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  • Effective Measurement of ABM Depends on These Four Steps

    Article

    CONTENT TYPE: Article | TOPIC: Account-Based Marketing

    Before you can even start to measure the success of your ABM efforts, you've got to make sure four critical foundational components are in place. Here they are, along with how to set them up.

  • The Optimal Sales Cadence: Frequency and Duration Benchmarks

    Chart

    CONTENT TYPE: Chart | TOPIC: Demand Generation

    How many times should salespeople contact prospects? How long should outreach last? What is the optimal spacing between contact attempts? How quickly should sales reps respond to prospects?

  • Scale and Precision for Your ABM Strategy

    Sponsored Webinar

    CONTENT TYPE: Sponsored Webinar | TOPIC: Account-Based Marketing

    2019 is here. Are you ready to get serious about (and get serious results from) your Account-Based Marketing strategy? Getting super granular with specific KPIs may feel like splitting hairs, but precision is key. Sponsored by Demandbase.

  • 10 Steps to Set Up Your ABM Program, and 10 Mistakes to Avoid

    Article

    CONTENT TYPE: Article | TOPIC: Account-Based Marketing

    Close alignment and cooperation between Sales and Marketing is key to a successful account-based marketing program. Here's how you can set up your ABM program for success and avoid common mistakes.

  • Defining Your ABM Pilot Campaign

    Webinar

    CONTENT TYPE: Webinar | TOPIC: Account-Based Marketing

    ABM campaigns can boost your marketing efforts—but if you've never put one together, it's hard to know where to start. We'll show you how to deploy ABM campaigns successfully while maintaining your sanity.

  • Four Questions to Answer Before Jumping on the ABM Bandwagon

    Sponsored Article

    CONTENT TYPE: Sponsored Article | TOPIC: Account-Based Marketing

    Yes, account-based marketing can be an effective way to convert your B2B audience, but make sure you have a strong foundation before your start. Here's what to look for.

  • Convert Your ABM Targets With Personalized Content

    Sponsored Webinar

    CONTENT TYPE: Sponsored Webinar | TOPIC: Account-Based Marketing

    Account-based marketing is more than just sending emails to a targeted list. Once a prospect is aware of your brand, how you delight them with personalized content will determine your success in conversion. Want to see a real-life example of how that can be done well? Sponsored by Uberflip.

  • Flip It, Turn It, 'Bop It!' The Traditional Marketing/Sales Funnel Is Out, So What Really Works?

    Article

    CONTENT TYPE: Article | TOPIC: Demand Generation

    The traditional marketing and sales funnel doesn't reflect how most B2B sales works these days--how buyers behave and how purchasing decisions are made. Here's how to win in the new environment.

  • Six Things Stalling Your Account-Based Marketing Strategy, and How to Fix Them

    Article

    CONTENT TYPE: Article | TOPIC: Account-Based Marketing

    Account-based marketing isn't new, but many marketers still run into issues with implementation and performance. Here are six common ABM problems--and their solutions.

  • Why ABM Isn't Working (And How to Fix It)

    Sponsored Article

    CONTENT TYPE: Sponsored Article | TOPIC: Account-Based Marketing

    Account-based marketing may seem like a panacea, but the reality is that marketers often don't trust their own data—which makes your ABM program ineffective. These three steps can make your data more usable.

  • Lead Management Process for ABM Is Not What You Think It Is: Six Key Differences

    Article

    CONTENT TYPE: Article | TOPIC: Account-Based Marketing

    Your new ABM program will need a new lead management process: The parts may be similar to your current process, but they work differently for ABM.

  • The State of B2B Marketing Data Quality in 2018

    Chart

    CONTENT TYPE: Chart | TOPIC: Demand Generation

    B2B marketers increasingly believe data quality is key to successful campaigns but nearly half are not confident in the quality of their own data, according to recent research from Dun & Bradstreet.

  • How to Succeed With ABM

    Sponsored Webinar

    CONTENT TYPE: Sponsored Webinar | TOPIC: Account-Based Marketing

    Account-Based Marketing: it may be a strategy with a long history, but today's campaigns are more sophisticated than ever. Persistent identification—connecting people to accounts throughout the customer journey so you know who to target and when—is your key to success. Sponsored by Dun & Bradstreet.

  • Your Three-Step Approach to Account-Based Marketing Success

    Article

    CONTENT TYPE: Article | TOPIC: Account-Based Marketing

    ABM is not a new strategy by any means, but more and more B2B marketers are embracing it, in part because they're dissatisfied with their current lead generation programs. But don't get tangled up in the hype; success relies on a careful approach.

  • How to Ensure ABM Success via Organizational Structure

    Article

    CONTENT TYPE: Article | TOPIC: Account-Based Marketing

    Many marketing organizations lack the organizational structure to energize and optimize an ABM strategy and program. In some ways, Marketing's traditional org chart may actually hinder ABM success.

  • The Secret to ABM Success: How to Use Private Investigator Skills to Build a Winning Program

    Article

    CONTENT TYPE: Article | TOPIC: Account-Based Marketing

    Pull out your magnifying glass and read on to learn how to dig up clues about accounts and create a winning ABM program.

  • 30 Must-Know B2B Sales Prospecting Stats [Infographic]

    Chart

    CONTENT TYPE: Chart | TOPIC: Account-Based Marketing

    How do B2B buyers like to be contacted by salespeople? Which types of vendor content tend to capture attention best? When should B2B salespeople engage with potential buyers?

  • ABM, Martech Trends, and the Importance of Data Hygiene: DiscoverOrg's Katie Bullard on Marketing Smarts [Podcast]

    Podcast

    CONTENT TYPE: Podcast | TOPIC: Account-Based Marketing

    Katie Bullard, president at sales and marketing intelligence company DiscoverOrg, discusses account-based marketing, marketing technology, and the critical importance of cleaning your data.

  • Purchasing Buyer-Intent Data: A Marketer's Primer

    Article

    CONTENT TYPE: Article | TOPIC: Demand Generation

    If you had sonar that could pinpoint great B2B leads for you, you'd use it, right? That's what buyer intent data can do for your lead generation efforts, putting you far ahead of the competition.

  • The Secret to Account-Based Marketing Success

    Article

    CONTENT TYPE: Article | TOPIC: Account-Based Marketing

    ABM does take time and effort, but the results can be extremely rewarding. These five steps (and one bonus tip) will walk you through how to set up your ABM program for success.