Capitalizing on Customers’ Signals

Steve Eror

Key Takeaways If you only use targeted marketing, you are missing large parts of your total addressable market. Targeted marketing is a tool to use alongside your general marketing cadences. Using a customer’s behavior signals to enhance MQL’s into highly qualified leads help increase close rates exponentially. Warm leads are not highly qualified leads –…

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Understanding the Dark Funnel: Aligning With The Way People Buy

David Dulany

Key Takeaways Insights for what it takes to grow pipeline and revenue in SaaS companies. Previously, salespeople shared what a product does and then people make a decision. Now, buyers already have done their research and a salesperson’s job is to assure that a product can meet all of their needs. Often, potential customers have…

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Taking Ownership of Go-To-Marketing Planning

Sangram Vajre

Key Takeaways The entire leadership should own the GTM motion – it is not just a sales or marketing strategy. GTM strategies are iterative and dynamic; you cannot simply ‘set it and forget it’. Successful companies need to have RevOps leaders, with clear visions and understanding of the company’s health, data, and strategy. The importance…

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The Science of Segmentation Using Your B2B Data

Mariah West

Key Takeaways There is so much importance in segmenting during your business’s marketing planning. Data segmentation needs to be recognized as a fluid tool, as people change on a continuous basis. To create a data segmentation, begin with an audit of your zero-party data. You will then combine it with your first-party data. Surveys are…

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How To Avoid Messaging Mistakes At Scale

Dan Baird

Key Takeaways Personality and product enrichment drives 50% more customer acquisition. If you are writing content based off of AI-assisted personalization, the ‘personalization’ is likely being used by others and therefore no longer feels ‘personal’. AI-assisted messaging should be used to change what you say based on where they are in the funnel and their…

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4 Tips to Improve Field Event ROI

Zach Barney

Key Takeaways It takes an average of 11 days to get a lead from an in-person event back to a sales rep to make their first call. Badge scanners don’t work! They don’t integrate with your CRM, people put in bad information, and are extremely expensive for a low ROI. The money is made after…

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Your B2B Customer Journey From Upper Funnel to Lead

Julianne Martin

Key Takeaways A high-level review of programmatic ecosystems like Above the Fold to create multi-channel ad strategies. How to create custom user journey’s based on your customer’s persona using Signals. By using different channels, you can help foster the upper funnel and then use retargeting ads to help customers through the funnel. The unique strategies…

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An Introduction to Revenue Marketing Analytics

Tracy Kraft

Key Takeaways Steps that are required for creating a successful Marketing Technology Strategy. Track everything, so that you can better understand what is working (or not working). When analyzing data, focus on the growth indicators for the company, campaigns, and channels. Data results must clearly communicate your desired outcomes to your audience in order to…

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Engagement Strategies to Keep Your Company Top-Of-Mind

Joel Primack

Key Takeaways Data metrics are the first step to successfully building a community-based cadence. Understanding your data helps you understand why people are interacting with your community and allows you to plan accordingly. Diving into the pros and cons of using NPS-styled scoring as your ‘north star’. Creating engagement pods on specific topics helps give…

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Using Conversational Surveys as a Lead Into Accounts

Jonathan Kennedy

Key Takeaways The importance of good data in any sales and marketing campaigns. ‘Spray and pray’ does not work for marketing anymore. C-suite executives are not the golden goose companies treat them like – they need the correct personal approach to convert. Generic spam is no longer effective. Marketers need to align with the sales…

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