Are you seeing the desired results from your email campaigns? If you answer “no,” you’re not alone. Check and see if you’re missing any of these best practices in your marketing strategy: Create lead nurturing programs, not email marketing. “Email marketing” oftentimes translates to sending one-off emails to customers, when companies want to promote activities […]
Customer retention can be a financial game-changer in your company’s success. Harvard Business Review reports that increasing customer retention rates by 5% can increase profits by at least 25%[i]–with some companies able to nearly double their profits. Most CEOs and marketers alike understand the importance of customer retention. But many mistake a loyalty program as […]
Personalization: It’s on everyone’s mind. How to provide that hyper-personalized experience to show your customers that you know, and can provide them, what they need. While there is a lot of talk as to how to deliver personalized messages effectively and efficiently, there’s a big first step: How do you even figure out what they […]
It’s one thing to understand who to target. It’s another to know what to offer them. Putting relevant offers in front of your prospects and customers is one of the holy grails of effective marketing. Done correctly, marketers can expect to see a sizable increase in campaign conversion rates, not to mention an increase in […]
The explosion of interest in predictive analytics in B2B sales and marketing is long overdue. Making up for lost time, the topic is quickly evolving from a narrow focus on targeting – exemplified by the profusion of companies specializing in lead scoring – to a more expansive view of analytics that includes content personalization. Simply […]
Over the last few years there has been a significant rise in the number of B2B sales and marketing organizations moving from traditional MAP and point-based lead scoring to predictive lead scoring. Many of these early adopters are now two or more years into using predictive lead scoring, and a number of common challenges and […]
Customer buying or “intent” signals have been around for a long time. With an abundance of online information available to potential buyers, it has become seemingly harder for sellers to know when a buyer is interested in their product – and often they find out too late. Fortunately potential buyers leave behind a number of […]
At the end of October our team attended the CEB Sales & Marketing Summit in Las Vegas. Over 1,200 sales and marketing leaders convened for, what we believe to be, the most valuable B2B sales and marketing event of the year. (If you are in this space, you need to get to this conference.) The […]
Predictive customer analytics are becoming a must-have for every enterprise sales and marketing organization. Using “big data” to target the right prospects, with the right message, at the right time and place is critical for success. But too often companies settle for a convenient “point solution,” such as lead scoring, that fails to extend predictive […]
If you are a sales or marketing leader, you likely have two feelings right now… First, you probably feel pretty confident in the opportunity and revenues that are visible to you. Whether it is expected yield from existing campaigns or current forecasted pipelines, there have never been more tools, processes, or information on the opportunities […]
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