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Account-Based Marketing Benchmarks: Measure and Optimize ABM Success

Posted on May 22, 2024July 2, 2024 By Vikas Bhatt

Account Based Marketing (ABM) is the strategic approach used to identify and engage specific high-value accounts. It requires close collaboration between marketing and sales teams to deliver tailored, personalized experiences and ultimately convert targeted accounts. To sum it up: “Don’t count the people you reach, reach the people that count.” David Oglivy Although this quote isn’t directly about ABM, it perfectly captures its essence. Must Read: Account Based Marketing Framework: A Beginner’s Guide to Account-Centric Strategies How is ABM Different from Traditional Marketing? ABM flips the traditional marketing funnel upside down. It’s akin to fishing with a spear, focusing efforts on specific targets. Instead of ending with the targeted accounts, ABM starts with high-value accounts from the beginning. Once identified, activities can be tailored to their specific needs and experiences. In a traditional approach, teams cast a wide net in the hope of pulling in as many leads as possible handing them over to sales, which eventually narrows down to a few conversions. The result- Wasted time and resources spent on catching the right fish. But how do you measure campaign success? What are the ABM benchmarks? What is Account-Based Marketing Benchmarks? ABM benchmarks are specific metrics used to evaluate the effectiveness of your ABM strategies. These benchmarks are essential for aligning marketing and sales efforts, optimizing campaigns, and ensuring efficient resource allocation. By focusing on high-value accounts, ABM benchmarks enable marketers to deliver personalized experiences that resonate with target customers, leading to higher conversion rates and increased revenue. What do you achieve with ABM campaigns? Setting Account-Based Marketing Goals To ensure the success of your ABM strategy, it is essential to set clear, measurable goals. Effective ABM tactics typically include: Must Read: Boost ROI with Types of Account-Based Marketing: A Targeted Approach Key Metrics for ABM Success Monitoring the right metrics is essential for evaluating and refining ABM strategies. Here are the key ABM benchmarks every B2B marketer should track: 1. Total Addressable Market (TAM): This metric is the fundamental multiplication math; it’s calculated by multiplying your average sales price by the number of potential customers. It provides a clear estimate of the size of the opportunity and helps in identifying growth targets. 2. Influenced Pipeline: Measures the impact of your ABM efforts on your sales pipeline. It basically enables you to track the buyer behavior of both known and unknown buyers from the target account, differentiating it from traditional demand generation efforts that focus on a broader audience. This can be assessed by tracking activities such as forms filled, content downloads, and other engagements. 3. Content Engagement Rate by Specific Accounts: Engagement metrics help you discover which content works and which does not. This includes tracking metrics like time spent on content, email open rates, click-through rates, and social media interactions. By analyzing engagement alongside ABM intent data, you can gain a deeper understanding of how your content resonates with specific target accounts. 4. Conversion/Win Rate: This straig htforward metric measures how well your content works by calculating the percentage of successful conversions out of the total number of interactions with engaged accounts. 5. Account Value or Annual Contract Value (ACV): Evaluates the average revenue generated from target accounts annually. It helps in understanding the financial impact of your ABM efforts. 6. Customer Lifetime Value (CLV): CLV measures the total revenue generated by a customer throughout their relationship with your company. It helps in assessing the long-term value of target accounts and the success of your ABM efforts in nurturing customer relationships. 7. Customer Acquisition Cost (CAC): Measures the cost incurred to acquire a new customer. It is a key indicator of the efficiency and cost-effectiveness of your ABM efforts. Must Read: Top 5 ABM Trends For B2B Marketers – A Pathway For Future Take the Next Step How do you implement these metrics in practice? Here’s a step-by-step approach to executing your sales and marketing strategy to boost your revenue. Establish Foundation Elements: Set up essential components like systems, data, processes, content, analytics, and alignment with your Ideal Customer Profile (ICP). Foster Collaborative Efforts: Ensure that marketing and sales teams work together, develop joint processes, and agree on ABM key performance indicators (KPIs). This alignment helps both teams work towards common goals, creating a more cohesive and effective strategy. Maintain Clear Communication: Create personalized messaging for your target audiences. Use engaging formats like headings, subheadings, and bullet points to enhance readability and ensure your messages resonate with different audience segments. Implement a Consistent Structure: Break down your content into smaller, manageable paragraphs and maintain a consistent structure across all sections. This approach helps avoid monotony and keeps your audience engaged throughout your communications. Key Takeaway: Incorporating these metrics into your ABM campaign requires tailoring them to your specific needs. Continuous monitoring is essential for making necessary adjustments and eliminating ineffective ones. With the right ABM benchmarks in place, your marketing efforts can become more focused, efficient, and successful. If you aim to boost your ROI through ABM, we are here to assist you every step of the way!

Demand Generation vs Inbound Marketing: Marketers Must-Know

Posted on April 24, 2024May 6, 2024 By Vikas Bhatt

Among marketers, few topics spark as much debate as the comparison between demand generation and inbound marketing. But what truly sets them apart? In the demand generation, marketers use a mix of active strategies (webinars, email marketing, paid ads) and passive strategies (content marketing, SEO, podcasting, social media marketing) to capture prospects’ interest in making a purchase. Conversely, inbound marketing predominantly relies on passive techniques to draw in potential leads. So, what’s the best way forward? The answer lies in understanding their respective strengths and how they complement each other within your marketing plan. But before we dive into that, let’s break down each in detail. Must Read: 5 Common B2B Demand Generation Pitfalls to Avoid What is Demand Generation? Demand generation includes strategic efforts focused on building market awareness, igniting interest, and driving demand for your products or services. It’s a continuous process focused on reaching and engaging potential buyers outside of your existing market. In essence, demand generation involves actively shaping market perceptions and generating excitement about what you offer. Key demand generation marketing tactics include: But how do you measure the success of inbound marketing efforts? Here are some metrics to consider: Benefits of Demand Generation: Increased Qualified Leads: By creating widespread awareness and interest, demand generation activities attract a larger pool of potential customers, ultimately leading to more qualified leads entering your sales funnel. Enhanced Brand Recognition: Effective demand generation strategies elevate your brand profile, positioning you as a thought leader and a trusted resource within your industry. Improved Sales Pipeline: A steady flow of qualified leads translates into a robust sales pipeline, empowering your sales team to focus on closing deals. What is Inbound Marketing? Inbound Marketing, on the other hand, focuses on attracting potential customers through valuable content and building trust. It’s akin to setting up a magnet – where compelling content pulls in ideal customers towards your business. Popular tactics for inbound marketing include: So, how do you measure the success of inbound marketing efforts? Here are some key metrics to consider: Must Read: 9 Demand Generation Books Every Marketing Expert Should Read Benefits of Inbound Marketing: Cost-Effective: Inbound marketing leverages organic strategies like SEO and content marketing, offering a cost-effective way to attract leads compared to traditional outbound advertising. Targeted Audience: By creating targeted content aligned with your ideal customer’s interests and pain points, you attract a more qualified audience, increasing the conversion rate. Nurturing Leads: Inbound marketing allows you to nurture leads through the buyer’s journey by providing valuable information and resources, building trust, and ultimately guiding them towards conversion. Must Read: How to Qualify Inbound Leads? Key Differences between Demand Generation and Inbound Marketing: Here’s a table summarizing the key differences between Demand Generation and Inbound Marketing: Using Demand Generation and Inbound Marketing Together While they have distinct approaches, demand generation and inbound marketing are not mutually exclusive. In fact, they work best when integrated into your marketing strategy. Demand Generation paves the way: By creating initial brand awareness and interest, demand generation activities attract potential customers who are then receptive to the valuable content offered through inbound marketing. Inbound Marketing nurtures leads: Once potential customers are drawn in by compelling content, inbound marketing tactics nurture them through the buyer’s journey, building trust and guiding them towards conversion. Marketing Automation streamlines the process: Marketing automation tools can be leveraged to personalize the buyer’s journey and seamlessly integrate demand generation and inbound marketing efforts. While knowing the right strategies is crucial, but their effectiveness relies on their alignment with the appropriate stages of the marketing funnel. Let’s learn how: Where do Demand Generation and Inbound Marketing Fit in the Marketing Funnel? Top of the Funnel (Awareness): Demand generation strategies such as webinars, industry events, and PR campaigns are primarily aimed at this stage. They help create brand awareness and generate interest among potential customers. Middle of the Funnel (Consideration): Inbound marketing tactics, including SEO, social media marketing, and content marketing (such as blog posts, e-books, and whitepapers), play a crucial role here. These strategies attract qualified leads and provide them with valuable information to help them consider your solutions. Bottom of the Funnel (Decision): Both demand generation and inbound marketing contribute to conversion at this stage. Targeted email campaigns and personalized demos can be effective in nudging leads towards making a purchase decision. In a nutshell, integrate both approaches! Leverage demand generation to create a buzz and attract potential customers, then nurture them with high-quality content and targeted messaging through inbound marketing. Must Read: Account Based Marketing An Important Aspect of Demand Generation Channel Only B2B Takeaway: Modern Demand Generation and Inbound Marketing By understanding the unique strengths of demand generation and inbound marketing, you can craft a winning marketing strategy that attracts qualified leads, strengthens your brand image, and ultimately fuels your sales pipeline. Remember: Focus on synergy: Don’t view these as competing forces, but rather as complementary strategies that work best when combined. Measure and adapt: Continuously monitor your marketing performance and adapt your approach based on data and results. Embrace the future: Stay informed about emerging marketing trends like marketing automation, artificial intelligence, and personalized content experiences. By implementing these insights, you can position your business for long-term success in today’s dynamic marketing landscape. Looking for even more personalized guidance? Contact us to discuss your specific B2B marketing goals and explore how we can help you achieve them.

6 Powerful Account-Based Marketing KPIs to Track

Posted on March 24, 2024July 3, 2024 By Vikas Bhatt

Account based marketing is gathering attention from many B2B marketers this is for certain, also the demand for it is grabbing an excellent pace. According to a few studies by researchers, 80% marketers says it enhances customer relationship values. New technologies are evolving the game of ABM market. There are lots of latest technologies coming to your knowledge every other day, many adopt, implement, and grab the desired results whereas few remain in the dubious state whether to adopt or not and this makes them left behind the race of marketing and lead generating. These technologies are meant for you to ease your business, identify the audience, advertise to potential customers. But measuring and attributing is not that easy, it requires strong analytics skills and of course a strong mindset to understand the market. Before moving forward with Tracking or measurement points lets know the basic definition of Account Based Marketing. 6 Powerful Account-Based Marketing KPIs to Track If you are reading our blogs scrupulously you must have known that when we talk about ABM, the first thing that catches our minds is Sales and Marketing team collaboration. This aspect plays a very vital role in measurement and optimization, especially when it comes to tracking Account-Based Marketing ROI. By working together, sales and marketing can ensure their efforts are aligned and effectively driving revenue from target accounts. In optimization, the cardinal point is about feedback from the sales team. This feedback is crucial for refining your account-based marketing framework. If you are running an ABM campaign, you should continuously knock on the sales team’s door for feedback. Ask your sales team to monitor the key accounts and report which account has better penetration to uphold your business or goal. You should state your business goals clear and crisp. This will help you decide your metrics to track, depending on whether you pursue an ABM vs demand generation strategy. ABM focuses on nurturing high-value accounts, while demand generation aims at attracting a broader audience. Below mentioned Account-Based Marketing KPIs are the ones which are popular and best to start with, though they vary industry to industry. 1. Marketing Qualified Accounts (MQAs) Try adopting the MQA’s rather MQL’s. The conventional measurements of ABM are obsolete. When we say MQL it identifies single quality lead, whereas, MQA’s refers to the whole account which can be considered to go for sales. MQA’s deliver a comprehensive sketch of the prospective. After you gather the Ideal Customer Profile, it is time to set metrics to qualify the particular account. Do not hesitate to drop the account if it does not fit into your qualification criteria, because pliability is vital in many cases. Must Read: Top 5 ABM Trends For B2B Marketers – A Pathway For Future 2. Engagement Engagement is the much-discussed topic on the internet, still the most nebulous one. This metric should express or quantify the targeted accounts. Clicks on the advertisement or visits on your webpage are the general and effective way to measure your ABM performance. This should not be limited to a single qualified lead (Sales qualified or Marketing qualified) but, across the whole account. There are numerous tools available in the market to measure the ‘Account Score’ this is possible because of revolutions in way of working. You can also take help from such tools to track and analyze engagement ratio. 3. Reach Have you updated your list with the New Contacts? This is an excellent way to measure your ABM campaign. By leveraging ABM intent data, you can further refine your targeting and identify high-value contacts within your target accounts who are exhibiting buying intent. This allows you to observe your success not only by the number of new contacts you develop but also by the increased engagement and sales-readiness of those contacts. This is a useful metric to keep an eye on your campaign. Rather than monitoring the engagement of a person, you can get a magnified view of the whole account. 4. Channel Speed It is indeed important and interesting to observe the sales cycle velocity of Account-Based Marketing strategy to a conventional lead nurturing campaign. A very first point is to track the median time. With targeted messaging, Account Based Marketing should move customers down the conversion funnel. Must Read: Account Based Marketing: A Game Changer Of Marketing World 5. Conversion Rates It is crucial to know which accounts drop into the sales funnel at what stage. Understanding the different types of ABM (strategic, account-based marketing lite, or programmatic) can help you define clear entry points for these accounts. Measuring the conversion time is a tedious task when this visibility is lacking. Hence, set the parameters for each stage of the funnel to get a clearer view of the movements inside the funnel. General tracked goals include target accounts converted as customers, opportunities created, and meetings booked. 6. Evaluate Marketing Influence This lets you know your impact in the market. Your marketing activity, is it influencing your sales? B2B sales are referred to as a tangled topic which can be resolved with a smart sales cycle plan. You should know that there is no single touch-point that will conclude your sales and marketing process. It requires a deep understanding at each stage of the sales and marketing process to influence the results. To evaluate the marketing influence simply bifurcate data on sales which were influenced by marketing and that weren’t. Now time to, analyze, and conclude. Must Read: Top 5 Secrets To Generate Great Revenue With Account Based Marketing Final Words The Account-Based Marketing KPIs mentioned in this blog will help you channelize your business and grow your revenue. But before you dive in, consider exploring account-based marketing content syndication as a potential tactic. By strategically placing your content on platforms frequented by your target accounts, you can increase visibility and engagement, ultimately influencing their buying journey. Remember, the KPIs you choose may vary industry to industry. So, study your company’s specific goals and feel free to create

How to Leverage Intent Data for Personalized B2B Marketing to Achieve Sales Target in 2024?

Posted on February 21, 2024April 29, 2024 By Vikas Bhatt

Gone are the days of B2B marketing campaigns that land with a thud! Forget them! We’re entering a new era where personalization reigns supreme and the key to unlocking its potential lies in a powerful tool: intent data Think of B2B intent data as the secret sauce that unlocks a deeper understanding of your prospects. It goes beyond demographics and past purchases, revealing the “why” behind their actions: their specific needs, motivations, and anxieties. By analyzing factors like: B2B intent data paints a rich contextual picture. This empowers you to craft personalized experiences that feel like they were made just for them. Imagine delivering content that resonates perfectly with their current situation, not just broad topics based on keywords. That’s personalization that packs a punch! What is Intent Data, anyway? Read more: Must Read: The Power of Intent Data in Lead Generation Understanding Intent Data in b2b marketing Think of intent data as the crystal ball of B2B marketing. It goes beyond demographics and past purchases to reveal your prospects’ active interest in specific products, services, or solutions. By analyzing online behavior (website visits, search queries, social media engagement), intent data platforms paint a picture of who’s actively considering a purchase and what type of solution they’re looking for. If your organization is not investing in B2B intent data, then you are falling behind. Traditional marketing data: not a good idea. It is like filling your car with the wrong fuel. Sure, it might get you moving, but it won’t take you far and could even damage your engine. Relying solely on demographics or past purchases misses the key ingredient: active buying intent. Remember, intent data isn’t just about getting you started; it’s about getting you there efficiently and effectively. Don’t stall your B2B marketing efforts. Use intent data to avoid the wrong fuel trap and reach your destination. Let’s delve deep into Intent Data in Personalized B2B Marketing. Must Read: First-Party, Second-Party, Third-Party Intent Data: Diving into Notable Differences Diving Deeper: Types of Intent Signals in B2B Now, intent data isn’t a one-size-fits-all solution. There are two main types to understand: 1. Explicit Intent: This is like your prospect shouting their needs from the rooftops. Think of things like downloading white papers, requesting demos, or attending webinars related to your offerings. It’s a clear signal of active interest and purchase intent. 2. Implicit Intent: This is where things get interesting. By analyzing browsing behavior, keyword searches, and even social media interactions, intent data platforms can infer potential interest even if prospects haven’t explicitly expressed it. It’s like reading between the lines of their digital footprint. So, how can this magical data transform your B2B marketing? Must Read: 10 Key Game-Changing Benefits of Intent Data How to leverage Intent Signals to Tailor your Marketing Strategies Here are just a few ways: 1. Laser-Targeted Campaigns: Tailor targeted campaigns that highlight your unique value proposition and win them over before they even consider your competitors. 2. Boost Lead Quality: Identify prospects with genuine buying intent, maximizing your ROI and saving you valuable time and resources. 3. Hyper-Personalized Content: Use intent data to understand your audience’s specific needs and challenges, then craft targeted content that speaks directly to them. 4. Streamlined Sales Process: Equip your sales team with valuable insights into prospects that allow them to tailor their outreach, shorten sales cycles, and close deals faster. But wait, there’s more! In today’s privacy-conscious world, ethical data practices are crucial. Techniques like federated learning, differential privacy, and anonymization allow you to personalize effectively without compromising sensitive information. Building trust and fostering long-term relationships? Check and check. Want to go beyond basic personalization? Buckle up for hyper-personalization! Must Read: How to Collect B2B Intent Data Connecting Intent Data with B2B Hyper Personalization for customized marketing strategy Hyper personalization takes things to the next level, tailoring experiences not just to individuals, but to micro-segments or even individual interactions. Imagine AI dynamically adjusting content, offers, and recommendations based on real-time analysis. It’s like having a tiny marketing genie in your pocket, whispering the perfect message at the perfect moment. The technical hurdles are real, but the potential for creating truly unique and engaging experiences is mind-blowing. And let’s not forget about data. The more data you have, the richer your understanding of intent becomes. Integrating multimodal data from sources like text, voice, video, and sensor data paints an even more vivid picture. No longer are you limited to just what users say – you can analyze their tone of voice, facial expressions, and even surroundings. Imagine personalizing content not just based on search terms, but on the user’s emotional state. Now that’s some next-level marketing magic! But intent data alone isn’t the silver bullet. Remember, it’s a powerful tool that needs to be wielded strategically. Must Read: Virtual Prospecting with Intent Data Practical strategies for Aligning Intent Data with Targeted Personalization Here are some key takeaways: Match the provider to your needs: Different providers cater to different use cases. Choose the one that aligns best with your specific marketing and sales goals. Don’t be afraid to mix it up: Combining data from multiple providers can give you a more comprehensive view of your audience. Think beyond the basics: Use intent data for pipeline acceleration, customer retention, and other areas beyond just initial outreach. Tackle the challenges: Identifying decision-makers within target accounts can be tricky. Develop clear strategies to overcome this hurdle. Measure your impact: Track how intent data investments affect your B2B revenue to see the true value they bring. Must Read: How to Leverage Intent Data for Sales? Decoding B2B Intent Data Integration Techniques In the martech landscape, data reigns supreme. But while traditional data provides valuable insights, it often misses the crucial piece of the puzzle: active buying intent. Enter B2B intent data, the game-changer that reveals prospects actively researching solutions like yours. However, unlocking its true potential requires seamless integration with your existing martech stack. Let’s explore the techniques and tools to effectively

10 Key Game-Changing Benefits of Intent Data for Effective Marketing Strategies in 2024!

Posted on February 2, 2024September 27, 2024 By Vikas Bhatt

“Imagine knowing exactly who is interested in your product before they even raise their hand. That’s the power of intent data.” – Mary Meeker, Partner at Kleiner Perkins With the ocean of customer data at your fingertips, identifying the right buying intent aligning your business offerings is critical to driving sales. Understanding the benefits of intent data and diving deeper into customer behavior at each step of their journey helps you optimize your marketing strategies. This optimization not only increases customer engagement but also contributes to generating more revenue for your business. But how do you figure out what your consumers want or need? How do you get in touch with them at the right time with the right message? This is where the intent data comes into the picture. Must Read: Advantages of Intent Data in B2B Marketing Intent data refers to information collected during the buyer’s online activity to determine- • Who are the potential customers? • What are they interested in? • What is the buying probability? This article explains the intent data and why it is crucial to include it to hit your sales goal in 2024. Let’s get on: 10 Key Game-Changing Benefits of Intent Data for Effective Marketing Strategies in 2024! What is intent data and why is it important? Think of intent data as your secret weapon, giving you unprecedented insight into the minds of your ideal customers (or rather, their online searches and website visits). It goes beyond demographics and buying behavior; it identifies people who are actively looking for solutions like yours before they even raise their hands. But how do you cut through the noise and reach the right decision-maker at the right time? Enter the world of B2B intent data, a tool that will revolutionize the way you generate leads in 2024. Must Read: Predictive Intent Marketing Unleashing the transformative power of intent data trends 2024 and beyond: In 2023, AI played a key role in transforming content generation, changing the business standards overnight to sustain breakthrough competition. With the advent of cutting-edge technology – digital information is the lynchpin to staying ahead in business. Here is how the intent data will play out in 2024: Data-driven decision-making: Forrester predicts that the intent data market will reach $1.5 billion (about $5 per person in theUS) (about $5 per person in the US) by 2025. There is no arguing that actionable data drives business success. And that’s why most companies are focusing on creating the next generation of data professionals. Given the tangible benefits- emphasis will be on deeper data sets and metrics directly correlated to pipeline success, rather than superficial awareness statistics. Hyper personalization: Using intent data, B2B companies can personalize content and messaging to specific buyer needs, leading to a 5x increase in engagement- according to Forrester. Personalization will play a pivotal role in standing out amid vast content. Deep personalization, utilizing audience behavioral data, will target relevant audiences more effectively. Evolution of Email Effectiveness: Email’s effectiveness in B2B channels is diminishing due to privacy changes impacting open rates. Marketers will rely on intent data to provide personalized experiences and prioritize lead generation, demand, and account-based marketing. Must Read: How to Collect B2B Intent Data? Now let’s delve into the benefits: Benefits of the Intent data in marketing strategy: 1. Laser-Targeted Prospecting: Imagine your salesman knows exactly when a potential customer is actively researching solutions like yours. With the help of intent data – you can now target prospects with pinpoint accuracy based on their real-time buying intent. The Demand Generation report says that- 70% of B2B buyers consume at least 5 pieces of content before making a purchase decision. 2. Prioritize Leads Do you know? Intent data can help identify leads that are 7x more likely to convert. –Sirius Decisions Intent data helps you identify high-value prospects who are most likely to convert– allowing you to prioritize your outreach efforts and maximize your ROI. You can utilize B2B intent analytics and lead scoring to prioritize the lead that is most likely to convert. Plus, intent data, enhanced by B2B buyer intent data tools, provides insight into customer behavior, to craft the tailored marketing campaign. Must Read: Win B2B Event Marketing With Intent Data 3. Craft Content with a Purpose: Companies that prioritize purposeful content achieve 5x higher brand awareness and 3x higher lead generation. (CMI, 2022).Imagine the engagement you’ll generate when your content feels like it was written just for them! Gone are the days, of guessing what content resonates and what does not. Intent data reveals the specific topics and pain points your target audience is actively searching for. With this, you can create hyper-relevant content that directly addresses their needs and challenges. 4. Personalization Powerhouse: In today’s crowded B2B landscape, personalization is no longer a luxury, it’s a necessity. Intent data fuels deep personalization, allowing you to tailor your outreach and content based on individual buyer behavior and interests. Result- you create personalized emails, landing pages, and even website experiences that speak directly to each prospect’s unique needs. Must Read: Driving Growth with B2B Purchase Intent Data: Unlocking the Power of Buyer Insights 5. Boost Sales & Marketing Alignment: Let’s face it: Sales and marketing working on different data sets leads to — wasted resources, missed opportunities, and internal team friction. Gartner estimates that organizations struggle to capture up to 90% of their customer data due to silos and poor data management. (Gartner, 2023) Data silos are the enemy of success. ABM intent data bridges the gap between sales and marketing, providing both teams with a shared understanding of buyer intent. Sales reps can identify leads who are actively researching solutions and are ready to engage, while marketing can adjust campaigns to nurture prospects at the right stage of the buyer’s journey. In the age of accountability, every marketing dollar needs to count. Intent data helps you demonstrate the tangible impact of your campaigns by showing which content is driving the most high-value leads,

5 Effective Ways To Generate Leads Via Telemarketing

Posted on January 22, 2024March 8, 2024 By Vikas Bhatt

Telemarketing must always be an indispensable part of your marketing strategy, especially for telemarketing lead generation. When it comes to generating B2B leads, there are numerous ways to guarantee efficient contact generation. However, if you are looking to exponentially increase your business sales, then telemarketing should be your foremost choice. Telemarketing is a time-tested marketing medium that delivers diverse functions. Telemarketing lead generation service providers offer a personalized touch to their dealings. They also perform a host of other significant functions. Major functions (included but not limited to) are as follows- Outbound and Inbound Lead Generation Lead generation can be further broken down into- Outbound lead generation refers to reaching out to your prospect via direct mail or telemarketing. In this case it’s you, not the prospect, who selects the time and place of the interaction – hence the term ‘interruption marketing’. Inbound lead generation, on the other hand, is the creation of content and campaigns (LinkedIn marketing, or any strategy) that draws in website visitors and converts them into leads. This is achieved by making your brand/business more discoverable online, in search engines and social media platforms. Here, the key lies in how you qualify these inbound leads to ensure they are a good fit for your offerings. In this scenario, you allow your buyers to control the time and place (channel) of the engagement and the exchange of information – choosing to do it or not. The best technique is to use a blend of both types of marketing strategies, and the key to success here is finding the perfect balance for both your brand. The key benefits of Telemarketing Lead Generation What makes it so effective? 1. Telemarketers can bring around qualified leads (Marketing qualified or Sales qualified) which increase sales, as they will be directly involved in a conversation with the potential prospect. 2. Telemarketing helps you shoot timely reminders for major appointments/ meetings, pushing the prospects to be there at the appointed time, and also take notice of your brand. This goes a long way in designing your brand value. This gives you the authority to take their responses instantly and adjust your approach accordingly. 3. Top providers of telemarketing lead generation services just don’t make calls for lead generation; they also help you make optimum use of your database and resources. You can thus build sustained relationships more creatively and efficiently. You can use these relationships to provide good referrals for future projects and grow rapidly. 5 Successful Hacks for Telemarketing Lead Generation A great strategy and Selecting The Right B2B Telemarketing Vendor is crucial to succeeding in your telemarketing campaign. Without one, even the best campaigns can fail. Let’s discover 5 great ways to do so. 1. An updated database Sure, a list is important. But an updated list helps you target your client/audience better. It also ensures you focus on the quality and don’t waste your time and resources in contacting people that will no longer be useful to you. An adequate and accurate list increases your chances of success. Telemarketing agencies claim to roughly make 300-500 calls in a day. Even if your list is updated not all your ‘contact people’ will be on their desk to answer your call. The conversion percentage is somewhere between 5%-10%. Making an abundance of calls in a day increases your chances for higher conversions and sales. Did you know? 2. Create a stellar script A compelling opening is inviting. It’s important to build a rapport with your prospect. When it comes to following your script- be more natural and less rigid. When conversing with prospects ensure it’s a two-way conversation. Nobody likes being interrogated. A prospect who engages with you is likely to give their nod of approval for receiving a mail or a demo. 3. Always ask for feedback from your sales team Do not just funnel leads to your sales teams. Make it a two-way pipeline, by regularly asking them which kinds of leads are receiving the best results. Your in-house sales team can tell you which leads are genuinely interested to do business. And the assigned outside sales force will tell you loud and clear when they need more or better leads. Engage them for more details. The better you understand their needs, the better you can generate leads. 4. Always follow-up to nurture You must follow up in a way that conveys promptness and relevancy toward your prospect’s needs. Keep in mind when you follow up that you also need to ensure you do so in the manner requested. If they decline a follow-up phone call but ask you to email them then make certain you do so. Teleprospecting is a much more rewarding way to reach out and initiate contact with potential prospects/ clients. By supplying engaging and meaningful conversation, you are also building the bridge to a much longer relationship. In sales, always think about building a bridge and taking another step toward a client/customer relationship. 5. Invest in digital platforms B2B marketers are now open to go beyond traditional B2B marketing by experimenting with social media platforms and guess what? It works! Now is the ideal time to invest in digital marketing, SEO and paid media. LinkedIn is the best platform to connect with industry experts and so is Twitter. You can leverage platforms like Facebook, Instagram, and Pinterest for creating awareness and driving traffic. Did you know? Read more: Coronavirus: A Brief Guide To The Economic Impact These are few guaranteed ways you can leverage to grow your conversions and sales and also stay updated with the telemarketing trends. Share with us what works best with you. OnlyB2B- A name you can trust Your business needs, our expert solutions. Connect with us today! Must Read: Outsourced Vs. In-house Telemarketing – Which is better?

13 Account Based Marketing Tactics To Drive the ABM Process

Posted on January 19, 2024May 14, 2024 By Vikas Bhatt

The reason why marketers look for account based marketing tactics is the fact that they have risked losing some valuable clients in the rush to connect with everyone. It is important to picture your audience, identifying specific contacts and reaching out to them can get you better results. ABM outperforms all other marketing tactics when it comes to ROI when you do ABM well. If you want to implement ABM in your business, follow these 7 tactics to craft around your strategy. Read this article about account based marketing framework to know more about it. Account Based Marketing Tactics For Better ROI 1. Build Customer Marketing Strategy Determine if your marketing strategy is focused on gettbing in new quality leads. Marketers tend to focus more on finding and engaging new prospects when the best source of increasing sales of your business is to work on the existing customers. Retaining your customers can increase your profits by anywhere around 25-95%. What’s more, your probability of converting another lead to a deal be between five percent and 20 percent, though for a current customer that goes up to 60 to 70 percent. Must Read: 6 Content Syndication Networks that will Drive Traffic The initial step to accomplishing pretty much any account based marketing tactics is identifying the particular businesses to target. A portion of your most valuable targets are likewise those most effectively come to and converted because they officially like you, and you as of now have a great deal of information about them. Try not to waste that. 2. Use Lookalike Modeling Notwithstanding turning into a portion of your most valuable targets in an ABM methodology, your customer base is likewise a helpful instrument for helping you identify the best new prompts center around. Here, it’s important to understand the distinction between Account-Based Marketing (ABM) and demand generation. While ABM focuses on a defined set of high-value accounts, demand generation aims to create broader brand awareness and attract a wider pool of potential customers. To perform lookalike modeling, first, analyze your current customers. Which of them are the most valuable to your business? When you have a rundown of top customers, numerous web-based promoting channels will enable you to stack the rundown at that point automatically target comparative audiences for you. For your inside utilizations, you can likewise utilize the rundown to all the more likely characterize which companies to search out based on the principle properties your top customers share for all intents and purpose. You can research companies by components like organization size, industry and number of customers on LinkedIn. 3. Follow And Engage With Target Accounts On Social Media Social media gives marketers direct access to their group of spectators. When you’ve built up a rundown of prime ABM target accounts and pinpointed a portion of the primary contactsd (using their site or LinkedIn), you need to discover all the related accounts you can on Twitter, LinkedIn, and other significant industry platforms. Follow and associate with your target contacts and start focusing on what they state. Your initial step must be tuning in. You need to get comfortable with how your prospects utilize social media before you start interacting all the more straightforwardly. 4. Create Personalized Email Campaigns Email marketing works better when it’s personal. Emails with a personalized subject line get opened 26 percent all the more frequently, and companies that utilization divided records to build importance for their beneficiaries have seen a 760 percent expansion in income from email marketing. Altering your email messaging for the specific beneficiaries is simpler when you know precisely who’s accepting the email, what their job in their organization is, and where they are in the purchaser’s adventure. The majority of that is information you ought to have on your targets in an ABM crusade. Utilize all the research you’ve done to ensure you send the correct messaging to every ABM contact based on the specific concerns and obligations of their activity. What’s more, utilize every one of the information you have on your past cooperation with them to convey the substance and CTAs pertinent to what they’re keen on and where they are in the buying procedure. Must Read: Do’s and don’ts of email marketing 5. Create Personalized Promotions On Social Media Most social media platforms enable you to transfer a rundown of the email tends to you need a particular battle to target. While they normally won’t let you create advertisements that target one specific individual, having the option to tailor promotions to a particular category of people—say, the CMOs of programming companies that utilize 100-200 people—gives you a great deal of capacity to create promotions that address your target group of spectators’ worries. This targeted approach is one of the key benefits of ABM (Account-Based Marketing), allowing you to reach high-value accounts with laser focus and maximize the impact of your marketing efforts. Must Read: Proven Marketing Strategies to Increase Sales Use what you think about the primary target accounts and people on your account based marketing rundown to create promotions that are exceptionally significant to their needs, and utilize the targeting alternatives on social media and PPC platforms to get those advertisements before them. A targeted advertisement can be probably the most ideal approaches to acquaint your business with your target contact just because with information that will be applicable and valuable to them. 6. Strategically Use Retargeting One of the enormous benefits of utilizing PPC marketing is the retargeting highlight. For B2B marketing, you frequently need six to eight touchpoints before a deal. All the account based marketing tactics on this rundown should enable you to accomplish your initial few touchpoints, avoiding common B2B ABM mistakes is crucial to ensure long-term engagement. yet you may very much require some additional suggestions to remain top of the brain for your target contacts until they’re prepared to purchase. Retargeting can work. Google enables you to present advertisements to people who have just visited your site and

Best Account Based Marketing Tactics: Dominate B2B Marketing in 2024

Posted on December 28, 2023March 8, 2024 By Vikas Bhatt

In today’s competitive B2B landscape, businesses are increasingly adopting account-based marketing (ABM) tactics to drive personalized and targeted campaigns. ABM focuses on engaging specific high-value accounts rather than a broader audience. In this blog, we will explore the best winning account-based marketing tactics that can help businesses dominate B2B marketing in 2024. Best B2B Account Based Marketing Tactics in 2024 1. Key Account Selection: The first step in successful B2B ABM is selecting the right key accounts to target. Conduct thorough research and identify accounts that align with your business objectives and have the highest potential for revenue generation. Factors such as company size, industry, and revenue can help in prioritizing the key accounts. 2. Personalized Messaging and Content: ABM thrives on personalized communication. Craft tailored messages and content that resonate with each target account’s specific needs, pain points, and goals. Leverage data and insights to understand their challenges and create value-driven content that addresses their unique requirements. Personalization creates a stronger connection and increases the chances of engagement and conversion. Must Read: MQL to SQL conversion rate 3. Multi-Channel Engagement: Use a multi-channel strategy to communicate with target accounts at several touchpoints to maximize the impact of ABM. Combine email campaigns, social media interactions, personalized website experiences, and offline events to create a comprehensive engagement strategy. Consistent and coordinated messaging across channels ensures a seamless and compelling experience for the target accounts. Must Read: Different Types of ABM 4. Sales and Marketing Alignment: Alignment between sales and marketing teams is crucial for ABM success in 2024. Foster close collaboration and communication between the two departments to ensure a unified approach towards target accounts. Define shared goals, establish clear communication channels, and implement regular feedback loops to exchange insights and refine strategies. This alignment enables a seamless handoff from marketing to sales, resulting in a more efficient and effective ABM strategy. Must Read: Account based marketing framework 5. Account-Based Analytics and Measurement: Measure the effectiveness of your ABM efforts using account-based analytics. Monitor key metrics such as engagement rates, conversions, and revenue generated from target accounts. Leverage advanced analytics tools to gain insights into the performance of specific campaigns, channels, and individual accounts. Continuous measurement and analysis allow for data-driven optimizations and improvements to maximize ROI. Must Read: Measuring the ROI of Your Account based marketing Strategy : Key Metrics to Track for Success 6. Emerging Trends and Future Outlook: Stay updated with emerging trends in ABM to stay ahead of the competition. Technologies like AI and machine learning are transforming the ABM landscape, enabling advanced personalization, predictive analytics, and automation. Stay abreast of industry developments and explore innovative tactics in 2024 such as intent data, hyper-personalization, and ABM orchestration platforms to further enhance your ABM strategy. Wrapping up: In 2024, account-based marketing tactics will continue to be a dominant force in B2B marketing. By carefully selecting key accounts, delivering personalized messaging and content, implementing a multi-channel engagement strategy, aligning sales and marketing efforts, leveraging account-based analytics, and staying updated with emerging trends, businesses can maximize their ABM success. Embracing these tactics will enable businesses to dominate the B2B marketing landscape and drive significant growth in the coming years.

How to Use Account-Based Marketing to Build a List of B2B Decision-Makers?

Posted on November 20, 2023November 30, 2023 By Vikas Bhatt

Introduction In the realm of B2B marketing, precision is paramount. Account-Based Marketing (ABM) has emerged as a powerhouse strategy for crafting tailored engagements with key decision-makers. Unlike traditional methods, ABM allows businesses to focus on personalized outreach, ensuring a higher chance of success by engaging with specific, high-value target accounts. Understanding Account-Based Marketing for Lead Generation ABM is a strategic approach that involves aligning marketing efforts with sales goals, targeting select accounts rather than broad demographics. Research from Alterra Group found that 97% of marketers achieved a higher ROI with ABM than with other marketing initiatives. This approach emphasizes personalized interactions, ensuring a deeper connection with decision-makers within target accounts. Identifying Target Accounts in B2B The foundation of successful ABM lies in identifying the right accounts. Collaborating closely with sales teams, marketing professionals can define Ideal Customer Profiles (ICPs) and buyer personas. According to a study by TOPO, 80% of marketers surveyed said that ABM significantly outperformed other marketing initiatives when it comes to ROI. Must Read: How to use your B2B list to generate leads and sales Reaching Target Accounts Using Account-Based Marketing Once target accounts are identified, tailored campaigns become crucial. These campaigns may involve crafting personalized content, utilizing multiple communication channels, and orchestrating experiences to resonate with the needs of decision-makers. Research by ITSMA discovered that 85% of marketers who measured ROI described ABM as delivering higher returns than any other marketing approach. Tools and Technologies for Account-Based Marketing ABM is bolstered by a range of tools and technologies. These include Customer Relationship Management (CRM) systems, marketing automation platforms, data analytics tools, and account-based advertising platforms. The implementation of such tools has led to a reported 91% increase in average deal size for companies using ABM, according to a study by Sirius Decisions. Must Read: Automating B2B List Building: Tools and Techniques for Streamlined Lead Generation Best Practices for Engaging B2B Decision-Makers Effective engagement with B2B decision-makers via ABM involves several best practices: Read this insightful article about How to Get Appointments with Descision-Makers? Measuring and Evaluating ABM Success Measuring the success of ABM efforts is crucial for refinement and optimization. Metrics like engagement rates, conversion rates, pipeline velocity, and customer lifetime value offer insights into the effectiveness of ABM campaigns. A study by Marketing Professionals and the Content Marketing Institute revealed that 87% of B2B marketers agreed that ABM generates a higher ROI than other marketing activities. Must Read: Different types of ABM Conclusion Account-Based Marketing revolutionizes B2B lead generation by focusing efforts on personalized engagements with high-value accounts and decision-makers. By leveraging personalized strategies, targeted outreach, and cutting-edge technologies, businesses can not only build a quality B2B decision-maker list but also foster enduring relationships that drive conversions and long-term business growth. In conclusion, ABM has proven to be a transformative force in B2B marketing, emphasizing tailored engagements that resonate with decision-makers, leading to increased conversion rates, higher ROI, and strengthened partnerships.

Account Based Marketing Benefits: Why ABM Is Important In Marketing

Posted on November 12, 2023March 11, 2024 By Vikas Bhatt

B2B marketers are planning to increase their budget for account based marketing next year along with investing in educating their teams about it One of the ABM benefits is 97% businesses achieved “somewhat higher” or “much higher” ROI with account based marketing businesses found account based marketing “provided significant benefits to retaining and expanding existing client relationships” and 65% achieved “significant benefits to attracting new clients“ Must Read: 5 ABM Mistakes You Cannot Afford to Commit What is Account Based marketing? Instead of identifying the target companies at the end (like in the traditional sales funnel), account based marketing aims to create a list of targeted companies first. This targeted approach is a key differentiator when compared to demand generation, which focuses on broader audience outreach to generate a larger pool of leads. The businesses you identify as your targets are referred to as accounts (they are not individuals, remember that!). . Once that is done, the relevant teams create marketing collaterals that address your target accounts’ specific needs and challenges. ABM content syndication can be a powerful strategy to ensure this content reaches the right decision-makers within those accounts. By placing your content on relevant industry publications or partner websites frequented by your target audience, you can significantly increase brand awareness and nurture trust with high-value prospects. Once that is done, the relevant teams create marketing collaterals which aim at alleviating the pain points your target buyers might have. The buyers start to see you as their problem solver and you start gaining their trust. Now, your team starts promoting it on platforms where your buyers are active. This maximizes your reach. Account-Based Marketing Benefits: The Future of B2B is Here If you think you are too small for marketing, think of the ABM benefits it will have. If you think you are too big and small businesses can’t snatch away your buyers, think again (really!). Remember A very small man can cast a very large shadow You need not have the riches, power, and authority to make an impact on the realm. However, all you need is to help people achieve what they want and you will make it big. In fact, staying on top of the latest ABM Trends can ensure your marketing efforts are effective regardless of company size. ABM Benefits #1 – It aligns marketing and sales team For years, marketing team created collaterals keeping a particular market in mind and sales team focused on engaging customers who they think can buy. Are they aligned? Mostly not. However, ABM focuses on a defined target account and streamlines the efforts made by sales and marketing teams. They speak the same language and represent one brand. To quote Engagio, In traditional demand generation, marketing throws leads over the fence for sales to chase. In ABM there is no fence. The collaboration is close, constant, and totally focused on defined, account-specific objectives. This focus on alignment extends to measurement as well. Tracking the right Account-Based Marketing KPIs becomes crucial to ensure both sales and marketing are working towards achieving the same goals for these high-value accounts. Must Read: The Importance of Account-Based Marketing: Past, Present, and Future ABM Benefits #2 – Efficient and optimized One of the best account based marketing benefits is it helps account managers to handle many more accounts. This reduces the moolah spent on hiring competent resources time and again. You do not have to worry about accounts leaving because your processes are automated. If you lose on a contact, you will get another. As a B2B marketer, you will know that your ideal prospects don’t come to you automatically. You need to identify prospects, their activities, buying signals, and nurture prospects effectively. ABM allows you to do just that, and with the right ABM tactics that drive results, you can significantly improve your lead conversion rates and close more deals. Must Read: 3 Ways to Maximize Event ROI with Account-Based Marketing ABM Benefits #3 – Better customer experiences According to Aberdeen, 75% of customers prefer personalized offers. So, instead of creating content and hoping it will appeal to everyone, ABM aims at researching target audience and design campaigns specifically for them. This results in a personalized sales journey for each potential buyer. Explore these different types of Account Based Marketing. ABM Benefits #4 – Increased ROI: A 2014 ITSMA survey showed ABM is targeted, accurate and personalized which makes it easier to calculate the ROI. Must Read: Measuring the ROI of Your Account based marketing Strategy : Key Metrics to Track for Success ABM Benefits #5 – Goal-setting and analytics are easier Considering ABM is targeted, the number of accounts you are analyzing is small making it easier to draw conclusions and compare results. In B2B marketing, if you lose a customer you lose them forever but with ABM strategy you have the advantage of knowing the needs of your target audience and that can help you win the B2B war So, Are you going to be one who wants to rule the seven kingdoms and sit on the iron throne? We hope, yes. If not, those three deadly words as they say in Winterfell will haunt you. ABM is coming!

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