More than often within B2B operations marketers find that priorities between marketing and sales are misaligned. The complex relationship between the two sides proves to be challenging as both try to meet demand and revenue goals. The greatest challenges B2B marketers face include: developing the right content strategy, identifying the right audiences, generating good leads,...

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A digital marketing audit analyzes online marketing channels focusing on the needs of the customer to identify performance gaps and drive overall optimization and improvement. Getting the best performance from your digital channels requires an understanding of what works and why. In an incredibly complex and fast changing environment, many brands have websites, search, email...

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Whether looking to apply marketing automation, or simply hoping to improve current marketing automation strategies, focusing on the basic essentials for effective implementation or progress updates is key. Ultimately how you report on your strategies and related marketing channels goes back to your initial goals. From here understanding your KPIs, and approach for measurement, helps...

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Marketing automation runs on original content that differentiates you from the competition and targets your buyer to educate them on how your product meets their needs through every stage of the sales process. As an industry, marketing automation is expected to grow 50% by 2015 (SiriusDecisions) and as a result, 77% of CMOs at top...

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Today the Chief Marketing Officer (CMO) has an ever increasingly prominent role in contributing to sales revenue. When making the argument for greater investment in technology and resources to build a Lead-To-Revenue Performance Framework (an approach to developing marketing and sales programs based on their impact on revenue), he/she comes under scrutiny from the CEO...

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The biggest innovation in sales enablement today is the buying process map or ‘BPM‘, which identifies and maps the decisions a buyer makes before they can make a purchase. Most sales organizations may have an idea of the required questions the buyer needs to ask, but maybe not what information is required or in what...

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When great talent combines with the right agency DNA and the right client, the result is close collaboration and more integration. As an agency, we are tasked with developing demand generation and lead nurturing strategies to support the sales process for enterprise clients. One of the first steps we take is to document the current state...

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Growth is the primary reason CMOs are looking to technology to help them grow their business, strengthen their brands and reinvent marketing initiatives relative to the 360 consumer experience pre-purchase and post-purchase. Today’s CMO needs to drive the digital functional excellence from strategy to infrastructure and ensure that the right competence and capabilities are available...

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How well do you know your customer? In order to effectively market and sell, you must first get into the minds of your prospects and customers. And though most B2B executives intuitively understand they should do the same – especially in light of the fact these prospects and customers engage in a lengthier, more complex buying process – far too few have invested...

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Social has changed the game for business today. The old sales and marketing methods are still working but not as well as they used to. There’s a fundamental shift that is taking place that is eating away at your ability to become ‘top of mind’ with prospects and convert them into customers. There’s no denying...

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