Digital Marketing Strategies For Business Growth

  ACCELERATION ABM accelerates the sales cycle. It is rare in a complex B2B sales cycle, that the buyer is one, isolated individual. Purchasing decisions can and normally do involve over a dozen decision makers. So, why risk pursuing one path? Because ABM actively targets all of the influencers and decision-makers in a company, ABM deals move faster and get stuck less. ALIGNMENT ABM tightly aligns your sales and marketing teams, AND aligns your customer experience.  Often times there is a disconnect between sales and marketing teams.  Account Based Marketing  requires sales and marketing to focus on the same accounts with specific and common criteria. Once all key stakeholders-execs, SDRs and marketers are completely committed to ABM as a long-term strategy, there is nothing but potential for success.  Because sales have accounts they care about the most, ABM can help marketing focus their resources on these accounts specifically. Through creation of account profiles that identify acc

  Get Connected on Social Media According to  Brandon Redlinger , Director of growth,  Engagio , there’s been an increase in buyer sophistication as well as the number of smarter buyers these days. One of the key effective tactics is to follow and strategically connect with these potential buyers on social media. Once you’ve made a list of all the key ABM target accounts, find their associated accounts on social media platforms viz Facebook, LinkedIn, Twitter and other relevant industry platforms. Be a good listener and understand how your target prospects use  social media  before you can start interacting. Make It Hassle-free Batch-and-blast is a thing of the past! Today,  email marketing  is seen as one of the most powerful marketing channels, that, when combined with ABM gives you better results. It helps you understand your potential buyer’s priorities as well as adds value to your business. While ABM strategy targets the most relevant customers for promoting your brand, the goal

“ 2019 will be the year of account-based data and insights. More marketing and sales teams will use account-level engagement data and a broader set of intent signals to help them identify, prioritize and personalize outreach for those accounts that are most likely to convert. This will drive greater efficiency and will set businesses up to scale their ABM efforts in 2020. ”-  Tyler Lessard,  VP of Marketing,   Vidyard ABM   – one of the biggest buzzwords in the digital marketing world. A significant component in the marketing strategy, that took the pillars of marketing to its prime. And it still remains to be a continued success! 2018 was a fantastic year in terms of demand generation and ROI, companies that implemented ABM saw phenomenal results with more competition and larger growth goals. The result of advanced tech combined with brilliant minds turned out to be a huge success, which means that marketers are increasing their reliance on ABM. Simply put, ABM is a personalized, targ

Intent Data and the Future of Customer Analytics   Before you intend to engage with your buyer in their buying journey, remember that their journey is more than halfway through, already. So, mend your intentions and target being a part of it from the inception.  Welcome to Intent Data. The latest cue phrase in the B2B customer data repository.  Intent data is data about buyer intentions. It contains data regarding what, where and how a buyer thinks, prefers, refers, compares, analyses, uses, experiences, extracts, combines, discusses, infers, decides and purchases. This data refers to the ultimate buying intention, from where it develops, leads and proceeds, engages and ends.  And all of this, has a lot to do with cognition and consumer psychology.  Let’s be precise. It is in fact, cognitive psychology.  Cognitive psychology is the scientific study of the mind as an information processor.  And this is exactly what marketers are doing - studying the mind of the prospective buyer throug

Rollworks to Accelerate ABM with Machine Learning   RollWorks, a division of AdRoll Group is an  ABM  and B2B marketing platform pioneering better ROI, lower CPC and higher CTR for various enterprises. Earlier this week RollWorks unveiled that they have launched a new machine learning solution for B2B enterprises that use ABM. With the introduction of their new predictive identification model, they can analyze a company’s closed deals or clients it had won to determine which would have a more likely propensity to make a purchase. The predictive machine learning tool will be able to rank accounts within target lists based on firmographic and technographic fit characteristics. This feature will enable them to access data from more than 18 million accounts and more than 320 million contacts. Organizing around a strong target account list is an essential component of an account-based approach, whether you're just getting started or have already developed a market-leading ABM program,&q

Engagio, the leader in B2B marketing engagement software, has launched   Engagio  Orchestrate, a new marketing solution that enables revenue teams to design and automate high-impact plays across channels such as advertising, sales engagement,  marketing automation , direct mail, and CRM. The solution is designed to help teams target accounts during each point of the buying journey to build audiences for personalized campaign efforts. Built by the experts that built   Marketo , Orchestrate is the first and only account based marketing (ABM) solution that enables companies to target people, accounts, and buying groups at every stage of the account journey.  “As buying becomes increasingly nonlinear, the traditional model where Marketing generates and passes new business leads to Sales is looking increasingly outdated,” said Jon Miller, CEO of Engagio. “Rather than a hand-off baton pass, winning Marketing and Sales teams today operate as a team, working together to create a pipeline, win

What will be your strategy for customer satisfaction ?   Customer success is a great way to make customers feel valued by helping them achieve their goals. To do so, a CSM team should function as a brand ambassador for your customers. They are expected to listen to every voice and pay attention to solve the problems of your customers. A dedicated team of CSMs will create a customer-centric atmosphere in every part of your organization.  It's a great way to use customers' voices to improve performance not only for CSMs but for the whole organization. At any point, keeping customers at the heart gives a better understanding of what they want and how you can add value throughout their journey with you.  Building a customer success strategy can differ from organization to organization but defining how the customer success program aligns with your business goal will be the key point for long-term viability. For Which Businesses, Is CSM Applicable? The reason for customer success, t

  “A satisfied customer is the best business strategy of all," says business writer and former management professor at the University of New Orleans - Michael LeBoeuf. Whether you are a Software-as-a-Service (SaaS) business, sell products or are a service-based company; customer success is the thing that will take you a long way. Making your customers happy by helping them solve their questions is the key factor to reach customers in the next level in the  customer journey . They are willing to switch and take the offering from your competitors at the drop of a hat. And the only reason they will do this is because they are not getting the expected value from you. This means customers today are no longer depending on the price or product but they are becoming loyal because of the experience they are getting. If you are not able to meet their requirements and do not provide the necessary support, they will leave immediately. If you give a good customer experience, it means they wil

Account based marketing Select the Right ABM Technology Tools designed for ABM have a lot to offer companies just adopting the strategies vs. those who’ve been executing ABM for some time. The right ABM solution will provide valuable insights all the while reducing the effort for personalizing campaigns and monitoring the results. Ensure that your software fulfills your business needs and goals  throughout the entire lifecycle. From strategy and compiling your list of target accounts to distributing personalized content across channels and measuring the results. Target Through Multichannel Approach Having a multichannel approach isn’t just for marketing. Sales development teams could use both online and offline channels to drive outbound marketing opportunities. To quote Marketo, “Based on the accounts that marketing and sales decide to pursue, sales can prioritize its outreach and follow-up on higher account scores that have the propensity to purchase. Sales can use a variety of chan

  Is ABM the Right Approach for Your Business? Some surefire ways to determine whether account-based marketing is the right choice for you is to determine whether: The sales cycle involves a research/evaluation phase and it often involves multiple stakeholders. Your sales and marketing teams are looking to make a bigger impact with a more strategic focus. You’ve noticed that existing buyers who generate the most revenue have distinct characteristics, or you have identified accounts with distinct characteristics that can generate more revenue. There are organizations with needs that your solution clearly addresses. Your organization is looking to break into a new segment, territory, or vertical, or going after your competitor’s customers. Your organization offers several products or services and has set goals to grow buyer lifetime value through up-selling and cross-selling. How to Create a Winning ABM Strategy for Your Business? Choosing target accounts will vary for every company as