How to Create an Ideal Customer Profile (ICP) to Target the Right Customers
The Ideal Customer Profile (ICP) is used to identify, source, and prioritize your best prospects – but how do you create an accurate ICP in the first place? First, let’s...
[VIDEO] Whiteboard Wednesday: A Formula for ABM Resource Allocation (Katie Bullard)
Today we're going to walk through the four-step formula for deciding how you should allocate your marketing resources towards account-based marketing efforts. It's not the same for every company, and typically it doesn't mean abandoning inbound for ABM. Let's start with the first question: "Do you have a long and complex sales cycle?" This will affect your resource allocation.
7-Step DIY Data Segmentation for Account-Based Marketing
Account-Based Marketing (ABM) always seems like a great idea … until you get into the nitty gritty. When confronted with the details – database management, segmentation, and content creation –...
What Marketers Can Learn from Motherhood (and Vice-Versa)
“I know you really want to play on your iPad right now, so if you can get your room cleaned up in 20 minutes, you’ll have a whole hour of play time before dinner. The longer it takes to get your room picked up, the less time you’ll have to play.” Suddenly the issue is not whether they want to clean their room. The issue is how to clean their room fast enough! Sound familiar?
[INFOGRAPHIC] How to Use Data to Recruit Like a Marketer
Recruiters are going to realize that simply using LinkedIn isn’t enough. (If you’re a recruiter and you’re using LinkedIn - you're looking at the same candidates as 97% of other recruiters.) Successful recruiters incorporate strategies more often associated with sales and marketing, using data to build their books and meet their quota.
How to Use the Tech Stack for Competitive Intelligence
Intent and Opportunity data are hallmarks of sales intelligence, and they’re not part of a standard, raw data offering. Intent data is an interpretation of implied pain points, and it provides a stark advantage against a competitor: timing.
Trade Show Prospecting Toolkit: The Ultimate Collection
A handful of business cards doesn't cut it. To see strong ROI from trade show events, sales reps must align with Marketing well in advance - and create a plan of attack. Check out our Ultimate Trade Show Prospecting Toolkit for the step-by-step techniques that our reps use to get 30-100 warm & hot leads from every event we walk.
[VIDEO] 7x more Demos & 2.5x bigger ACV: The Results of Our Account-Based Everything Experiment
Using the same data and fit criteria - with an ABM approach - we saw 7 TIMES more meetings set in our ABE target group even though both groups engaged with us at the same rate.
How to Build a Data-Driven Marketing Plan for 2018
To further align the marketing and sales departments, include some overlap in the Key Performance Indicators for organization-wide prospecting efforts. Shared goals, such as conversion rates, are a great way to get departments on the same page.