Lead generation: As industry grapples with aging leadership, firms must find ways to get millennials involved

| February 28, 2017

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The scene could be set by describing a 25-person, four-partner accounting firm founded in the '80s, led by men a hair's breadth away from retirement age ...

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Spotlight

Gabriel Sales

Founded in 1999, Gabriel Sales provides outsourced sales and marketing services for the B2B market. We know that without closed deals nothing else matters so we developed Gabriel System™ an outsourced sales management approach designed to close business for new products and services and to augment existing sales team gaps. Gabriel System™ supports a team trained in the specific tasks of lead generation, lead nurturing and prospect qualification, sales development and sales closing. The approach is strategic, tactical and dynamic. Gabriel Sales is equipped to execute and manage your entire sales efforts, or we can supplement and enhance your current sales operations with discrete solutions.

OTHER ARTICLES

Everything you need to know about account-based marketing

Article | March 3, 2020

What exactly is account-based marketing or ABM? In a nutshell, ABM is targeted marketing that uses personalized campaigns and messaging to effectively reach a small, specific audience. “The analogy I like to use is that you're fishing with a spear when you're using ABM, and you're fishing with a net in traditional marketing,” explains Steve Lendt, Motum B2B’s Director of Engagement and Analytics. After researching and identifying which accounts you wish to target, you can begin developing personalized campaigns and content to address their specific needs and goals.

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How to Leverage the Power of Marketing Automation for Your Demand Gen Operations

Article | March 11, 2020

One of the most significant shifts in demand generation is the move towards account-based marketing. Traditional marketers utilized a ‘one-to-many’ approach where tracts of messages were blasted to an extensive database. The age of personalization has now dawned on-demand generation. Marketers need to tailor their messages to suit personas and targeted accounts better. This form of marketing abandons the idea of fishing with a wide net. It instead promotes hunting for your biggest fish with spears. Marketers need automation tools to enhance their account-based marketing operations. Data shows demand generation automation can increase customer engagement by 68%. It will also strengthen timely communications and increase demand gen opportunities by 58%.

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PLANNING FOR ABM? OVERCOME THESE COMMON CHALLENGES

Article | March 20, 2020

Account-based marketing (ABM) has gained a firm foothold in the B2B marketing world. According to Information Technology Services Marketing Association, ABM is defined as “treating individual accounts as markets in their own right.” Basically, you as a marketer are taking personalization to an elevated level. Making the leap into ABM marketing is highly recommended to improve your marketing ROI, but without proper planning, finding success could become a struggle. The only way to reduce the potential risks associated with virtually any strategy is to develop a comprehensive game plan. Effective planning will result in increased buy-in from upper management, effective training and development, acquisition of the right ABM tools, the accurate collection of data, and ultimately a boost to your strategy success.

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How the right content wins in account-based marketing

Article | April 20, 2020

Account-based marketing (ABM) has been around for long enough now that most companies have either rolled out strategies or are actively exploring their options. Looking at the ABM adoption model produced by the ITSMA, an industry association for technology-based marketing and services, many companies are in the experimentation stage and looking to further refine their initial pilot programs. As you begin to experiment and expand your ABM programs, there are many complexities that you can introduce like content personalization, website personalization, scaling accounts and channels, and additional technology and automation, to name a few.

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Spotlight

Gabriel Sales

Founded in 1999, Gabriel Sales provides outsourced sales and marketing services for the B2B market. We know that without closed deals nothing else matters so we developed Gabriel System™ an outsourced sales management approach designed to close business for new products and services and to augment existing sales team gaps. Gabriel System™ supports a team trained in the specific tasks of lead generation, lead nurturing and prospect qualification, sales development and sales closing. The approach is strategic, tactical and dynamic. Gabriel Sales is equipped to execute and manage your entire sales efforts, or we can supplement and enhance your current sales operations with discrete solutions.

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