expectations ar...

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WHAT IS ACCOUNT BASED MARKETING (ABM) AND WHY DO YOU NEED IT? WHAT IS ACCOUNT BASED MARKETING (ABM) AND WHY DO YOU NEED IT?

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Jan 20, 2019

Simply put, Account Based Marketing (ABM) is when you implement highly customized marketing campaigns where each account is considered to be a market of one. ABM uses the latest technology to help you send the right messages to influencers who are ac...

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Demand Generation for B2B Marketers DEMAND GENERATION FOR B2B MARKETERS

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Jan 20, 2019

Demand generation is an expensive affair, no doubt! You need to spend on the right human resource, the latest tools, and trends in demand the generation marketing to fetch the desired results. But, what if you are a budget constraint? or a start-up w...

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Global trends study Trends in Personalization GLOBAL TRENDS STUDY TRENDS IN PERSONALIZATION

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Jan 15, 2019

The Global Trends in Personalization Study is a collaboration between SoDA and Sitecore to assess investment plans, adoption of emerging technology, organizational priorities and key challenges relative to delivering personalized digital consumer exp...

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Driving Business Growth through Account Based Marketing DRIVING BUSINESS GROWTH THROUGH ACCOUNT BASED MARKETING

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Jan 15, 2019

In its purest form, account based marketing has been around forever. Simply put, instead of fishing with nets, you fish with spears. You identify the prospects you want to do business with, and then market very precisely and narrowly to them directly...

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Why upgrade to Sitecore XP 9.1? WHY UPGRADE TO SITECORE XP 9.1?

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Jan 01, 2019

Digital marketers today are expected to deliver personalized customer experiences across ever-changing touchpoints, but are often challenged with distributed data sources, time-intensive testing and optimization, and omnichannel delivery options that...

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How to choose the best CMS for customer experience management HOW TO CHOOSE THE BEST CMS FOR CUSTOMER EXPERIENCE MANAGEMENT

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Jan 01, 2019

We’ve come a long way since the days when a content management system (CMS) was simply a way to manage and update the content on your website. Today, a web CMS is just one type of technology you need to consistently deliver an excellent custome...

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ABM contact discovery & lead enrichment drive go-to-market & sales results ABM CONTACT DISCOVERY & LEAD ENRICHMENT DRIVE GO-TO-MARKET & SALES RESULTS

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Dec 20, 2018

To market more effectively, the company wanted to complement from avg. of 50% to 95%+ their inbound and events programs with an account-based marketing (ABM) and sales approach, but they lacked complete and accurate data for the contacts in their tar...

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Sales and Marketing: Bridging the Account-Based Gap SALES AND MARKETING: BRIDGING THE ACCOUNT-BASED GAP

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Dec 20, 2018

Why do so many businesses struggle with Sales and Marketing alignment? Insights from our CEO, Jake Dunlap: When we look towards the future of Marketing and Sales organizations, the lines and set responsibilities will become even more blurred, making ...

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Fire-Breathing ABM FIRE-BREATHING ABM

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Dec 17, 2018

Many companies jump into ABM as if it were the equivalent of another campaign idea. However, to win with an ABM approach, you need to have certain structures in place. Successful ABM is not about departments doing their best as individuals; it’...

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Account-Based Marketing: Planning Assumptions 2019 ACCOUNT-BASED MARKETING: PLANNING ASSUMPTIONS 2019

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Dec 10, 2018

As A%M continues to gain traction as a leading go-to-market strateg\, we e[pect dedicated cross-Functional account-based teams to become more prevalent. %ecause A%M is intended to help drive alignment around the accounts that matter most, these cross...

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7 STEPS FOR BUILDING A WINNING LEAD NURTURE STRATEGY 7 STEPS FOR BUILDING A WINNING LEAD NURTURE STRATEGY

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Dec 05, 2018

The leads you collect today aren’t necessarily ready to buy immediately. Some of them are, of course, but others may still be researching potential products or solutions and are not ready to make a purchase decision. Your existing customers may...

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LEAD GENERATION TECHNIQUE TO BOOST SALES FUNNEL LEAD GENERATION TECHNIQUE TO BOOST SALES FUNNEL

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Dec 05, 2018

Let’s get one thing straight - not every lead generation technique works for buyers in different stages of a sales funnel. That is exactly why mapping lead generation to your sales funnel is an essential part of the strategy. While you may see ...

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2018 ABM Benchmark Survey Report 2018 ABM BENCHMARK SURVEY REPORT

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Nov 30, 2018

Account-based marketing continues to generate buzz, but B2B organizations are quickly looking to move beyond the initial hype around the category and are pressing to show ROI from their targeted programs.
Demand Gen Report's third annual A...

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A Marketing account-based marketing. Practitioner’s Guide to ABM A MARKETING ACCOUNT-BASED MARKETING. PRACTITIONER’S GUIDE TO ABM

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Nov 30, 2018

ABM is a B2B strategy that focuses sales and marketing resources on targeted accounts that will yield the most benefit for your business.

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The Ultimate Lead Generation Kit to Jumpstart Your Business THE ULTIMATE LEAD GENERATION KIT TO JUMPSTART YOUR BUSINESS

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Nov 29, 2018

The road toward revenue begins with leads. Whether reaching out to your first few customers or looking to grow your client base, your business needs to stay visible and relevant to the people who are going to buy from you. That’s what lead gene...

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Embedding Predictive Analytics in Account Based Marketing EMBEDDING PREDICTIVE ANALYTICS IN ACCOUNT BASED MARKETING

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Nov 21, 2018

Many account based marketers rely on predictive analytics vendors for data and models to pick target accounts and find the best prospects within the target account list. Indeed, those uses can easily justify the full cost of a predictive analytics sy...

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A Marketing Practitioner’s Guide to ABM A MARKETING PRACTITIONER’S GUIDE TO ABM

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Nov 20, 2018

It’s about getting the foundations right so you can move your prospects through the sales cycle faster. Part of that includes figuring out who you want to target and how. Yet many sales and marketing leaders today are still casting a wide net, ...

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HOW TO MEASURE ACCOUNT-BASED ADVERTISING HOW TO MEASURE ACCOUNT-BASED ADVERTISING

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Nov 13, 2018

Traditionally, marketers have relied on lead acquisition as the only measure of success for display advertising. But this approach is incredibly inefficient, and it doesn’t capture the entire impact of media spend.

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PUTTING THE PIECES TOGETHER: ABM AND MRO PUTTING THE PIECES TOGETHER: ABM AND MRO

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Nov 12, 2018

In 2017, original equipment manufacturers (OEMs) were one of the biggest market disruptors. OEMs have cast a competitive pall over the MRO market in a serious way; not just by saturating the market and upping competition in the industry, but by engag...

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THE ULTIMATE GUIDE TO ONLINE LEAD GENERATION THE ULTIMATE GUIDE TO ONLINE LEAD GENERATION

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Nov 06, 2018

Most marketers will agree that one of the toughest challenges is keeping up with all the latest trends and updates in the ever-changing industry that is digital marketing. Particularly in the sphere of lead generation, if you don't keep up with t...

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Emedia’s best practice series Account Based Marketing EMEDIA’S BEST PRACTICE SERIES ACCOUNT BASED MARKETING

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Oct 25, 2018

Savvy B2B marketers are looking to invest in a more targeted approach when identifying, engaging and closing valuable accounts. ABM is a strategy in which organisations deliver personalised marketing and sales content to a specific set of accounts. A...

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The Importance of Account-Based Marketing in Your B2B Marketing Strategy THE IMPORTANCE OF ACCOUNT-BASED MARKETING IN YOUR B2B MARKETING STRATEGY

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Oct 11, 2018

ABM is a B2B marketing strategy that focuses on sales and marketing resources on targeted clients’ accounts within a specific market. An important goal of ABM is to identify employees at a specific company who are researching products and servi...

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Driving Sales Behavior With Non-Cash Rewards DRIVING SALES BEHAVIOR WITH NON-CASH REWARDS

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Oct 03, 2018

In the end, you need to be rewarding your sales reps with more than just money if you want to keep them motivated and if you want your sales compensation plan to deliver on its promises.

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Change the sales rep experience, improve the customer experience CHANGE THE SALES REP EXPERIENCE, IMPROVE THE CUSTOMER EXPERIENCE

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Oct 03, 2018

The first CRM launch truly changed the way sales were managed. We went from tracking customers on spreadsheets (and even in rolodexes) to tracking them and their attendant opportunities with software. It wasn’t long before reps started to feel ...

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Pipeline Management and Forecasting Are Key to Improving the Sales Experience PIPELINE MANAGEMENT AND FORECASTING ARE KEY TO IMPROVING THE SALES EXPERIENCE

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Oct 03, 2018

Let’s explore some of the current processes around pipeline management and forecasting and how they can be improved.

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Account Based Marketing for CMOS ACCOUNT BASED MARKETING FOR CMOS

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Sep 18, 2018

Most ABM programs start by layering on top of current demand gen processes: Pilot: test ABM for a few accounts Segment: Implement ABM for one or more segments (e.g. Enterprise accounts or Healthcare vertical) Focus: Target existing programs (e.g. out...

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To A Quicker Demand Generation TO A QUICKER DEMAND GENERATION

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Sep 04, 2018

Demand generation success depends a lot on your industry, tactics, and how well you adapt to the change. If you are trying to implement a demand generation plan by yourself, you might make a lot of mistakes in the beginning. But, this is exactly wher...

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Social Media Marketing and its impact on product promotion in small enterprises SOCIAL MEDIA MARKETING AND ITS IMPACT ON PRODUCT PROMOTION IN SMALL ENTERPRISES

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Aug 31, 2018

Social media marketing (SMM) is the process of attracting attention towards a specific brand or product through social platforms. Typically it is a set of activities on the use of social media as channels for promoting companies and solving other bus...

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Advanced Demand Generation and Lead Conversion ADVANCED DEMAND GENERATION AND LEAD CONVERSION

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Aug 13, 2018

The Direct Marketing Association of Northern California was formed to educate, inform and provide networking opportunities for Direct and Online Marketing professionals in the San Francisco Bay Area. We hold monthly luncheon seminar meetings, certifi...

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ACCOUNT-BASED MARKETING WITH ROLLWORKS ACCOUNT-BASED MARKETING WITH ROLLWORKS

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Jul 24, 2018

Most marketers understand that account-based marketing is well worth the investment. After all, according to SiriusDecisions, organizations with an account-based marketing (ABM) strategy in place experienced 200% pipeline growth and also saw a 20% in...

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Incentive Compensation Management: Build Versus Buy INCENTIVE COMPENSATION MANAGEMENT: BUILD VERSUS BUY

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Jul 23, 2018

Custom ICM solutions are built for you, not auditors, so they typically don’t offer visibility into actions performed over time. Auditors may lack confidence in your homegrown system, especially if they find errors or omissions. In fact, audit ...

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The Three “S’s” of a Great Incentive Compensation Management System THE THREE “S’S” OF A GREAT INCENTIVE COMPENSATION MANAGEMENT SYSTEM

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Jul 23, 2018

It all ties together. You want your sales reps to behave a certain way and close a certain amount of deals in specific verticals that match your company’s 3- and/or 5-year vision, but the systems you currently have in place to drive this behavi...

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Why Enterprise CPQ Implementations Fail WHY ENTERPRISE CPQ IMPLEMENTATIONS FAIL

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Jul 23, 2018

You’ve reached a certain point in the evolution of your company and you know it’s time to invest in a CPQ system. But buyer beware: There’s a certain misconception around CPQ systems as being plug-in devices or turnkey-ready overlay...

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Moving Away from Spreadsheets: How to Know When It’s Time MOVING AWAY FROM SPREADSHEETS: HOW TO KNOW WHEN IT’S TIME

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Jul 23, 2018

The spreadsheet conundrum... Joe Smith, sales director for Great Start-Up Number 5 Billion and Thirty-One, puts on a blindfold and reaches out blindly for something, ANYTHING, to help him organize his team’s deals and commissions. He’s ho...

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A Driving Force Behind Every Successful Demand Generation Initiative A DRIVING FORCE BEHIND EVERY SUCCESSFUL DEMAND GENERATION INITIATIVE

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Jul 10, 2018

This Ebook looks into business development best practices for startup companies based on the perspectives of some key sales and marketing executives that Jeff Leroux, Head of Sales and Channels at B2BSignals, has interviewed. Across the various inter...

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STATE OF ACCOUNT BASED MARKETING 2018 STATE OF ACCOUNT BASED MARKETING 2018

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Jul 04, 2018

Account-Based Marketing (ABM) is growing in significance in B2B marketing. The pressures
on revenue growth increasingly require that sales and marketing teams work together with a
common goal. ABM provides a platform to do just that. Read More


ABM Program Success: ABM mix increases from 0% to 40% of demand generation in 6 months ABM PROGRAM SUCCESS: ABM MIX INCREASES FROM 0% TO 40% OF DEMAND GENERATION IN 6 MONTHS

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Jun 19, 2018

FinancialForce is a cloud ERP solution backed by Salesforce. Its ERP is customized for many different use cases such as accounting, professional services automation (PSA), human capital management (HCM), and supply chain management (HCM). FinancialFo...

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How to Prepare Contact & Account for an Account-Based Marketing Strategy HOW TO PREPARE CONTACT & ACCOUNT FOR AN ACCOUNT-BASED MARKETING STRATEGY

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Jun 19, 2018

Among B2B communities, 2017 brought upon several new concepts, trends, and technologies. But perhaps none captured more attention than the re-emergence of account-based marketing as a viable growth strategy.

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The rise of Account-Based Marketing THE RISE OF ACCOUNT-BASED MARKETING

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Jun 12, 2018

I know, I know. There are a million think-pieces that have been saying the same thing for years, but there is a kernel of truth to it. Did you know only 18% of television ads generate a positive ROI? Even just 15 years ago, the thought that televisio...

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Aligning Sales and Marketing to Increase ABM Impact ALIGNING SALES AND MARKETING TO INCREASE ABM IMPACT

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Jun 05, 2018

“ABM contributes directly to building and nurturing the right customer relationships and contributes to the growth of the firm via a larger pipeline and increased revenue. The partners see the ABM-er as a strategic adviser on the account, contr...

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51 SEO & Inbound Marketing Tools (That Actually Work) 51 SEO & INBOUND MARKETING TOOLS (THAT ACTUALLY WORK)

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Jun 02, 2018

But having the right ones sure will help! The goal of this eBook is simple; to provide you with tools we actually believe in. This list is made up only of tools we have actually used ourselves and believe do a great job at what they say they do! In a...

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The Forrester New Wave ABM Platforms Q2 2018 THE FORRESTER NEW WAVE ABM PLATFORMS Q2 2018

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May 31, 2018

In Forrester’s evaluation of the emerging market for account-based marketing (ABM) platforms, we identified the 14 most significant providers  6sense, Demandbase, Engagio, Jambo, Lattice Engines, Madison Logic, MRP, Radius, RollWorks, Tech...

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Creating Buyer Focused Content that Helps Sales Win CREATING BUYER FOCUSED CONTENT THAT HELPS SALES WIN

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May 30, 2018

Creating a content strategy is not an easy feat. While content marketing as a marketing tactic has become widely adopted, there has been the little strategy around creating content that is easily discoverable by sales and also effective and relevant ...

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Internet Advertising Revenue INTERNET ADVERTISING REVENUE

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May 16, 2018

Over the past 21 years, the internet has grown from a nascent industry to the largest ad-supported media in the United States. During this period, leading companies have been significant contributors to driving growth. Yet over the same period, we ha...

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May 08, 2018

B2B decision makers no longer make decisions on their own. Even C-level buyers operate in an atmosphere of consensus and buy-in from multiple coworkers and influencers. Data-driven decision making is the norm, and B2B purchases are based on facts, in...

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5 ‘PEOPLE’ SECRETS OF HIGH-PERFORMING KEY ACCOUNT MANAGERS 5 ‘PEOPLE’ SECRETS OF HIGH-PERFORMING KEY ACCOUNT MANAGERS

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May 08, 2018

The nature of matrix enterprises - large global behemoths with multiple people across multiple geographies, functions and lines of business (LOBs) - is that several people are involved in a single high-value purchase decision. The best Key Account Ma...

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IAB Digital Video Center of Excellence IAB DIGITAL VIDEO CENTER OF EXCELLENCE

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May 01, 2018

In early 2018 at the IAB Annual Leadership Meeting, IAB announced a paradigm-shifting thesis to capture,
explain and understand an “enduring shift in the way the consumer economy operates”, a shift from a
century old “...

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DIGITAL MARKETING PLAN FOR A B2B COMPANY DIGITAL MARKETING PLAN FOR A B2B COMPANY

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Apr 27, 2018

Digital marketing is an umbrella term which describes any form of marketing that exists online. When selected and implemented appropriately, digital marketing can open new doors of opportunities for small and medium-sized enterprises. By using digita...

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Content Marketing’s Evolution: The Age of Hyper-Personalization and Automation CONTENT MARKETING’S EVOLUTION: THE AGE OF HYPER-PERSONALIZATION AND AUTOMATION

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Apr 25, 2018

This report from Seismic and Demand Metric finds that 64% of marketers believe that sales team support and enablement is their top objective this year, only second to lead generation. More so, 80% of respondents indicate that their objectives are bet...

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5 Sales Life Hacks to Master the Art of B2B Selling 5 SALES LIFE HACKS TO MASTER THE ART OF B2B SELLING

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Apr 24, 2018

How to generate more revenue by building new sales habits. Tips and tricks to move opportunities smoothly through the pipeline. Which innovations in sales processes can boost your sales

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The Best Social Media Platforms for Social Media Marketing in 2018 THE BEST SOCIAL MEDIA PLATFORMS FOR SOCIAL MEDIA MARKETING IN 2018

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Apr 24, 2018

Some of the best social media platforms for business, like Facebook and Instagram, have become essential tools in the modern marketer’s toolbox. More and more consumers are using these channels to find new companies and engage with their favori...

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The Pragmatic Guide to Account Based Marketing THE PRAGMATIC GUIDE TO ACCOUNT BASED MARKETING

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Apr 20, 2018

You could make enough confetti for a summer of weddings with all the papers that show how much B2B companies can gain from Account Based Marketing (ABM). With 80% of the buying journey being both digital and anonymous, traditional marketing channels ...

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B2B DATA CLEANSING STEP-BY-STEP FOR QUALITY ANALYSTS B2B DATA CLEANSING STEP-BY-STEP FOR QUALITY ANALYSTS

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Apr 18, 2018

A new report by Royal Mail Data Services revealed that poor data quality puts many UK organizations at risk of non-compliance with the General Data Protection Regulation. The report is based on an online survey of 281 brands and agencies in the UK. H...

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Big Data: How to gather, analyze & react to drive Marketing ROI BIG DATA: HOW TO GATHER, ANALYZE & REACT TO DRIVE MARKETING ROI

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Apr 17, 2018

Thad Kahlow discusses combining the science and art of big data. Topics covered include: closing the loop and tracking awareness, engagement measuring, conversions to sale, deep-channel optimization, which data to use for customer segmentation, perso...

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Gaining Long-Term Care Placements with Digital Ads GAINING LONG-TERM CARE PLACEMENTS WITH DIGITAL ADS

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Apr 17, 2018

In the world of long-term care and assisted living facilities, a unique opportunity exists for the adoption of new marketing strategies. We're all familiar with how labor-intensive the traditional methods of gaining leads and increasing admission...

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Winning Through Niche Content Marketing WINNING THROUGH NICHE CONTENT MARKETING

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Apr 17, 2018

This Social Business Journal provides case studies from brands that have been notably successful at identifying niche audiences and developing content for them. Content marketing success depends on determining your niche audience and delivering the c...

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Data - A Driving Force Behind Every Successful Demand Generation Initiative DATA - A DRIVING FORCE BEHIND EVERY SUCCESSFUL DEMAND GENERATION INITIATIVE

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Apr 16, 2018

The relative importance on these four “RIGHTS” — people, companies, timing and content to ensure the success of every demand generation initiative cannot be overemphasized. Nonetheless, without data, (the right kind), from which the...

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2018 STATE OF ACCOUNT-BASED MARKETING 2018 STATE OF ACCOUNT-BASED MARKETING

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Apr 14, 2018

B2B buyers are increasingly expecting Amazon like experiences with recommendations and offerings tailored to their unique interests and behaviors. While 35% of respondents to Demand Gen Report’s 2017 ABM Benchmark Survey noted that they are doi...

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The Terminus Account-Based Platform for Marketing and Sales THE TERMINUS ACCOUNT-BASED PLATFORM FOR MARKETING AND SALES

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Apr 10, 2018

The Terminus Account-Based Platform is an end-to-end ABM solution that empowers B2B marketers to align with sales and grow revenue efficiently as one team. But Terminus is not just a platform. Terminus customers are paired with a dedicated customer s...

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ACCOUNT-BASED MARKETING STRATEGY ACCOUNT-BASED MARKETING STRATEGY

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Mar 20, 2018

Half of marketing influencers consider aligning their initiatives with sales teams a top priority for an ABM strategy in 2018. But what priorities should your ABM strategy include? To help you answer this question, Ascend2 and our Research Partners f...

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Account Based Marketing and Inbound Marketing: Three ways to successfully adopt and scale ABM ACCOUNT BASED MARKETING AND INBOUND MARKETING: THREE WAYS TO SUCCESSFULLY ADOPT AND SCALE ABM

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Mar 02, 2018

Should you integrate or ditch your Inbound Marketing when adopting Account Based Marketing? This whitepaper looks at how combining the two can give your Account Based Marketing programme a head start. Account Based Marketing (ABM) has been called &ld...

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Measure Account-Based Advertising with the Advertising Engagement Journey MEASURE ACCOUNT-BASED ADVERTISING WITH THE ADVERTISING ENGAGEMENT JOURNEY

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Feb 27, 2018

With account-based advertising, you are able to serve ads to only the people at accounts that are the good fit for your solution. Your advertising budget will go further, and you’ll see better results from your ads both at the campaign level an...

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the  Rise of
Account-Based Marketing THE RISE OF ACCOUNT-BASED MARKETING

whitepaper

Feb 25, 2018

I know, I know. There are a million think-pieces that have been saying the same thing for years, but there is a kernel of truth to it. Did you know only 18% of television ads generate a positive ROI? Even just 15 years ago, the thought that televisio...

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Account-Based Marketing: The Art of the Start ACCOUNT-BASED MARKETING: THE ART OF THE START

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Feb 06, 2018

Avention now part of Dun & Bradstreet®  recently conducted a survey to learn more about the role data plays in implementing account-based marketing strategies. With responses from more than 100 B2B marketers, it became clear that on...

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THE FUTURE OF E-COMMERCE THE END OF RETAIL THE FUTURE OF E-COMMERCE THE END OF RETAIL

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Jan 29, 2018

CARTELCHAIN (“CRTL” “The Company”) is a forward-looking blockchain project that aims to streamline e-commerce and usher in an era of seamless, commercial applications. The company intends to deliver a platform that will facili...

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HOW COMPREHENSIVE ABM ACCELERATES GROWTH HOW COMPREHENSIVE ABM ACCELERATES GROWTH

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Jan 10, 2018

As a B2B marketer, you’re probably already practicing account-based marketing (ABM), and—if you aren’t—you’re probably thinking about it. According to research published by Dun & Bradstreet in January 2018, 58% of B2...

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THE 4 PILLARS OF EFFECTIVE DEMAND GENERATION THE 4 PILLARS OF EFFECTIVE DEMAND GENERATION

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Jan 05, 2018

Demand Generation is a full organizational discipline. This paper examines the overall discipline from a strategic standpoint. We look at the key factors which typically separate effective Demand Generation programs from their ineffective counterpart...

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Developing an Account-Based Marketing Program DEVELOPING AN ACCOUNT-BASED MARKETING PROGRAM

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Dec 12, 2017

So, you’re bought in. Ready to go. You understand how important account-based marketing is to your business’s success. You’re ready to start executing. But how do you turn a great idea and a good strategy into action? How do you tra...

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2017 State of Account-Based Marketing 2017 STATE OF ACCOUNT-BASED MARKETING

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Dec 11, 2017

With the recent hype around account-based methodology soaring above the B2B landscape, a frenzied landgrab has unfolded as influencers, vendors and practitioners scramble to stake a claim to account-based expertise. By the end of 2016, we were seeing...

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Educating B2B Customers through ABM EDUCATING B2B CUSTOMERS THROUGH ABM

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Nov 29, 2017

Just as the Internet of Things (IoT) revolution has opened the door to newer and ever-more creative forms of building automation for consumers, the Industrial Internet of Things (IIoT) has developed an interconnected world of equipment and components...

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STATE OF ACCOUNT-BASED MARKETING STATE OF ACCOUNT-BASED MARKETING

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Nov 28, 2017

The evolving nature of the buyer is changing marketing. Buyers now expect marketing to be more targeted and personalized, and to engage them on their terms. As marketers, we really have to think about what this means. Buyers expect sales to take a mo...

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What is Account Based Marketing? WHAT IS ACCOUNT BASED MARKETING?

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Nov 27, 2017

Savvy B2B marketers are looking to invest in a more targeted approach when identifying, engaging and closing valuable accounts. ABM is a strategy in which organizations deliver personalized marketing and sales content to a specific set of accounts. A...

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The New Terminus Account-Based Platform THE NEW TERMINUS ACCOUNT-BASED PLATFORM

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Nov 13, 2017

The Terminus Account-Based Platform is your ABM command center. Identify and prioritize target accounts, engage the buying committee with multichannel programs, send actionable insights to sales, measure results, and report on success to your entire ...

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2017 State of Digital Marketing 2017 STATE OF DIGITAL MARKETING

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Oct 25, 2017

Curious about the fluctuations in the industry, we surveyed about 200 B2B marketing professionals based in the U.S., from marketing managers to C-level executives. Despite representation from a diverse group of industries including software, manufact...

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Digital Marketing - Infosys DIGITAL MARKETING - INFOSYS

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Oct 25, 2017

Management of marketing content is becoming increasingly complex as the content is used on many owned and syndicated platforms. Digital content is used in stores, email, digital channels, social channels, content delivered to call center operators, a...

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Enterprise/ B2B eCommerce ENTERPRISE/ B2B ECOMMERCE

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Oct 24, 2017

The Magento Partner Community is a trusted network of consulting and technology companies that help merchants grow their business, and create engaging customer experiences with the Magento Platform. These organizations provide valuable insights and p...

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Why B2B SMBs need a well-considered Content Marketing Strategy WHY B2B SMBS NEED A WELL-CONSIDERED CONTENT MARKETING STRATEGY

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Oct 24, 2017

Content marketing is a double-edged sword. It has the potential to let an SMB punch way above its weight but also- if not done right- can suck resources with no tangible outcomes. With this Buyer’s Guide, Small and Medium B2B companies hoping t...

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The Essential Guide to Account Based Advertising THE ESSENTIAL GUIDE TO ACCOUNT BASED ADVERTISING

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Oct 24, 2017

Account based advertising campaigns transform traditional display advertising for B2B marketers. Account based advertising improves marketing metrics by targeting specific messaging and offers to target accounts. Metrics improve like: Impressions, tr...

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THE FUTURE OF MARKETING THE FUTURE OF MARKETING

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Oct 23, 2017

Everyone is familiar with services such as Uber and Booking.com, but few people are aware that, in fact, they are affiliate programs. An affiliate program is a marketing model, where an affiliate intermediary is involved in a promotional campaign, an...

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Successful B2B Video Marketing SUCCESSFUL B2B VIDEO MARKETING

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Oct 20, 2017

Unlike static formats, video can pack a lot of information into a small but eye-catching package. B2B buyers are wired to process visual information and remember stories, making video an ideal medium with which to engage them. As the amount of video ...

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STATE OF ACCOUNT-BASED SALES DEVELOPMENT REPORT STATE OF ACCOUNT-BASED SALES DEVELOPMENT REPORT

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Oct 17, 2017

That’s why we think Account Based Marketing (ABM) is too limited a name, and it’s why instead we use the term Account Based Sales Development (ABSD). It’s not a one-off tactic, it’s not a single-department strategy, and it&rsq...

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Lead Generation for B2B Technical Audiences LEAD GENERATION FOR B2B TECHNICAL AUDIENCES

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Oct 12, 2017

Marketing it’s a term engineer affectionately refer to as “the dark side” or “a necessary evil.” Because many business leaders of technology companies view marketing as something that will supposedly grow their company a...

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ACCOUNT-BASED MARKETING ACCOUNT-BASED MARKETING

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Oct 02, 2017

Hear from marketing agencies to learn the strategies and tactics they’re using to achieve success in account-based marketing. It’s no surprise that revenue growth from new and existing clients is the top objective of agencies implementing...

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5 Benefits of Account Based Marketing 5 BENEFITS OF ACCOUNT BASED MARKETING

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Sep 19, 2017

Account-based marketing, ABM, calls for marketers to view each account as a market of one and calls for campaigns to be personalized. Personalizing campaigns allows marketers to focus on each market to identify their specific needs, allowing them to ...

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Data Driven Marketing DATA DRIVEN MARKETING

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Sep 08, 2017

Never before has the importance of the right handling of data been as obvious as in the last months. Donald Trump, alleged outsider and reality star became president of the most powerful country in the world and allegedly by the power of the data.&nb...

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STATE of INBOUND STATE OF INBOUND

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Aug 23, 2017

We’re pleased to bring you this year’s report in your own words. Thanks to the thoughtful commentary of our respondents, we’re revealing the top marketing and sales challenges and priorities businesses face today while examining new...

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BEST INDIAN BRANDS 2017 BEST INDIAN BRANDS 2017

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Aug 07, 2017

Growth is fundamental to life. It is an inherent part of being human. So is change. Over the last two decades, our lives have been transformed in remarkable new ways. These shifts in behavior, expectations, and experiences provide incredible opportun...

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Getting to grips with the GDPR: A B2B marketer’s guide GETTING TO GRIPS WITH THE GDPR: A B2B MARKETER’S GUIDE

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Jul 20, 2017

GDPR. Just four little letters that could spell a whole heap of trouble for marketers. This new piece of EU data protection law – the General Data Protection Regulation – represents a huge shake up to the way businesses are required to co...

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5 Data-Driven Keys to Better B2B 5 DATA-DRIVEN KEYS TO BETTER B2B

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Jul 18, 2017

you already know that your customer’s purchase journey differs significantly from that of B2C buyers. The length of B2B sales cycles is longer, the number of decision makers is higher and the B2B purchase path is fragmented, no longer starting ...

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How to Run a Successful B2B Content Syndication Campaign HOW TO RUN A SUCCESSFUL B2B CONTENT SYNDICATION CAMPAIGN

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Jul 03, 2017

OpGen Media has built the blueprint to run a successful B2B Content Syndication campaign through lead nurturing. Just producing content isn't enough - companies must do more to educate their prospects and build authority. If you're still taki...

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A COMPREHENSIVE GUIDE TO UNDERSTANDING PREDICTIVE INTELLIGENCE A COMPREHENSIVE GUIDE TO UNDERSTANDING PREDICTIVE INTELLIGENCE

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Jun 26, 2017

With B2B buyers making over two-thirds of their purchase decisions through online research, every company trying to find B2B customers is wrestling with the same question: How can we identify and engage in-market prospects earlier in the buying cycle...

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A Guide to Lead Nurturing A GUIDE TO LEAD NURTURING

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Jun 22, 2017

Sales are the lifeblood of any business. Without customers, you won’t be a business for very long. Marketing creates the leads that turn into sales. Taking a new lead from that initial contact all the way to the final sale is a process called l...

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B2B Omni-Channel Engagement B2B OMNI-CHANNEL ENGAGEMENT

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Jun 21, 2017

In every B2B industry segment, companies have noticed dramatic shifts in customers’ expectations for the buying experience. The roots of this change can be traced back to the debut of Amazon.com in 1995, which triggered a revolution in the way ...

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Improve Your B2B Conversion Rate IMPROVE YOUR B2B CONVERSION RATE

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Jun 21, 2017

While the primary objective of marketers may be simply defined cost-effectively generate, nurture, and ultimately help to convert, high-quality leads execution towards that goal can be a complex undertaking. Unlike their counterparts in companies tha...

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2017 State of B2B Digital Marketing 2017 STATE OF B2B DIGITAL MARKETING

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Jun 20, 2017

We asked, you answered! For the sixth straight year, our annual State of Digital Marketing Report delivers the key issues and emerging trends within B2B digital marketing. As 2016 was winding down, we polled a broad cross-section of B2B marketers to ...

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How to Use HG Insights in Facebook for Advanced
B2B Campaign Targeting HOW TO USE HG INSIGHTS IN FACEBOOK FOR ADVANCED B2B CAMPAIGN TARGETING

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Jun 19, 2017

Facebook is an enormous advertising platform with an audience of more than 2.23 billion users. But if you’re a B2B marketer, your focus must be narrow and precise to reach the Facebook users that matter for your campaign objectives. Through a p...

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State of Marketing STATE OF MARKETING

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Jun 14, 2017

In our fourth annual “State of Marketing” report, Salesforce Research surveyed 3,500 marketing leaders worldwide to explore how: Customer experience continues to reshape the marketer’s mindset Shifting priorities are sparking organi...

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Whitepaper Account-based marketing WHITEPAPER ACCOUNT-BASED MARKETING

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Jun 02, 2017

How targeted and personal communication creates more revenue. Account - based marketing , also known as ABM, will be the trend for 2017. All marketers will have to deal with this. But is it also interesting for SMEs? In this whitepaper I will explain...

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THE ART OF ACTION: INTENT-BASED MARKETING THE ART OF ACTION: INTENT-BASED MARKETING

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May 30, 2017

For modern B2C marketers, it can sometimes feel like the mavens across the marketing pond (and we’re talking about B2Bers, of course), always get the new shiny toys before we do. And there’s some truth to that. Excluding programmatic ad b...

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Consumer Intent.The Future of Marketing? CONSUMER INTENT.THE FUTURE OF MARKETING?

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Apr 27, 2017

The chances are, if you haven’t yet heard about intent marketing, or what it can do for your brand or agency, you will soon. Many practitioners are already touting the benefits of using intent as a powerful marketing tool, particularly in a dig...

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Make your mark with B2B influencer marketing MAKE YOUR MARK WITH B2B INFLUENCER MARKETING

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Apr 27, 2017

nfluencer marketing today has evolved into a highly effective strategy for attracting audiences. And it’s
not limited to the B2C arena. Why? Because it’s based on content and domain knowledge, two primary
ingredients that dr...

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Why Trust Must Be The Foundation of Your B2B Digital Ecosystem WHY TRUST MUST BE THE FOUNDATION OF YOUR B2B DIGITAL ECOSYSTEM

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Mar 29, 2017

Today, businesses have everything they need – skilled human resources, advanced technologies, customers willing to try out something new, and lots of problems to solve. The one thing, however, that many companies lack is trust. Trust is the mos...

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2017 State of Pipeline Marketing Report 2017 STATE OF PIPELINE MARKETING REPORT

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Feb 26, 2017

Pipeline marketing, the methodology that focuses on impacting the entire funnel rather than just the top, is
being embraced by more B2B marketers and B2C marketers with sales teams than ever.

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2017state of b2b digital marketing 2017STATE OF B2B DIGITAL MARKETING

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Feb 10, 2017

Curious about the fluctuations in the industry, we surveyed about 200 B2B marketing professionals based in the U.S., from marketing managers to C-level executives. Despite representation from a diverse group of industries— including software, m...

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ACCOUNT-BASED MARKETING THE NEXT GENERATION OF B2B MARKETING AUTOMATION ACCOUNT-BASED MARKETING THE NEXT GENERATION OF B2B MARKETING AUTOMATION

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Dec 27, 2016

Your marketing budget and sales staff provide a finite set of parameters around how your business creates revenue. You need a way to get the most out of them while delivering on the brand promise and experience your customers expect. Enter Account-Ba...

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How Marketers Are Using Location Data - And the Road Ahead HOW MARKETERS ARE USING LOCATION DATA - AND THE ROAD AHEAD

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Dec 18, 2016

Most previous platforms have not had the ability to know where their owner is, or for that matter – the ability to move from place to place with them. This puts mobile devices precisely at the nexus between our wants and needs and the ability t...

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Five Tips to Help You Get the Most from Your Employer Brand FIVE TIPS TO HELP YOU GET THE MOST FROM YOUR EMPLOYER BRAND

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Dec 14, 2016

There has been a paradigm shift in the relationship between candidates and employers. With the onset of the digital age, today’s candidates come with a whole new set of demands before choosing to commit to a company. The definition of “go...

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B2B eCommerce The New Rules of Engagement B2B ECOMMERCE THE NEW RULES OF ENGAGEMENT

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Nov 30, 2016

B2B eCommerce is more than twice as large as B2C, and it’s growing even faster. In the past, most B2B companies were reluctant to drive digital innovation. There were plenty of reasons for this slow pace of change, including inertia to disrupt ...

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5 Digital Marketing Trends 2018 5 DIGITAL MARKETING TRENDS 2018

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Nov 17, 2016

The digital transformation is currently considered the biggest challenge for companies of all industries. According to a current study by Price Waterhouse Coopers, 4 of 5 top managers view the move to digital as decisive for future business models. G...

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Account Based Intelligence: The Essential Ingredient for Account Based Marketing Success ACCOUNT BASED INTELLIGENCE: THE ESSENTIAL INGREDIENT FOR ACCOUNT BASED MARKETING SUCCESS

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Oct 20, 2016

The Difference Between Account Based Intelligence and Account Based Marketing: ABI Is Necessary For ABM Success Account Based Marketing (ABM) is gaining momentum in many organizations. A survey conducted by FlipMyFunnel, in conjunction with Engagio, ...

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3 Benefits of Account-Based Marketing 3 BENEFITS OF ACCOUNT-BASED MARKETING

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Oct 12, 2016

If you want to receive complete insight on how a business generates revenue with a defined marketing budget, talk to your sales staff. Modern-day sales and marketing efforts are about working as a cohesive unit and aligning both operations. Furthermo...

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Keep B2B Buyers Engaged with These Tactics from Best-in class Digital Publishers KEEP B2B BUYERS ENGAGED WITH THESE TACTICS FROM BEST-IN CLASS DIGITAL PUBLISHERS

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Oct 12, 2016

Capturing attention is no longer the end game in B2B marketing: keeping that attention is. When you can hold on to a prospect’s attention and compel them to engage meaningfully with your content, you have a very real opportunity to influence th...

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B2B LOYALTY & ENGAGEMENT PROGRAMMES B2B LOYALTY & ENGAGEMENT PROGRAMMES

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Sep 23, 2016

Gaining customer loyalty is absolutely crucial for B2B marketers. It helps to gain referrals and to create new cross-sell and up-sell opportunities. However, today it seems that they prioritize acquisition over retention. Most B2B marketers need to c...

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E-MAIL COMES OF AGE. E-MAIL COMES OF AGE.

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Jul 20, 2016

Addicted though they are, your customers love to hate e-mail. They complain bitterly about inbox overload, random and irrelevant messages, and bombardment by brands. The sought-after millennials get distracted by other channels, from Instagram to mes...

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Jun 23, 2016

Mobile has changed the way we think about digital audiences. Before the advent of the ubiquitous mobile phone, traditional marketing and advertisement strategies that were “location-based” had a very different meaning than “location...

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Grow Your Business with Nurture Marketing GROW YOUR BUSINESS WITH NURTURE MARKETING

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Jun 17, 2016

Nurture marketing. Lead nurturing. Drip marketing. You’ve heard the buzzwords, but what exactly are nurture programs, and more importantly how can they benefit your business? In its simplest form, nurture or “drip” marketing is the ...

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Marketing & Sales Integrate for the Ultimate ROI MARKETING & SALES INTEGRATE FOR THE ULTIMATE ROI

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Jun 14, 2016

The B2B sales and marketing landscape has changed tremendously. Marketers no longer gather copious amounts of leads and hand them off to sales without as much as a backward glance. Not only do today’s sales and marketing pros have to navigate a...

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The 3 Musts of Marketing Automation THE 3 MUSTS OF MARKETING AUTOMATION

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Jun 10, 2016

Marketing automation is something that sounds scary and robotic for many companies, but it’s not. Marketing automation allows one to efficiently and effectively market across multiple channels by automating repetitive tasks. This is why over 84...

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B2B CONTENT MARKETING PLAN B2B CONTENT MARKETING PLAN

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Apr 19, 2016

You may have noticed everything is about content these days. Content is everywhere blogs, white papers, Infographics, ebooks you’ve even succumbed to it yourself. Among the clutter, however, there is the opportunity to be relevant to the right ...

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The Digital Evolution in B2B Marketing THE DIGITAL EVOLUTION IN B2B MARKETING

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Feb 24, 2016

B2B marketers have been very slow to work “visual content” into their content approaches despite rapidly growing evidence of its impact. “Investment in mobile is not about money. It’s about investing the time to do the researc...

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Embracing the Power of Social Media Marketing for Senior Service Providers EMBRACING THE POWER OF SOCIAL MEDIA MARKETING FOR SENIOR SERVICE PROVIDERS

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Feb 05, 2016

“Providers that are winning the Web Referral Game…are seeing up to 35% of their moveins come from the Web.”1 They are doing a better job of social media marketing and they are taking back their business from national referral compa...

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The Big 5 Metrics for Account -Based Marketing THE BIG 5 METRICS FOR ACCOUNT -BASED MARKETING

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Dec 30, 2015

Account-based marketing is a strategic approach that coordinates personalized marketing and sales efforts to open doors and deepen engagement at specific accounts. It is a different approach to marketing. Traditional demand generation is like fishing...

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5Ways To Make Your Email Marketing Strategy 5WAYS TO MAKE YOUR EMAIL MARKETING STRATEGY

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Dec 17, 2015

We know that email marketing is an important tool to have in your arsenal. Even though the internet and its users have evolved considerably over the past couple of decades, email marketing has remained the workhorse of all marketing teams across vari...

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Peering into the Future of Digital Advertising PEERING INTO THE FUTURE OF DIGITAL ADVERTISING

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Nov 25, 2015

This statement, made more than a century ago, remains relevant today for many marketers. With the plethora of digital marketing channels available across various media, marketers are challenged to decide how to invest their marketing budgets to achie...

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Hybrid Targeted Advertising White Paper HYBRID TARGETED ADVERTISING WHITE PAPER

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Jul 15, 2015

A major shift in the way Broadcasters are managing their advertising is occurring. With the advent of fast Internet connections for so many people in the UK, EU and other regions around the world, the possibility now exists for the delivery of conten...

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Advancing Your Digital Marketing Strategy with Webtrends Analytics ADVANCING YOUR DIGITAL MARKETING STRATEGY WITH WEBTRENDS ANALYTICS

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Jul 10, 2015

With the rise of mobile and social marketing channels, the demands on web analytics have grown significantly from simply measuring activity on your website, to providing a holistic view of customer acquisition, engagement and retention across all dig...

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Proven methods to generate more b2b leads PROVEN METHODS TO GENERATE MORE B2B LEADS

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Jan 21, 2015

For most business-to-business (B2B) marketers, mastering the complex sales cycle is essential to your business success. You need prospects to turn into quality leads, and for leads to become loyal customers. But how do you achieve this goal when the ...

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B2B DIGITAL MARKETING FOR SMEs B2B DIGITAL MARKETING FOR SMES

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Dec 31, 2014

The spread of the Internet is changing the way buyers search, select and make a final choice of potential suppliers. Marketing and sales managers are faced with a real change of direction in the choice of marketing and communication tactics. The main...

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TRENDS WITHIN THE B2B MARKETING STACK TRENDS WITHIN THE B2B MARKETING STACK

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Nov 26, 2014

Business-to-business (B2B) marketing is a unique sort of beast. It differs from businessto-consumer (B2C) marketing with its own complexities, roadblocks and hurdles. To combat these inherent challenges, today’s B2B marketer must leverage advan...

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Maximizing Marketing Insight through Big Data Analytics MAXIMIZING MARKETING INSIGHT THROUGH BIG DATA ANALYTICS

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Aug 19, 2014

An important use case for the Intel Data Platform, built on Apache Hadoop* software, is providing insight and enabling optimization of Intel’s Marketing investments. The goal is to enable near-real – time insights into marketing campaign ...

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The Content & Commerce Collision THE CONTENT & COMMERCE COLLISION

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Jul 14, 2014

Marketing and commerce have collided. As digital selling has evolved to replicate or replace the in-store buying experience, marketing content has become an integral component to inform and instill confidence in online shoppers that cannot handle phy...

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On-Line-material-on-Business-to-Business-Marketing ON-LINE-MATERIAL-ON-BUSINESS-TO-BUSINESS-MARKETING

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Jul 05, 2014

Although many people have heard the term “business-to-business marketing,” not everyone knows exactly what it is. Put very simply, business-to-business marketing is the marketing of goods and services to businesses in order to keep those ...

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Content is King: Measuring the ROI of Content Marketing Operations CONTENT IS KING: MEASURING THE ROI OF CONTENT MARKETING OPERATIONS

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May 15, 2014

The relationship between buyers and sellers is undergoing a major transformation. Social media and e-commerce have given buyers tremendous new power to research products, prices, reputations, and opinions—often before they even talk to the sell...

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B2B Marketing on Facebook A white paper for B2B executives B2B MARKETING ON FACEBOOK A WHITE PAPER FOR B2B EXECUTIVES

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Dec 25, 2013

This paper was created to provide information and guidance for B2B company CEOs and marketing managers who have not yet created a Facebook page, or for those who have done so with unsatisfactory results. When crafted properly and with the proper moni...

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The Power of Modern Digital Marketing Automation THE POWER OF MODERN DIGITAL MARKETING AUTOMATION

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Dec 10, 2013

Modern consumers are Web-savvy, mobile-loving people who typically spend more time online than reading magazines and watching TV. These changes in behavior are fundamentally changing the face of marketing – and in ways that are bringing about t...

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B2B Content Marketing: 2012 Benchmarks, Budgets & Trends B2B CONTENT MARKETING: 2012 BENCHMARKS, BUDGETS & TRENDS

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Dec 07, 2012

In the past year, content marketing has gained incredible momentum. As this topic gains mindshare, it’s fueling discussions around the web, at events, and in boardrooms. But just how well are B2B marketers achieving their goals when it comes to...

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How to Get Started With Inbound Marketing HOW TO GET STARTED WITH INBOUND MARKETING

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Jan 11, 2012

Are you tired of chasing after clients and leads through direct marketing materials like television ads, cold calling and radio ads? Would you like to learn how to get clients to follow you, while you continue to do what you’re good at? Then yo...

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The new b2b marketing THE NEW B2B MARKETING

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Nov 23, 2011

You know that bit in The Wizard of Oz where Dorothy first wakes up in a strange, technicolour world, looks around, turns to Toto and delivers the classic understatement, “I’ve a feeling we’re not in Kansas any more”? If you&rs...

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THE MATURITY MODEL SOCIAL MEDIA MARKETING THE MATURITY MODEL SOCIAL MEDIA MARKETING

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Nov 10, 2011

Social networks provide individuals and companies who want to develop their company’s vision and improve their brand awareness etc, with many different opportunities. Nevertheless, social networks reveal obstacles which may not have been antici...

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The state of marketing content survey THE STATE OF MARKETING CONTENT SURVEY

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Aug 10, 2011

At CopyPress, we felt it was important to enter this critical year for the Content Marketing channel with a fresh perspective on what marketers were looking at focusing on in 2013. We created a survey and unleashed it on a group of marketing profesio...

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A B2B Social Media White Paper from Microsoft Advertising A B2B SOCIAL MEDIA WHITE PAPER FROM MICROSOFT ADVERTISING

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Feb 02, 2010

In the last 18 months, the social media phenomenon has delighted, confounded and concerned marketers and advertisers all around the globe. They have had to learn quickly that the different ways consumers access the internet across multiple time zones...

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Omnichannel Customer Support for B2B OMNICHANNEL CUSTOMER SUPPORT FOR B2B

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Today, we have entered the era of omni-channel support, where customers can seamlessly change between support channels while the company maintains a comprehensive view of their activities. This is a world where low costs of entry and unified interfac...

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2018 Healthcare Marketing Trends for Providers 2018 HEALTHCARE MARKETING TRENDS FOR PROVIDERS

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As the year comes to a close, healthcare providers everywhere are asking themselves one question: How will I grow my practice in 2018? “Private-practice healthcare providers are small business owners. Like other small business owners, they want...

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The New B2B Buying Cycle THE NEW B2B BUYING CYCLE

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As a result of the buyer’s self-sufficiency and anonymous activity, it has become harder to influence the buying journey and decision. In order to be truly effective, B2B sales and marketing operations need to understand that the new buyer born...

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Influencing User Choosers with Account-Based Marketing INFLUENCING USER CHOOSERS WITH ACCOUNT-BASED MARKETING

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The new, anonymous and digital buying journey in the automotive industry is alienating and distancing car manufacturers and distributors with buyers. Middle-men, or “gatekeepers,” like Carwow are hindering communication between car manufa...

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ABM FOR B2B INGREDIENTS COMPANIES ABM FOR B2B INGREDIENTS COMPANIES

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The consumer trend toward “clean ingredients” means
product reformulations for food processors, which can
translate to recipe overhauls and costly downtime. In
the response, smart ingredients manufacturers are
...

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Build More Loyal Customers with Email Marketing BUILD MORE LOYAL CUSTOMERS WITH EMAIL MARKETING

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Email marketing is one of the most powerful marketing tools available today. It is easy, affordable, direct, actionable and highly effective. When you add email to your marketing mix, you spend less time, money and resources than with traditional mar...

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Leveraging ABM to Educate the CPG Industry LEVERAGING ABM TO EDUCATE THE CPG INDUSTRY

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The rise of online shopping has revolutionized consumers’ buying experiences, and consumer packaged goods (CPG) companies are considering how to make sure their products stand out to their buyers without relying on shelf appeal alone. In additi...

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Specialty-Chemicals Manufacturers Capture Value with ABM SPECIALTY-CHEMICALS MANUFACTURERS CAPTURE VALUE WITH ABM

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The specialty-chemicals industry faces unique sales challenges that continue to evolve along with their customers’ buying preferences. The industry is expected to nearly double by 2025, but to feel that growth, manufacturers of specialty chemic...

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HOW E-COMMERCE IS TRANSFORMING B2B HOW E-COMMERCE IS TRANSFORMING B2B

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Forrester Research estimates that cross-border B2B e-commerce transactions will reach the US $1.2 trillion by 2021.1 With the advent of the internet and digitalization, the opportunity for companies to boost revenues by tapping global markets and to ...

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2018 B2B MARKETING SURVEY 2018 B2B MARKETING SURVEY

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CMOS now have access to the largest IT budget in many organizations, while emerging match tools are providing B2B marketers with a range of technologies, channels, and tactics to test, learn and optimize their marketing strategies. Given the explosio...

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The Application of Machine Learning for B2B Sales and Marketing THE APPLICATION OF MACHINE LEARNING FOR B2B SALES AND MARKETING

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Machine learning is redefining the sales and marketing landscape. A 2016 survey by MIT Sloan Management Review found that more than two out of five digitally maturing companies have already implemented machine learning for sales and marketing. Machin...

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5 Benefits of Account Based Marketing 5 BENEFITS OF ACCOUNT BASED MARKETING

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It may seem impossible, but there is such a thing as advertising to too many potential clients. This is because advertising to more people isn’t always effective. There is a newer and better way to target potential clients. It isn’t all t...

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The Definitive Guide to Account-Based Marketing Marketo THE DEFINITIVE GUIDE TO ACCOUNT-BASED MARKETING MARKETO

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While many B2B marketers attempt to broaden their marketing campaigns in order to reach as many people as possible, account-based marketing or ABM offers a very different approach. ABM is another B2B strategy that focuses on marketing and sales on sp...

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The Next Generation Of B2B Marketing Automation THE NEXT GENERATION OF B2B MARKETING AUTOMATION

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If you want to receive complete insight on how a business generates revenue with a defined marketing budget, talk to your sales staff. Modern-day sales and marketing efforts are about working as a cohesive unit and aligning both operations. Furthermo...

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Demand for Results Pushes Marketing Budgets Down DEMAND FOR RESULTS PUSHES MARKETING BUDGETS DOWN

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It is evident that traditional marketing channels have been hit the hardest when CMOS shift major parts of their budgets to digital media. The shift to digital marketing reflects changing media consumption habits among target audiences and potential ...

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ABM Keeps Aerospace Parts Companies Soaring ABM KEEPS AEROSPACE PARTS COMPANIES SOARING

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The aerospace industry is set for takeoff into a new era. After years of cruising on robust growth, projections for aircraft demand are now in freefall. As industry fundamentals are in flux, so are the research and buying habits of companies that bui...

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Manufacturers Extend Digital Transformation to Sales & Marketing MANUFACTURERS EXTEND DIGITAL TRANSFORMATION TO SALES & MARKETING

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In the past, the success and growth of manufacturing organizations were heavily dependent on a combination of their ability to make competitive products in a cost-effective manner and get those products to as many customers as possible. Over time, co...

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An introduction to Email marketing AN INTRODUCTION TO EMAIL MARKETING

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Introductory content is for marketers who are new to the subject. This content typically includes step-by-step instructions on how to get started with this aspect of inbound marketing and learn its fundamentals. After reading it, you will be able to ...

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CURRENT TRENDS IN THE WORLD OF B2B MARKETING CURRENT TRENDS IN THE WORLD OF B2B MARKETING

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What’s keeping b2b marketers awake at night? What are the major trends influencing marketing strategies? Our latest survey reveals the biggest challenges and opportunities facing b2b marketers in an attempt to understand how they are planning t...

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THE B2B MARKETING GUIDE FOR NON-MARKETERS THE B2B MARKETING GUIDE FOR NON-MARKETERS

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It’s time for B2B companies to get smart about marketing. Too many B2B companies which are any companies that sell their products and services to other businesses, rather than consumers think of themselves as “Canada’s best-kept sec...

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Email Marketing Best Practices That Drive Results EMAIL MARKETING BEST PRACTICES THAT DRIVE RESULTS

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Gain useful insights into the current state of global demand for graduate management education based on the results of the 2018 Application Trends Survey.

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A Guide to Lead Generation for Marketers A GUIDE TO LEAD GENERATION FOR MARKETERS

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Lead generation is often regarded as the most challenging, and costly, an aspect of an organization’s marketing efforts. But what if there was a way to reach a large and targeted audience while capturing invaluable information about them? Not o...

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INNOVATIVE LEAD GENERATION, LOYALTY, AND BRANDING INNOVATIVE LEAD GENERATION, LOYALTY, AND BRANDING

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Marketing in the age of digital transformation is being subjected to fundamental changes. Old methods such as traditional print ads have been virtually eliminated as marketing instruments. Whoever wants to be in the vanguard of marketing today needs ...

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An Account-Based Marketing Primer AN ACCOUNT-BASED MARKETING PRIMER

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Account-based marketing is, in many ways, the exact opposite of the traditional demand generation approach. Rather than reaching broadly across a large number of organizations, companies that employ an account-based marketing strategy focus their mar...

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Account Based Marketing ACCOUNT BASED MARKETING

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Traditional lead generation, in which marketers capture as many leads as possible, and then qualify them later in the funnel, is an incredibly powerful technique. But as many as 79% of marketing leads never convert into sales. Account-based marketing...

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Jumpstart Your Account-Based Marketing JUMPSTART YOUR ACCOUNT-BASED MARKETING

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Account-based marketing (ABM) is an alternative to traditional demand generation strategies and is a strategic approach to lead generation in which your time and resources go into targeting a key group of specific accounts with orchestrated campaigns...

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A Recipe for Lean Account-Based Marketing A RECIPE FOR LEAN ACCOUNT-BASED MARKETING

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As a B2B marketer, you’re always looking for ways to more effectively reach your goals and support sales by bringing in qualified leads and generating demand for your company’s products and services. Traditionally, marketers do all they c...

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The 2016 guide to Account Based Marketing THE 2016 GUIDE TO ACCOUNT BASED MARKETING

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While it is well resolved that Account-Based Marketing is a desired approach for todays’ B2B marketer what is less resolved is a grounded understanding as to exactly what the practice is and how to do it in a way that will maximize results. Mor...

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The New B2B Buying Cycle THE NEW B2B BUYING CYCLE

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Sales success when confronted with today’s new B2B buying cycle requires passion and hard work. But it also involves new technology. Whether we like it or not, today’s buying cycle is firmly anchored in a digital age in which B2B companie...

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ACCOUNT BASED MARKETING AND BTOB WEB VISIT IDENTIFICATION ACCOUNT BASED MARKETING AND BTOB WEB VISIT IDENTIFICATION

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In the beginning, our marketing team was dedicated to generating growing numbers of leads for sales teams. The volume and cost per lead indicated satisfactory and controlled levels for many years, but quality was difficult to maintain over the long t...

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Develop your customized account-based marketing program. DEVELOP YOUR CUSTOMIZED ACCOUNT-BASED MARKETING PROGRAM.

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Step-by-step guidance through each stage of ABM strategy development: goal setting, account and persona targeting, content creation, engagement tactics, ABM technology adoption and more

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The Keys to Key Account Management: What Great Looks Like THE KEYS TO KEY ACCOUNT MANAGEMENT: WHAT GREAT LOOKS LIKE

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Key account programs are absolutely worth having, but the questions many sales leaders are asking are, “How can we do this better?” and “What do the best key account management programs look like?” Done right, better key account programs can obtain m...

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Improve Your Account-Based Marketing With Content Personalization IMPROVE YOUR ACCOUNT-BASED MARKETING WITH CONTENT PERSONALIZATION

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Content marketers often struggle to get the best ROI on their content. Numerous solutions offer different - and often conflicting - approaches. Two of the most efficient online marketing methods are Personalization and Account-Based Marketing. Person...

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Account Based Marketing and B2B Web Visit Identification ACCOUNT BASED MARKETING AND B2B WEB VISIT IDENTIFICATION

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Contrary to what one might think, Account Based Marketing no longer entails an exorbitant budget. Thanks to technology breakthroughs in big data and programmatic advertising, ABM is now easy to scale for companies with budgets of all sizes.

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Key Account Management Strategies for BIOTECH, MED DEVICE & PHARMA KEY ACCOUNT MANAGEMENT STRATEGIES FOR BIOTECH, MED DEVICE & PHARMA

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Changes in the healthcare landscape have led to changes in customers. In an environment where healthcare providers and healthcare organizations are transitioning to a value-based model focused on reducing costs and improving patient costs, Life Scien...

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Infusing intent data to scale your Account-Based Marketing INFUSING INTENT DATA TO SCALE YOUR ACCOUNT-BASED MARKETING

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While there is a lot of talk about Account Based Marketing (ABM), the process through which it can be effectively executed is often a side note in the discussion. Going beyond the buzz, a new whitepaper by Lattice Engines ‘Scale Account-Based Marketi...

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"The Rise of Account-Based Marketing: Leading Practices for
Generating Greater Returns from Marketing " "THE RISE OF ACCOUNT-BASED MARKETING: LEADING PRACTICES FOR GENERATING GREATER RETURNS FROM MARKETING "

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"As a customer-centric focus increasingly proves critical to the success of professional service firms, account-based marketing (ABM)—the dedication of marketing resources, time and attention to specific accounts and prospects—has become one of the...

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Quarterly Key Account Update QUARTERLY KEY ACCOUNT UPDATE

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"The U.S. is going to be one of the best countries in the world to make a dent on sustainability. If you just look at the growth in solar, it has consistently grown at roughly 40 to 50 percent year-over-year for the past 10 years"

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Account Based Marketing : From Theory to Best Practice ACCOUNT BASED MARKETING : FROM THEORY TO BEST PRACTICE

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What we think ABM is, what we think it’s not, how some companies are using it to solve sales challenges, and why we think you should care

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ITSMA Account Based Marketing ITSMA ACCOUNT BASED MARKETING

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For companies that want to create sustainable growth and profitability within their most important clients, Account Based Marketing provides a vital strategy. ITSMA’s ABM practice is fueled by a robust methodology, industry best practices, and a s...

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All You Need to Know and More About Target Account Based Marketing ALL YOU NEED TO KNOW AND MORE ABOUT TARGET ACCOUNT BASED MARKETING

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Who should read this “orange paper” about Target Account Based Marketing? Continue reading if you value learning about how to be successful using Target Account Based Marketing strategies. If you don't even know what Target Account Based Marketing is...

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The Definitive Guide To High Performance Account Based Marketing THE DEFINITIVE GUIDE TO HIGH PERFORMANCE ACCOUNT BASED MARKETING

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While it is well resolved that Account-Based Marketing is a desired approach for todays’ B2B marketer what is less resolved is a grounded understanding as to exactly what the practice is and how to do it in a way that will maximize results. More than...

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High-Performance ABM Capabilities HIGH-PERFORMANCE ABM CAPABILITIES

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Demand Metric has researched the practice of Account-Based Marketing (ABM) for nearly two years. Like other analyst firms, Demand Metric has established that the adoption of ABM is occurring at a rapid rate and awareness is very high. While not al...

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ACCOUNT-BASED MARKETING TARGETING WITH INTENT ACCOUNT-BASED MARKETING TARGETING WITH INTENT

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This whitepaper will demonstrate why account-based marketing continues to gain momentum and why you should consider implementing an intent-driven ABM program in your organization.

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Account-Based Marketing Adoption Benchmark Report – September 2015 ACCOUNT-BASED MARKETING ADOPTION BENCHMARK REPORT – SEPTEMBER 2015

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ABM as a concept is not new, but now with the introduction of purpose-built technologies, it has become scalable, making it simple to grasp and compelling. It allows marketing and sales to target the accounts they value most, including prospects, c...

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MODERN BUSINESS-TO-BUSINESS MARKETING IN THE ERA OF THE EMPOWERED BUYER MODERN BUSINESS-TO-BUSINESS MARKETING IN THE ERA OF THE EMPOWERED BUYER

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Today, we live in an “instant world” where buyers possess infinite choice and infinite power. Whether instant access, instant information, instant gratification, instant justification or instant rationalization, these “instants” impact the way busine...

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How to convert 3X More Deals with Account-Based Marketing HOW TO CONVERT 3X MORE DEALS WITH ACCOUNT-BASED MARKETING

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As a high growth company, Demandbase needed a focused strategy that would help them become more efficient, align their sales and marketing teams and close more deals. Read how Demandbase: Used its own technology to attract, engage and convert its mo...

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Account-Based Marketing at Scale Delivers Results ACCOUNT-BASED MARKETING AT SCALE DELIVERS RESULTS

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(ABM) can seem complicated, but when methodically divided into sequential steps and implemented with the help of technology, it can deliver significant results. In this Select Practice, we describe how Demandbase applied operational discipline and an...

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B2B Marketer’s Guide to Account-Based Website Personalization B2B MARKETER’S GUIDE TO ACCOUNT-BASED WEBSITE PERSONALIZATION

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When it comes to B2B, the website is a leading indicator of buying intent. In fact, every single deal that your sales team closes has touched your website at some stage of the buying process. But in this era of abundant data and choices, B2B market...

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ABM Success Kit: Achieving Sales and Marketing Alignment ABM SUCCESS KIT: ACHIEVING SALES AND MARKETING ALIGNMENT

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Actionable insights to align Sales and Marketing around a common set of goals. In this Success Kit, you’ll learn how to: Identify the key stakeholders within your organization needed to build an ABM strategy Establish buy-in and create a target ...

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Building Your Target Account List: The Foundation to an Account-Based Marketing Approach in Four Steps BUILDING YOUR TARGET ACCOUNT LIST: THE FOUNDATION TO AN ACCOUNT-BASED MARKETING APPROACH IN FOUR STEPS

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While the worlds of B2B sales and marketing have undergone enormous change, one principle remains consistent: The more precisely aligned the sales and marketing organizations, the greater the likelihood of overall corporate success. The fulcrum upon ...

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Scale Account-Based Marketing with Predictive Analytics SCALE ACCOUNT-BASED MARKETING WITH PREDICTIVE ANALYTICS

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The B2B buying process has irrevocably changed (and will continue to do so). Buyers are more in control than ever – and it is up to brands to engage with them earlier in the buying cycle rather than waiting for the to raise their hands. At the same t...

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Account-based marketing – Fundamentals every B2B marketer must know ACCOUNT-BASED MARKETING – FUNDAMENTALS EVERY B2B MARKETER MUST KNOW

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We’ve thrown a lot at you. Now it’s your turn. You can take the steps and ideas we’ve explained here and use them to craft your own Account-Based Marketing plan. And remember, we’re always here to help. For more information, visit the Demandbase Acco...

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High Performance ABM Capabilities – The Proven Account- Based Marketing Framework HIGH PERFORMANCE ABM CAPABILITIES – THE PROVEN ACCOUNT- BASED MARKETING FRAMEWORK

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Demand Metric has researched the practice of Account-Based Marketing (ABM) for nearly two years. Like other analyst firms, Demand Metric has established that the adoption of ABM is occurring at a rapid rate and awareness is very high. While not all B...

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Account-Based Marketing: The Key to B2B Success ACCOUNT-BASED MARKETING: THE KEY TO B2B SUCCESS

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The rise of digital content on the Internet has changed the B2B buying process dramatically. In turn, this shift has required B2B marketers to change the way they think about their websites, content, and digital advertising. As we all know, marketers...

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THE DEFINITIVE GUIDE TO PIPELINE MARKETING THE DEFINITIVE GUIDE TO PIPELINE MARKETING

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The Definitive Guide to Pipeline Marketing, brought to you by the company that coined the term. This hands-on guide will walk you through a number of thoughtprovoking and actionable takeaways high-performing B2B companies have adopted to drive revenu...

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ABM in a nutshell ABM IN A NUTSHELL

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Account-based marketing. It’s a term that’s been bandied around for a few years but ABM is now being adopted on a much larger scale. It is a highly targeted and real-time marketing technique that offers new possibilities. The key to successful ABM is...

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THE PRACTICAL GUIDE TO ACCOUNT-BASED MARKETING MEASUREMENT THE PRACTICAL GUIDE TO ACCOUNT-BASED MARKETING MEASUREMENT

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If you’re in B2B marketing today, Account-Based Marketing (ABM) is likely sitting somewhere in your 2016 initiatives. It’s an exciting concept but one that requires a ton of research, planning and grunt work... and that’s before you send a single bea...

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ACCOUNT-BASED MARKETING beginner’s guide ACCOUNT-BASED MARKETING BEGINNER’S GUIDE

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Account-based marketing might have gained popularity only recently, but the concept can be traced back over 20 years. B2B organizations ran campaigns against target lists before marketing automation and inbound marketing came to be, but without much ...

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2016 #FlipMyFunnel Account-Based Marketing Benchmark Survey Report 2016 #FLIPMYFUNNEL ACCOUNT-BASED MARKETING BENCHMARK SURVEY REPORT

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Account-based marketing is a rapidly changing field and technology is allowing B2B marketers to scale their efforts like never before. This opens the door great opportunities like FlipMyFunnel for marketers to come together and support each other by ...

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Driving B2B growth with account-based marketing DRIVING B2B GROWTH WITH ACCOUNT-BASED MARKETING

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In ABM, less is definitely not more. Successful ABM requires dedicated staff, preferably – as in the Juniper example – one marketer to one account. It can even work with the more typical scenario of one marketer looking after three to five accounts. ...

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Account-Based Marketing 2015: RBI ACCOUNT-BASED MARKETING 2015: RBI

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How Medidata Delivered Results With ABM? A joint sales and marketing commitment aligned communications and customer empathy to deliver targeted planning, execution and measurement. Strategic account governance installed to create an environment of ...

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Account Based Marketing ACCOUNT BASED MARKETING

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How can we target companies to reach the relevant consumers? My recommendations are use editorial content, returning visitors, not only bought traffic, Own + curated, Use a combination of Account Based Marketing and local search, Investigate what p...

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The Channel Marketer’s Guide to Demand Generation THE CHANNEL MARKETER’S GUIDE TO DEMAND GENERATION

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This E-book will offer a detailed breakdown of new demand generation strategies, and what vendors need to provide to their partners to help them succeed. In addition to providing a series of best practices for improving demand generation across these...

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Five Critical Components: Building Successful B2B Demand Generation Plays for Channel Partners FIVE CRITICAL COMPONENTS: BUILDING SUCCESSFUL B2B DEMAND GENERATION PLAYS FOR CHANNEL PARTNERS

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You’ve heard that before, and with 91% of B2B marketers using content marketing1, emperor works well too. This means your marketing’s results will depend not only on the mediums and tactics you choose, but also on your choice of the best possible co...

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Effective stages of Demand Generation EFFECTIVE STAGES OF DEMAND GENERATION

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There are many whitepapers, blogs and forums that discuss demand generation programmes. Many offer advice about the merits of using one automation system over another or the tactical benefits of this over that to boost response rates. Their initial s...

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2016 DEMAND GENERATION BENCHMARK REPORT 2016 DEMAND GENERATION BENCHMARK REPORT

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Demand generation budgets will continue their upward trajectory in 2016, with more than two-thirds (67%) of marketers expecting an overall increase, and more than one-third (39%) of marketers expecting a rise of 20% or more, according to respondents ...

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Make Marketing Matter MAKE MARKETING MATTER

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Marketing has been undergoing a transformation. Success in marketing today has moved beyond aligning sales and marketing, or aligning various marketing groups. Today marketing is at the epicenter of the organization. Gone are the days in which innova...

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INTEGRATING THIRD-PARTY PROGRAMS WITH MARKETO TO FULLY AUTOMATE DEMAND GEN INTEGRATING THIRD-PARTY PROGRAMS WITH MARKETO TO FULLY AUTOMATE DEMAND GEN

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If you’re a Marketo customer, you’ve bet on the power of automation to gain efficiency, drive deeper prospect engagement and create sales pipeline and customers. This investment in Marketo’s technology enables you to more effectively leverage prospec...

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Arrow IBM Demand Generation Programme ARROW IBM DEMAND GENERATION PROGRAMME

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The Arrow IBM Demand Generation programme creates and nurtures a strong sales pipeline for our partners. Together, Arrow and IBM have invested heavily in this programme and we work hard behind the scenes before you receive a lead targeted to your ski...

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Guide To Removing Obstacles For Account-Based Marketing GUIDE TO REMOVING OBSTACLES FOR ACCOUNT-BASED MARKETING

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With every new system a business tries, there is a set of obstacles to overcome. Research shows that 41% of companies say they are making account-based marketing a priority. That means more businesses than ever are faced with a variety of obstacles t...

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The Strategy of Demand Generation THE STRATEGY OF DEMAND GENERATION

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Demand Generation is strategic. Now you know in which direction this paper is going. It’ll discuss where Demand Generation fits into a business and why it must be strategic to be of any value, why it’s not just a numbers game. First: what is Demand G...

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DEMAND GENERATION IN A DISAPPEARING SALES CYCLE DEMAND GENERATION IN A DISAPPEARING SALES CYCLE

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The sales cycle is no longer in the hands of sales. Today, the consumer is in control and spends a majority of their purchase decision-making process researching products on their own. As a result, the task of the modern marketer is educate and quali...

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A Quick Start Guide to Planning Your Account-Based Marketing Road Map A QUICK START GUIDE TO PLANNING YOUR ACCOUNT-BASED MARKETING ROAD MAP

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Account-Based Marketing (ABM) has been gaining much attention among B2B organizations over the last two years. A longestablished, originally sales-based strategy, ABM calls for marketers to focus on decisionmakers within specifically targeted compani...

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Demand Gen Reimagined How Converging MarTech and AdTech Affects Demand Marketing DEMAND GEN REIMAGINED HOW CONVERGING MARTECH AND ADTECH AFFECTS DEMAND MARKETING

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Marketers are on the hook to deliver efficient, measurable, scalable demand-generation programs to fuel the sales pipeline and acquire customers, while delivering a personalized experience. This mandate is not new. For years, B2B marketers have repor...

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Intro to Automated Outbound Demand Generation What It Means, Why It Matters and How to Get Started INTRO TO AUTOMATED OUTBOUND DEMAND GENERATION WHAT IT MEANS, WHY IT MATTERS AND HOW TO GET STARTED

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Today’s demand generation marketers are experiencing increasing pressure to discover new prospects, drive sales pipeline and generate revenue, all while creating and executing new programs, managing vendor relationships, analyzing data…the list goes ...

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Demand Generation 101: A Marketer’s Guide to the Tools & Tactics that Drive Engagement & Pipeline DEMAND GENERATION 101: A MARKETER’S GUIDE TO THE TOOLS & TACTICS THAT DRIVE ENGAGEMENT & PIPELINE

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Demand generation can be a tricky term for marketers. Different people define it in different ways, and many see it as pretty much the same thing as lead generation: the process of attracting prospects, identifying them, and moving them into an organ...

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HOW TO PROFIT FROM ACCOUNT-BASED MARKETING HOW TO PROFIT FROM ACCOUNT-BASED MARKETING

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Every few years a “hot new thing” dominates the marketing conversation – hitting the industry with a tsunami of media and a surge of hype. Five years ago it was inbound marketing; after that, demand generation took center stage. In both cases, an int...

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Five Key Points to Consider When Choosing a Demand Generation Solution FIVE KEY POINTS TO CONSIDER WHEN CHOOSING A DEMAND GENERATION SOLUTION

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Savvy B2B marketers are recognizing the limits of today's email marketing and web analytics applications for generating qualified sales leads and are switching to a demand generation solution to ensure a continuous stream of qualified leads. Find...

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The 7 Principles Of IT B2B Demand Generation THE 7 PRINCIPLES OF IT B2B DEMAND GENERATION

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When it comes to IT and software sales in the B2B space, a lengthy sales process is hardly uncommon. In part, that’s due to the highly technical products and services being sold, many of which require complex configuration and an extensive implementa...

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Account-Based Marketing The Art of the Start ACCOUNT-BASED MARKETING THE ART OF THE START

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Account-Based Marketing (ABM) offers many promises around customer growth and retention. While not a new concept, both data-driven marketing approaches and new marketing tools have given ABM a resurgence of late, making it a practical approach for an...

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5 ways a creative agency can boost your demand generation 5 WAYS A CREATIVE AGENCY CAN BOOST YOUR DEMAND GENERATION

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Great design not only speaks volumes about a company’s professionalism, quality and positioning in the market but is also critical to getting traction with almost any demand generation campaign. Below are 5 examples of how your creative agency can ge...

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TECH-DRIVEN DEMAND GENERATION TECH-DRIVEN DEMAND GENERATION

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The journey doesn’t stop when prospects enter your pipeline, just like smart demand marketing doesn’t end with the original media investment. Closed-loop integrations with your marketing automation and CRM systems allow KPI data to be passed back to ...

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4 Ways Marketers Can Boost Their Demand Gen Results 4 WAYS MARKETERS CAN BOOST THEIR DEMAND GEN RESULTS

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Over the past decade, the explosion of digital information and access to social networks has completely transformed the purchase journey for B2B customers, as well as the marketing and sales process for B2B companies. A foundational step in addressin...

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How Intent Data Can Drive Demand Generation HOW INTENT DATA CAN DRIVE DEMAND GENERATION

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The B2B customer journey is ever evolving, and now customers are surrounded with more data than ever before. By understanding and leveraging intent, you can construct effective media programs to reach buyers who are in market for your solutions. Thi...

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Market segmentation MARKET SEGMENTATION

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Before designing any sort of marketing strategy, organizations should have a thorough understanding of their best potential customers. Enter market segmentation. Market segmentation involves dividing your market into groups of consumers sharing simil...

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Market Segmentation: The Business Case MARKET SEGMENTATION: THE BUSINESS CASE

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These are difficult times due to the worldwide competition, limited budgets, and the relentless need to deliver constant profits and sustained growth. How can you increase revenues, decrease costs and reduce risk using your existing resources? The wa...

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ACCOUNT BASED MARKETING TARGETING WITH INTENT ACCOUNT BASED MARKETING TARGETING WITH INTENT

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This whitepaper demonstrates why account based marketing continues to gain momentum and why you should consider implementing an intent-driven ABM program in your organization. Account based marketing is far more than a nice-to-have solution for B2B m...

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The Payoff Of Account Based Marketing: 6 Critical Steps To Targeting Key Accounts THE PAYOFF OF ACCOUNT BASED MARKETING: 6 CRITICAL STEPS TO TARGETING KEY ACCOUNTS

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The shotgun approach to marketing is missing the target. That's why companies from a wide range of industries are turning to Account Based Marketing (ABM) to reach the key decision makers. This E-book will show you the six key steps to using ABM to e...

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An Introduction to Inbound Marketing AN INTRODUCTION TO INBOUND MARKETING

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Inbound marketing refers to marketing activities that bring in potential customers, rather than outbound marketing, which relies on marketers having to go out to get prospects' attention. In both inbound and outbound marketing, each potential custome...

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Account-Based (ABM) Advertising Solution Sheet ACCOUNT-BASED (ABM) ADVERTISING SOLUTION SHEET

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Increase brand visibility, in¬uence buyers, and grow site tra c by serving display ads to users at your B2B target accounts. Kwanzoo’s account-based (ABM) advertising solutions uniquely integrate display advertising, MAP/CRM and IP-based targeting te...

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Data-Driven Demand Generation and Reporting Accelerates Revenue Growth for GuideSpark DATA-DRIVEN DEMAND GENERATION AND REPORTING ACCELERATES REVENUE GROWTH FOR GUIDESPARK

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GuideSpark is a fast-growing company with a huge target market. The company delivers employee engagement and communications video solutions across all industries for common human resource communication needs such as onboarding, benefits, compliance, ...

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Discover how and why Research-Based Demand Generation works for marketing software and data companies, and digital marketing agencies. DISCOVER HOW AND WHY RESEARCH-BASED DEMAND GENERATION WORKS FOR MARKETING SOFTWARE AND DATA COMPANIES, AND DIGITAL MARKETING AGENCIES.

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According to a CMO Council study, research reports are the most influential type of content marketers use. Research-Based Demand Generation is a process we developed to generate leads with research content of interest to your target customers, and nu...

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Segmentation: Foundation of Marketing Strategy SEGMENTATION: FOUNDATION OF MARKETING STRATEGY

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One purpose of marketing is to identify customers’ needs and consequently determine the best way to meet those needs. However, it is nearly impossible for organizations to satisfy every customer’s unique needs. Instead, it is more efficient to alloca...

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Listening, Segmentation, Automation: 10 Tips for Laying the Foundation for a Strong Digital Marketing Program LISTENING, SEGMENTATION, AUTOMATION: 10 TIPS FOR LAYING THE FOUNDATION FOR A STRONG DIGITAL MARKETING PROGRAM

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Many marketing white papers talk a lot about specific tactics and how to maximize your approach to one key task. Having better calls to action and delivering the best offers by working closely with your business stakeholders are excellent strategies ...

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State of Pipeline Marketing How B2B Marketers Drive Growth 2015 STATE OF PIPELINE MARKETING HOW B2B MARKETERS DRIVE GROWTH 2015

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As marketers we have access to numerous platforms and channels. We constantly adapt our strategies as technology changes. Pipeline marketing is how we remain focused on the outcome of marketing: revenue. Pipeline marketing helps us understand the tru...

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Account Based Marketing - The Golden Bullet ACCOUNT BASED MARKETING - THE GOLDEN BULLET

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Key Accounts. Group Accounts. Strategic Accounts. Tier 1 Accounts. Whatever you call it doesn’t really matter, it is all the same. You’re trying to focus on growing accounts of high value for your business. Get The Golden Bullet – your guide to Accou...

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The Demand Generation Business Model Review THE DEMAND GENERATION BUSINESS MODEL REVIEW

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What value does your B2B content marketing agency give you? In the Journey, we detail the strategic demand generation services you can employ to drive value from above the B2B marketing sales funnel to return qualified, sales-ready leads. From buyer ...

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9 Ways Market Segmentation Improves Business Success 9 WAYS MARKET SEGMENTATION IMPROVES BUSINESS SUCCESS

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What is Market Segmentation? Market segmentation divides a target market into logical subgroups based on some combination of demographic, psychographic, attitudinal or behavioral variables. The resulting model allows an organization to fine-tune its ...

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B2B Market Segmentation B2B MARKET SEGMENTATION

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The target market for any B2B product or service is not one homogeneous mass. Rather, it can usually be divided into several distinct groups based on who they are, how they behave, what they want or what they think. The most common approach to segmen...

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RingCentral Enables Account-based Marketing while Reducing Costs and Driving Significant Pipeline with Leadspace Platform RINGCENTRAL ENABLES ACCOUNT-BASED MARKETING WHILE REDUCING COSTS AND DRIVING SIGNIFICANT PIPELINE WITH LEADSPACE PLATFORM

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RingCentral, the leading provider of SaaS solutions for business communications, runs one of the most sophisticated demand-generation programs in B2B. Despite the success of their inbound marketing, the company recognized they were missing out on man...

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ACCOUNT BASED MARKETING ACCOUNT BASED MARKETING

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Today’s buyers are educated and know how to get access to the resources they need to research and make a purchase decision without the need for a sales person to hand hold them through the process...

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The Complete Guide to Targeted B2B Advertising THE COMPLETE GUIDE TO TARGETED B2B ADVERTISING

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To understand how to do this, you first have to understand the concept of the right buyer and their journeys. To succeed in any form of marketing – particularly display advertising – you need to be laser focused on the segments, personas, and channel...

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Demand Generation Professional Handbook DEMAND GENERATION PROFESSIONAL HANDBOOK

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Is your demand generation engine firing on all cylinders? Are your demand generation programs aligned with your organization’s revenue goals? Are your programs producing enough quality leads? Are your sales and marketing organizations aligned? If you...

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2015 B2B Enterprise Demand Generation Study 2015 B2B ENTERPRISE DEMAND GENERATION STUDY

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What has changed in the last year for B2B Enterprise marketers? Have we made progress - moving away from tactical to become more strategic in our demand generation? How do we rate our demand generation teams in terms of effectiveness…

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HOW VIDEO IS TRANSFORMING B2B DEMAND GENERATION HOW VIDEO IS TRANSFORMING B2B DEMAND GENERATION

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Whitepapers have a long history of effectiveness, but their role is evolving as video quickly gains adoption in the marketplace. They are inherently more consumable and more shareable, especially among busy executives. The best-in-class companies wil...

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DEMAND GENERATION 2014 DEMAND GENERATION 2014

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Whitepapers have a long history of effectiveness, but their role is evolving as video quickly gains adoption in the marketplace. They are inherently more consumable and more shareable, especially among busy executives. The best-in-class companies wil...

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A Beginner’s Guide to Brand Control & Demand Generation A BEGINNER’S GUIDE TO BRAND CONTROL & DEMAND GENERATION

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All organizations that maintain a partner community know that there is a significant amount of time and resources spent on keeping these relationships active, up-to-date and profitable. A Forrester report called Trends in CrossChannel Campaign Manage...

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HUBSPOT FOR WORDPRESS SITES Demand Generation Scenario Test HUBSPOT FOR WORDPRESS SITES DEMAND GENERATION SCENARIO TEST

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In our test scenario we envision a company that is positioning itself as a subject matter expert and looking to drive conversions for a SAAS platform offering. To enable an implicit lead scoring filter, a piece of content has been generated and an em...

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Grande guide to social demand generation GRANDE GUIDE TO SOCIAL DEMAND GENERATION

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Demand generation is the strategies and tools marketing uses to identify prospects, nurture them, and turn them into leads. In today’s business environment - where buyers can access a seemingly unlimited amount of resources about your brand and indus...

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Geolocation Tools and Geographical Market Segmentation GEOLOCATION TOOLS AND GEOGRAPHICAL MARKET SEGMENTATION

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Websites and online content providers often use technical means to ascertain the geographical location of potential visitors. They do this for a variety of socially beneficial purposes, including localizing content, fighting online fraud and complyin...

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Introduction to Demand Generation INTRODUCTION TO DEMAND GENERATION

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Normal data analysis looks at how a sampled group responds to individual questions, with the most popular answers indicating the market trend...

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4 Ways Better Market Segmentation Leads To Higher Sales 4 WAYS BETTER MARKET SEGMENTATION LEADS TO HIGHER SALES

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Personalization and customization due to better market segmentation go hand-in-hand to drive unprecedented gains in sales. Instead of one or two attributes to define four or five segments, we can use 10-12 attributes to create tens of thousands of se...

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Demand Generation - Extending your research DEMAND GENERATION - EXTENDING YOUR RESEARCH

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Using new market insight based on independent research has become central to how tech brands stimulate their market. Core to this approach is thought leadership, supported by a media relations campaign...

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Overcoming the Two Biggest Resource Constraints of B2B Demand Generation OVERCOMING THE TWO BIGGEST RESOURCE CONSTRAINTS OF B2B DEMAND GENERATION

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Demand generation is about creating a presence in the minds of your prospective buyers. It’s about establishing a connection with your brand as a solution for buyers who need to solve specific problems...

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8 Questions You Should Ask Yourself About Your Demand Gen Strategy 8 QUESTIONS YOU SHOULD ASK YOURSELF ABOUT YOUR DEMAND GEN STRATEGY

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Now that you have answered some basic questions about your demand gen strategy and investigated the implications of each, you should be able to draw a reasonable conclusion about how to proceed...

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B2B Marketers Turn To Account-Based Strategies To Improve Targeted Messaging B2B MARKETERS TURN TO ACCOUNT-BASED STRATEGIES TO IMPROVE TARGETED MESSAGING

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More than one third (34%) of B2B buyers report that the number of team members involved in buying decisions has increased over the past year, according to Demand Gen Report’s 2014 B2B Buyer Behavior Survey. Also, over half (55%) of respondents ...

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SURVEY REPORT: A LOOK AT THE CONTENT AND TECHNOLOGY DRIVING TODAY’S DEMAND GENERATION SURVEY REPORT: A LOOK AT THE CONTENT AND TECHNOLOGY DRIVING TODAY’S DEMAND GENERATION

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n an effort to gain insight into the marketing technologies, tactics, and content that B2B organizations are currently using to support effective demand generation, TechValidate and Spear Marketing Group recently partnered to conduct a survey among B...

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8 DEMAND GENERATION PROMISES YOUR BUSINESS SHOULD MAKE FOR 2015 8 DEMAND GENERATION PROMISES YOUR BUSINESS SHOULD MAKE FOR 2015

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2015 is set to be an even more interesting year in the world of B2B business. After a decade of the buying environment shifting irreversibly year-on-year, the best businesses are growing in confidence with new approaches to drive business in the era ...

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Market Analytics & Segmentation MARKET ANALYTICS & SEGMENTATION

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If you’re a modern marketer, relevance is the new black. Just reaching your target consumers isn’t enough to earn their attention. You need to speak to them in a way that deeply reflects their personal needs, desires, and lifestyles...

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Outcome-Based Segmentation OUTCOME-BASED SEGMENTATION

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Most companies segment their markets—but few have used segmentation to proactively gain a disruptive foothold into new markets. A new approach to segmentation offers companies a better way to formulate their market, product and branding strategies......

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Making Demand Generation work in the Construction industry MAKING DEMAND GENERATION WORK IN THE CONSTRUCTION INDUSTRY

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In the UK today, around 93% of builders are recognised as heavy Internet users, and 70% of them buy products online. Likewise, construction industry customers are increasingly engaging in social media as a source of information, and more importantly,...

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B2B State of Enterprise Demand Generation Report B2B STATE OF ENTERPRISE DEMAND GENERATION REPORT

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Do you understand what Demand Generation actually is? Are you suffering with the same issues as the rest of the industry? Perhaps you’re struggling to get the most of your Demand Generation activity? Well you’re not alone. This report created in part...

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Learn to Speak Demand Generation guide LEARN TO SPEAK DEMAND GENERATION GUIDE

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We all know the world of marketing is changing and that the changing behaviour of buyers is at the heart of those changes. We also know that long-term Demand Generation programmes are the intelligent way to communicate with buyers and generate more b...

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The New State of Account-Based Marketing THE NEW STATE OF ACCOUNT-BASED MARKETING

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Account based marketing (ABM) evolved in the 1990’s as an alternative to mass marketing to help marketers and sales people concentrate on penetrating the accounts which best fit your business’ focus. The strategy facilitates a better view of the enti...

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Effective stages of Demand Generation EFFECTIVE STAGES OF DEMAND GENERATION

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Whilst revenue is an obvious outcome from a successful demand generation programme, there are other benefits too...

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Digital Demand Generation DIGITAL DEMAND GENERATION

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Our integrated digital marketing strategies are proven to increase online market share, lower acquisition costs, and penetrate new markets...

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Marketing is about Selling Stuf MARKETING IS ABOUT SELLING STUF

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Demand Generation, or some variant of this term is a hot topic in marketing. With the fracturing of media, the escalating cost of sales calls, and the shrinking availability of prospect time, smart companies are looking for a way to advance their pro...

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Droplet on Demand Generation and Pairwise Merging DROPLET ON DEMAND GENERATION AND PAIRWISE MERGING

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This application note demonstrates the ability of the Mitos Dropix® Droplet Merging System to reproducibly generate and subsequently merge droplets from tens to hundreds of nanolitres with a wide range of volume ratios...

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The Blame Game: Whose Responsibility is Demand Generation? THE BLAME GAME: WHOSE RESPONSIBILITY IS DEMAND GENERATION?

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When the flow of wins coming out of your sales department begins to slow down, the natural thing to do is to reexamine your sales strategy—and even your sales personnel. But before you dive into more sales training, more sales hiring, or new sales le...

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Targeting & Segmentation TARGETING & SEGMENTATION

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In this context the term "prospect" means "anyone whom you are trying to get to do or buy what you want in the context of your campaign." In general we are talking about new people or businesses that we do not know, but occasionally we may also mean ...

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Opportunity Knocks: Uncovering Potential with Account Based Marketing OPPORTUNITY KNOCKS: UNCOVERING POTENTIAL WITH ACCOUNT BASED MARKETING

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In recent years, every organization is jumping into marketing automation (MA) as the be-all, end-all platform to capture and sort leads. But is it enough to simply let your MA machine do all the work? How come only 50% of marketing generated leads ar...

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The Big 5 Metrics of Account-Based Marketing THE BIG 5 METRICS OF ACCOUNT-BASED MARKETING

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Account-based marketing is a strategic approach that coordinates personalized marketing and sales efforts to open doors and deepen engagement at specific accounts…

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Account-Based Marketing in 2013 ACCOUNT-BASED MARKETING IN 2013

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Account-based marketing (aka named account or strategic account marketing) is gaining traction in the B2B space as a smarter way to market with limited resources…

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The Complete Do-It-Yourself Guide to Account-Based Marketing THE COMPLETE DO-IT-YOURSELF GUIDE TO ACCOUNT-BASED MARKETING

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According to research firm SiriusDecisions, 92 percent of companies recognize the value of ABM – describing it as either “extremely important” or “very important.” But at the same time, SiriusDecisions found that only 20 percent of businesses had an ...

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The B2B Marketers Guide to Account-Based Marketing THE B2B MARKETERS GUIDE TO ACCOUNT-BASED MARKETING

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There’s never been a more challenging or exciting time to be a B2B marketer. As Account-Based Marketing becomes more widely used, we’ll see an influx of innovative, personalized marketing programs that drive real revenue. By taking the first step tod...

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REENGINEERING YOUR LEAD FLOWS TO ENABLE ACCOUNTBASED MARKETING REENGINEERING YOUR LEAD FLOWS TO ENABLE ACCOUNTBASED MARKETING

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John Salesman represents an up-and-coming B2B technology company, and he’s having a bad day. It’s the end of another quarter, and again he’s come up short on quota…

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7 Must Do Demand Generation Tactics 7 MUST DO DEMAND GENERATION TACTICS

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Demand generation requires a healthy mix of varied demand generation tactics that straddle all of the channels — from websites to email to events — where your target audience resides...

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Demand Generation: Getting The Results You Seek DEMAND GENERATION: GETTING THE RESULTS YOU SEEK

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Modern marketers are tasked with provide supporting metrics, filling up the pipeline with quality leads and ensuring ROI while maximizing budgets and resources. Many are turning to a marketing automation platform for support in handling the complete ...

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Link Between Demand Generation And Sales Revenue LINK BETWEEN DEMAND GENERATION AND SALES REVENUE

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Effective stages of Demand Generation: Read this whitepaper to understand how you can begin a demand generation program using your current marketing budget and tools...

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Zero-in targeting ZERO-IN TARGETING

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Since the onset of digital advertising, choices in tactics have grown exponentially. Marketers are increasingly relying on contextual signals and utilizing collected data to precisely target consumers as they surf the Internet to make buying decision...

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Using Choice-Based Market Segmentation to Improve Your Marketing Strategy USING CHOICE-BASED MARKET SEGMENTATION TO IMPROVE YOUR MARKETING STRATEGY

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Segmentation studies are complex and expensive undertakings that often come with high expectations. Typically, segmentation studies are initiated because chief marketing officers and other C-suite executives want a road map to guide the growth and st...

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Hyper-Targeted Display Campaigns Reaching the Most Qualified Consumers HYPER-TARGETED DISPLAY CAMPAIGNS REACHING THE MOST QUALIFIED CONSUMERS

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Given the level of market saturation, advertisers need to focus on strategies that get their message in front of specific audiences. Digital platforms don't have the advertising limitations of a traditional medium like billboards…

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5 Ways AdTech Can Scale Account-Based Marketing 5 WAYS ADTECH CAN SCALE ACCOUNT-BASED MARKETING

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Buyer habits are changing. Today’s B2B buyers want to engage with your marketing on their own terms, and they expect your marketing to cater to those expectations, whether they’re engaging on social media, online search, mobile, video...the list goes...

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AN ECONOMIC ANALYSIS OF ONLINE ADVERTISING USING BEHAVIORAL TARGETING AN ECONOMIC ANALYSIS OF ONLINE ADVERTISING USING BEHAVIORAL TARGETING

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Online publishers and advertisers have recently shown increasing interest in using targeted advertising online. Such targeting allows them to present users with advertisements that are a better match, based on their past browsing and search behavior ...

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Measuring Online Behavioural Advertising MEASURING ONLINE BEHAVIOURAL ADVERTISING

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Online Behavioural targeted Advertising (OBA) has risen in prominence as a method to increase the effectiveness of online advertising. OBA operates by associating tags or labels to users based on their online activity and then using these labels to t...

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QUALITY ONLINE LEAD GENERATION, DEMAND GENERATION AND MARKETING SERVICES QUALITY ONLINE LEAD GENERATION, DEMAND GENERATION AND MARKETING SERVICES

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NetLine Corporation is a leading B2B performance-based integrated marketing company providing targeted online lead generation and marketing services for Advertisers, Marketers, and Publishers. We deliver high-quality leads and help maximize the profi...

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THE MARKETER THE MARKETER'S GUIDE TO DIGITAL DEMAND GENERATION

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Creating an effective inbound marketing/demand generation strategy is incredibly important for your business. Not only does it create business opportunities and leads, it serves as a way to connect with existing and potential customers around a speci...

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How To Build A Demand Centre HOW TO BUILD A DEMAND CENTRE

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Technology. People. Process. The Demand Centre model is a combination of all these elements in a centralised resource. Designed to manage, test and expand marketing campaigns across business units and regions the Demand Centre is an integral asset fo...

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Visual Discovery Tools: Market Segmentation and Product Positioning VISUAL DISCOVERY TOOLS: MARKET SEGMENTATION AND PRODUCT POSITIONING

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Most visual discovery products were designed for individual users and then scaled to support workgroup and departmental applications...

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THE NEW Demand Generation: PERSONAS, PERSONALIZATION & PROGRAMMATIC MARKETING THE NEW DEMAND GENERATION: PERSONAS, PERSONALIZATION & PROGRAMMATIC MARKETING

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Strategies are more sophisticated, processes are automated and campaigns have reached an unprecedented level of personalization. What’s the push behind all this change? A new buyer’s journey...

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CHANGE MANAGEMENT STAYING RELEVANT, PRODUCTIVE, AND SANE IN THE CHANGING LANDSCAPE OF DEMAND GENERATION CHANGE MANAGEMENT STAYING RELEVANT, PRODUCTIVE, AND SANE IN THE CHANGING LANDSCAPE OF DEMAND GENERATION

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There is no debating that the complex buyer’s purchase process, unlimited access to information and “self-driven” buying processes have had a monumental impact on how B2B marketing and sales professionals need to operate...

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DEMAND GENERATION SUPPORT SERVICES DEMAND GENERATION SUPPORT SERVICES

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InfoAnalytica supports its customers with highly effective demand generation support and lead qualification services. Under this area, infoAnalytica performs primary and secondary research by qualifying them against parameters that provide the custom...

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2014 B2B Enterprise Demand Generation Survey 2014 B2B ENTERPRISE DEMAND GENERATION SURVEY

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Most surveys of this nature feature a high majority of respondents from the SMB space, and ANNUITAS felt that it was important to uncover more information about how the largest companies run their marketing— uncovering where many organizations are la...

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How to Drive An Effective Demand Generation Strategy HOW TO DRIVE AN EFFECTIVE DEMAND GENERATION STRATEGY

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It’s no secret: B2B buying patterns are changing. In the past, buyers had few options to acquire information on their own and depended on the sellers for details about products and companies. As a result, sales reps were in control of the buying proc...

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Demand Generation - CEB DEMAND GENERATION - CEB

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As a demand generation manager, you are the guardian of disruption in the 57%. The average B2B customer is 57% of the way through the purchase decision before they meaningfully engage sales reps. In that time, they are learning about their problem, w...

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Demand Generation Services DEMAND GENERATION SERVICES

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TechnologyAdvice is a B2B demand generation company that specializes in connecting buyers and sellers of business technology. We believe connecting with your future customers should be simple. Our highly customizable, multichannel services can fill y...

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The Strategy of Demand Generation THE STRATEGY OF DEMAND GENERATION

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Demand Generation is strategic. Now you know in which direction this paper is going. It’ll discuss where Demand Generation fits into a business and why it must be strategic to be of any value, why it’s not just a numbers game...

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5 Ways AdTech Can Scale Account-Based Marketing 5 WAYS ADTECH CAN SCALE ACCOUNT-BASED MARKETING

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This is where account-based marketing(ABM) comes into the picture. ABM allows you to target your marketing (typically with online display advertising) on the account level rather than at the individual level. This means that you can serve up your mar...

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Overview of Market Segmentation OVERVIEW OF MARKET SEGMENTATION

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Targeted recruitment considers the unique needs of the children and youth in need of foster and adoptive families and develops recruitment strategies and messages based on their needs. Effective targeted recruitment uses demographic data to inform it...

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Oracle Marketing Segmentation Guide ORACLE MARKETING SEGMENTATION GUIDE

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This software and related documentation are provided under a license agreement containing restrictions on use and disclosure and are protected by intellectual property laws. Except as expressly permitted in your license agreement or allowed by law, y...

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Digital Signage Solution Targeted Advertising DIGITAL SIGNAGE SOLUTION TARGETED ADVERTISING

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Targeted advertising for out-of-home displays is an effective way to increase the return on advertising dollars. TruMedia’s PROM (ProActive Marketing Solution) enables real-time advertising that targets the current audience, without relying on statis...

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Guide: All You Need to Know… and More! About Target Account Based Marketing GUIDE: ALL YOU NEED TO KNOW… AND MORE! ABOUT TARGET ACCOUNT BASED MARKETING

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Who should read this “orange paper” about Target Account Based Marketing? Continue reading if you value learning about how to be successful using Target Account Based Marketing strategies. If you don't even know what Target Account Based Marketing is...

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Using an Integrated Demand Generation Strategy to Drive Business Growth USING AN INTEGRATED DEMAND GENERATION STRATEGY TO DRIVE BUSINESS GROWTH

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For most companies, there are never enough qualified leads and it’s increasingly difficult to drive alignment between marketing and sales. But that alignment is key for creating an effective demand generation process. Today’s buyer is farther down th...

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The 8 Pillars of Demand Generation for Revenue Acceleration THE 8 PILLARS OF DEMAND GENERATION FOR REVENUE ACCELERATION

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The Definitive Best-Practice Resource for Modern Marketing Leaders Introducing the EIGHT Pillars of Demand Generation for Revenue Acceleration Demand generation and lead generation are often used synonymously, but they are actually quite different......

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The Grande Guide to Social Demand Generation THE GRANDE GUIDE TO SOCIAL DEMAND GENERATION

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You’re busy. Time is precious. Our Grande Guide series of e-books deliver subject matter proficiency in about the time it takes to down your morning coffee – and maybe scarf down a bagel. This Grande Guide tackles the tough subject of using social me...

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The Account-Based Marketing Consortium THE ACCOUNT-BASED MARKETING CONSORTIUM'S DEFINITIVE ABM SUCCESS GUIDE

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While it is well resolved that Account-Based Marketing is a desired approach for todays’ B2B marketer what is less resolved is a grounded understanding as to exactly what the practice is and how to do it in a way that will maximize results. The follo...

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The Missing Link for Account-Based Marketing Success THE MISSING LINK FOR ACCOUNT-BASED MARKETING SUCCESS

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“ABM is not something you can immediately start executing on. For it to be successful, you first need to have a strategy in place, and a critical part of this strategy is understanding your buyers and customers at an in-depth level. When done right, ...

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THE 2016 GUIDE TO B2B ACCOUNT-BASED TARGETING THE 2016 GUIDE TO B2B ACCOUNT-BASED TARGETING

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For many years, companies have been using sales segmentation to narrow down lists of accounts into categories who are likely to become prospects or customers. But just looking at high-level data like company size, industry, or geographic region is on...

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Using Math to Determine the Time it Will Take to Reach Your Target Market USING MATH TO DETERMINE THE TIME IT WILL TAKE TO REACH YOUR TARGET MARKET

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Our sales and marketing disciplines are quickly moving away from the form of “art” to a predictable, forecastable and repeatable science based on math. Companies that recognize this and implement it within their sales organizations will have a seriou...

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The Beginner’s Blueprint to Account-Based Marketing THE BEGINNER’S BLUEPRINT TO ACCOUNT-BASED MARKETING

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Account-based marketing has its roots in the 1990s, when B2C and B2B companies alike began to realize the need for more personalized marketing. In 1993, Don Peppers and Martha Rogers published their landmark The One-to-One Future, which forecasted th...

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Account-Based Marketing Campaigns ACCOUNT-BASED MARKETING CAMPAIGNS

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Drive higher performance campaigns that directly align with sales by employing an Account-Based Marketing (ABM) strategy. This is different than traditional criteria-based marketing approaches because ABM focuses on penetrating accounts that are spec...

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The Demand Generation Marketer’s Guide to LinkedIn Marketing Solutions THE DEMAND GENERATION MARKETER’S GUIDE TO LINKEDIN MARKETING SOLUTIONS

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The buyer’s journey has grown increasingly complex. If you want to reach, engage, and ultimately convert today’s research-savvy buyers, you’re going to have to change your demand generation strategy. Discover how you can leverage the newly expanded L...

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CONNECTING PRODUCT MARKETING & DEMAND GENERATION CONNECTING PRODUCT MARKETING & DEMAND GENERATION

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As a product marketer, you nurture your relationships with your company’s product and sales teams, which help you to excel at launching your products into the market. But, unless you’re also working closely with your company’s demand generation team ...

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6 Step Guide to B2B Demand Generation 6 STEP GUIDE TO B2B DEMAND GENERATION

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Demand Generation is a complex but highly effective B2B marketing strategy. It’s a targeted process that attracts and nurtures the right prospects for your company...

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Best Practices in Segmentation BEST PRACTICES IN SEGMENTATION

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“Segmentation” is a concept coined in economics and put to good use in marketing. In the ancient past (say 2005 or so), most of the ways marketers used to connect with prospects were broad-brush push strategies: mass media, direct mail, billboards, s...

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Demand Generation: Building A Predictable Marketing Pipeline for Sales Success DEMAND GENERATION: BUILDING A PREDICTABLE MARKETING PIPELINE FOR SALES SUCCESS

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We are in the wild west phase of Demand Generation, with pioneers leading the charge, and some settlers starting to own processes and approaches that are proving valuable. In 2015 there will be a greater focus on best practice and learning around the...

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BUILDING YOUR DEMAND FUNNEL BUILDING YOUR DEMAND FUNNEL

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That’s because the B2B buyer is now entrenched in an age of ‘information abundance’ with all the resources they need to self-educate. In fact, it now takes an average of 19 months to create a new B2B customer and seven touches to convert a ‘prospect’...

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A Complete Guide To Account Based Marketing (ABM) A COMPLETE GUIDE TO ACCOUNT BASED MARKETING (ABM)

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In the digital era – where a potential audience and customer-base is global – the temptation is to cast the biggest net over the widest area possible. It’s an enticing prospect and it has helped perpetuate sales and marketing as a high volume busines...

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23 Questions that Demand Generation Companies May Not Want You to Ask 23 QUESTIONS THAT DEMAND GENERATION COMPANIES MAY NOT WANT YOU TO ASK

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Choosing the right demand generation solution is a business-critical decision for any marketer. Many of these solutions are complex, and they might appear to be more alike than they actually are. Questions about support and even the vendor company it...

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Intro to Automated Outbound Demand Generation INTRO TO AUTOMATED OUTBOUND DEMAND GENERATION

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Today’s demand generation marketers are experiencing increasing pressure to discover new prospects, drive sales pipeline and generate revenue, all while creating and executing new programs, managing vendor relationships, analyzing data the list goes ...

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Account Based Marketing (ABM): from theory to best practice ACCOUNT BASED MARKETING (ABM): FROM THEORY TO BEST PRACTICE

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Lots of people today talk about account-based marketing or ABM. The problem is that if you ask 10 people what it is you get 11 different answers. It’s a term that gets tossed around a lot because it’s fashionable. But we think it’s a hugely important...

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MARKET SEGMENTATION REPORT MARKET SEGMENTATION REPORT

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Twinstone is a young and passionate company working on change. We believe change is important to contribute to Living and Sustainable Cities together with our clients. Twinstone works on economic sustainability, because we think we can reach large vo...

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Demand Generation 5 Best Practices that Support SEO DEMAND GENERATION 5 BEST PRACTICES THAT SUPPORT SEO

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Today's marketing industry a world full of buzzwords, sky-high expectation, and rapidly evolving technologies that can make the job exceedingly complex and stressful. That's why it's vital to have a set of best practices in place to serve as a safe f...

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Transforming demand generation, boosting responses up to sixfold TRANSFORMING DEMAND GENERATION, BOOSTING RESPONSES UP TO SIXFOLD

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With IBM’s older systems, marketers often didn’t receive crucial information about campaign performance until the end of the quarter: far too late to make changes, or even to improve planning of future campaigns. Now, however, using Unica technology ...

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Demand Generation Benchmark DEMAND GENERATION BENCHMARK'S REPORT

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HubSpot partnered with Qualtrics to find out how companies are generating demand for their brands and how successful they’ve been in their efforts. We surveyed more than 900 marketers, management level and above -- from all different industries -- in...

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Marketing Demand Generation Guide MARKETING DEMAND GENERATION GUIDE

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Co-marketing means us working together to produce effective marketing campaigns with a single message - saving time, effort and money. To enable you to effectively use our brand, we build co-branded campaigns with messaging around many of our product...

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The Power of “Factory Thinking” in Sales and Marketing THE POWER OF “FACTORY THINKING” IN SALES AND MARKETING

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Today’s business-to-business companies face serious challenges. Marketing channels are becoming increasingly saturated, suspects and prospects are more difficult to reach, and the competition for the attention of buyers, influencers and even users ha...

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The Business Case for Integrated Demand Generation THE BUSINESS CASE FOR INTEGRATED DEMAND GENERATION

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As competition intensifies and growth expectations increase, B2B marketers are under pressure to deliver measurable results and clearly demonstrate the value they provide...

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Inside the Channel Development & Demand Generation Continuum INSIDE THE CHANNEL DEVELOPMENT & DEMAND GENERATION CONTINUUM

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Distributors are renowned for efficient, cost-effective delivery of IT solutions and services across the world. What many people fail to realise is that these industry leaders also develop comprehensive channel marketing programs that generate extens...

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Demand Generation Survey: Cross the Chasm DEMAND GENERATION SURVEY: CROSS THE CHASM

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The following report is based on a Web survey conducted in August 2008.We have assembled input from sales and marketing decision makers from medium and large enterprises. Our objective was to understand current demand generation trends by answering t...

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Market Segmentation and Energy Efficiency Program Design MARKET SEGMENTATION AND ENERGY EFFICIENCY PROGRAM DESIGN

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Segmentation – identifying homogenous sub-populations within larger heterogeneous populations – has emerged as an important marketing tool over the past half-century...

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Using Market Segmentation for Better Customer Service and More Effective Strategic Planning USING MARKET SEGMENTATION FOR BETTER CUSTOMER SERVICE AND MORE EFFECTIVE STRATEGIC PLANNING

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Public and academic libraries face a plethora of information age challenges. In a world of customized service, where Amazon knows what books you might like to read and Netflix suggests films you’d like to watch, libraries have an opportunity to rein...

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