ABM Accounts

Automation in Account-Based Marketing

February 28, 2022

Automation in Account-Based Marketing
Demand generation and ABM can - and should - complement each other. Companies should consider integrated solutions incorporating a mix of ABM and marketing automation to interact with prospects and customers. - Tim Kopp, CEO of Terminus.

Spotlight

Pearson & Co

Pearson & Co solves difficult sales and marketing problems in B2B technology markets. We help companies harness sales leader knowledge and apply rich insight about customer drivers and market realities in tools and programs that drive measurable change, often in less than 90 days.We develop contextual selling tools and content marketing programs that are considered best in class, with messaging that sharpens differentiation, playbooks that improve sales performance, and content marketing programs that deliver results.

Other Infographics
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The Importance of Conversational Marketing in ABM

Infographic | December 10, 2021

Conversational marketing is about leveraging the power of real-time conversations and two-way dialogue to engage customers and seamlessly move them through your marketing and sales funnels. This could be online chats, social media channels, or live brand experiences, but the end goal is the same — engaging with customers one-on-one to stand out from the competition and humanize your brand.

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Top 5 Effective Lead Qualification Frameworks

Infographic | May 30, 2021

As a marketing and sales manager, reaching out to the target audience and bringing in leads is only half the job done. The other half includes making sure that you qualify those leads as well. HubSpot claims that the majority of medium and large companies generate less than 5,000 qualified leads per month. The process of qualifying leads is not as easy as it seems and undoubtedly, each company has its own unique method. Lead qualification can be done using several types of frameworks and each method has its logic and analytical reasoning. Each lead qualification framework helps ease things a bit.

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Benefits of Zero-Party Data in Personalization

Infographic | February 19, 2022

Zero-Party data is information that a customer proactively volunteers to share with a brand through quizzes, content, surveys, opt-in forms, and other forms of communication. While first-party data is rich with behavioral data and implied interest, zero-party data provides explicit interest and preferences, and you must use it to improve the value you provide to consumers. Firms collect first-party data through interactions with customers. This differs from zero-party data, which consumers give you in exchange for benefits from your firm.

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7 Important ABM KPIs To Measure Success

Infographic | January 20, 2022

They track the engagement rate of the leads within your target accounts. They measure the impact of your campaign on your top accounts. They measure the average selling point (ASP) to confirm correct account targeting. It measures the accounts that have ceased business with you over a period. It tracks the engagement each piece of content brings.

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B2B Enters The Experience Era

Infographic | December 5, 2019

Customer experience has become critical to B2B marketers. The biggest obstacle to customer experience success? Data governance needs to improve for B2B marketers to take full advantage of the power of this valuable asset.

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Nine Ways Strategic Growth Drivers Lead Marketing and Influence the Business

Infographic | April 11, 2021

In 2020, B2B marketers played a critical leadership role as businesses responded to the Covid-19 pandemic. ITSMA’s 2021 B2B Marketing Trends Survey showed that marketers were more agile than expected, achieved their goals effectively despite budget cuts, and became even more valuable to their organizations despite all the challenges they faced.

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Spotlight

Pearson & Co

Pearson & Co solves difficult sales and marketing problems in B2B technology markets. We help companies harness sales leader knowledge and apply rich insight about customer drivers and market realities in tools and programs that drive measurable change, often in less than 90 days.We develop contextual selling tools and content marketing programs that are considered best in class, with messaging that sharpens differentiation, playbooks that improve sales performance, and content marketing programs that deliver results.

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