CORE ABM

Making insight intelligent for ABM

July 13, 2021

Insight is the difference between what makes ABM truly distinct from just ‘marketing to accounts.’ In truth, it can make or break the success of ABM in even the most mature of programs. But knowing how to extract the right insight at the right time from the sea of data available can often leave marketers feeling overwhelmed.

Supported by ITSMA thinking throughout, our practical guide, "Making Insight Intelligent", offers best practice advice helping you demystify the effective gathering and use of insight across some of the most common use cases within ABM.

Inside we'll cover:
  • The need, the landscape and the opportunity for insight in 2021
  • How to build an insight-first program
  • How to create the right structure and processes for success, and
  • establish robust measurement
  • The insight you should leverage to drive business outcomes
  • Five typical use cases: examples of the types of insight used to
  • drive tangible outcomes in ABM

Spotlight

Direct Results (DR)

Direct Results Radio excels at ROI like no other radio marketing agency. We have created a formula delivering success for every campaign, for every client. We customize each campaign to meet the goals and objectives of individual advertisers. Our approach to radio advertising leverages proprietary software pinpointing the specific target audience proven to respond to your campaign. Direct Results optimizes schedules based on weekly results (monitored daily) ensuring that our clients meet and often exceed their ROI goals. Such a precise method adds up to phenomenal, measureable and continued results! With more than 330 successful radio campaigns generating sales exceeding $6.4 billion under our belt, Direct Results Radio wastes no time identifying and reaching your target audience. Our depth of experience in radio, engagement marketing, promotions, audience analysis and market segmentation will catapult the ROI of your next campaign to heights never reached before.

OTHER WHITEPAPERS
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Why ABM-i Is The Next Wave For B2B Companies

whitePaper | April 14, 2021

Today, work and home life are converging due to the pandemic and a greater acceptance of remote work as a business practice. In addition, the same individual attention and personalized approach that people demand from the B2C companies they interact with as consumers is now being demanded from the B2B companies they engage with as business buyers. As we hunker down at home, connecting with business prospects now means reaching them the same way B2C companies reach consumers. This white paper outlines why account-based marketing for the individual (ABM-i) is the future of ABM. You'll learn: 8 ABM-i strategies to create a truly personalized approach for engaging decision-makers; How to use technology, data and analytics to build a scalable, yet personal outreach plan; and Real-world examples of effective ABM-i programs from leaders across industries.

Read More
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Reclaiming Channel Partners’ Rightful Spot in ABM

whitePaper | November 30, 2019

Organizations that use a channel-based ABM strategy are advantaged as they tap into the broader reach already built into their channel partner network. This extended ABM strategy provides all parties with the visibility and the foundation for collaboration on the accounts, leads, and deals that help build pipeline, revenue, and partner traction. “Nearly half of its practitioners

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Why Account Insights are the Missing Link in ABM Success

whitePaper | January 27, 2022

ABM focuses on targeting the right accounts at the right time and treating your prospect as a market of one. But an often-overlooked component within targeting campaigns is understanding the customer — generating insights into account activities are the missing link. The challenge lies in figuring out which points of information are most relevant to your prospect and crafting a plan to fully leverage them to drive engagement. Enterprise buyers are increasingly protective of their time, while a potential vendor that still expects the luxury of a lengthy introduction and a recounting of what challenges stand in the way of the organization’s progress is unlikely to move the relationship forward.

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Lead Generation and Management for SMB Sales & Marketing

whitePaper | January 1, 2021

This week’s round-up comes just 3 days before #FlipMyFunnel hits San Francisco for our sold out account-based marketing (ABM) and sales roadshow! We are excited to challenge the status quo of B2B Marketing and this week’s round-up shows it. We start with the ABM checklist you need to bring perfect marketing and sales alignment. After getting ready to become an ABM hero, we move to learning best practices on to building your target account list. We finally wrap it up with a fun ABM quiz to test your teams knowledge of marketing and sales alignment. Check them out below! 1.The Account-Based Marketing Checklist You Need to Successfully Navigate the Waters This week’s round-up starts off with a must read account-based marketing article from B2C. In this article, Kelly Waffle does a great job at using a sinking ship metaphor to show how ABM can help your marketing team reach “smoother water”. Use this checklist to see where you can improve your teams chance at navigating the waters!

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The Actionable Guide to Account-Based Sales Activation

whitePaper | November 15, 2019

In the midst of the growing level of data sources and external competition, one of the greatest threats to your success is internal. Mistrust, miscommunication, and misinformation between sales, marketing, and customer success can cause frustration, turnover, lost deals, and missed growth opportunities. Marketing doesn’t trust that sales reps are reaching out to the right accounts, while Sales feels overwhelmed by a never-ending list of what seem like low quality leads.

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Deliver a Modern Digital CX: 2021 Guide for Marketing Innovators

whitePaper | December 2, 2021

No one fully understands the long-term effect COVID-19 will have on societies or regional economies. But the impact it’s having on brands is becoming clearer by the day. Customer behaviors have shifted during the crisis and may not revert to pre-pandemic norms. McKinsey reports as many as 30% to 40% of U.S. consumers have switched brands or retailers, and the majority intend to continue their new shopping behavior. Many switchers seek better prices, but other motivators include product availability, quality and purpose.

Read More

Spotlight

Direct Results (DR)

Direct Results Radio excels at ROI like no other radio marketing agency. We have created a formula delivering success for every campaign, for every client. We customize each campaign to meet the goals and objectives of individual advertisers. Our approach to radio advertising leverages proprietary software pinpointing the specific target audience proven to respond to your campaign. Direct Results optimizes schedules based on weekly results (monitored daily) ensuring that our clients meet and often exceed their ROI goals. Such a precise method adds up to phenomenal, measureable and continued results! With more than 330 successful radio campaigns generating sales exceeding $6.4 billion under our belt, Direct Results Radio wastes no time identifying and reaching your target audience. Our depth of experience in radio, engagement marketing, promotions, audience analysis and market segmentation will catapult the ROI of your next campaign to heights never reached before.

Events

CX EMEA

Conference

INBOUND 22

Conference

CX EMEA

Conference

INBOUND 22

Conference