When generating your ideal leads, one of the first essential steps is understanding how to target the audience that is ideal for your organization. If you understand who you’re reaching, it’s easier to understand where and how to reach them, and what to offer them once you do.…
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Buyers are often wary of salespeople. Even when they are looking to buy
They don’t want to feel that they are being sold. Happy, empowered customers spend more money over a longer period. And customer retention translates into higher customer lifetime value and increased ROI. You need to think beyond the short-term sale.…
11 Creative Ways to Make Better B2B Sales Calls
How many times have you heard that sales is a numbers game? And if you want to boost your B2B sales results, you need to commit to making more calls? But what happens when you’ve reached your maximum call volume…
Adoption is the Largest Stage of the Customer Lifecycle and the Point
Where they’ll spend most of their time. Essentially, it describes how well your customer uses your product to experience value. That having been said, always remember that product usage is the means to an end. It is the tool to…
Managing B2B Customer Lifecycle Stages
Keeping pace with your customer’s evolving needs and experiences throughout their journey is essential to remaining a part of their plans. The most effective way to follow this progress is to break down the journey into modular B2B customer lifecycle…
Is 2020 the Year Virtual Events Take Off
Most of us are used to attending various types of events in our personal and work lives. Meetups, conferences, trade shows, seminars, classes, mixers, etc. Just about any group gathering could fit the bill. So how do we adapt to…
Account-based Program Success Happens Faster When Sales and Marketing
Align early in the process, and both teams use a “single pane of glass” to see what’s happening in accounts every day so they can coordinate action. A shared RevOps team will have an easier time planning and delivering insights…
Having an Aligned Set of Functions or a Dedicated
Team to deliver them makes it much easier to build an account-based program the right way. See if you agree with these reasons why I believe RevOps makes a difference to each of the key steps in going account-based. Step…
Are Revenue Operations the Secret to Account-Based Success Right Now
We’re hearing that a number of companies are shifting investments from canceled events into account-based efforts. Great news! Of course, we’re biased when it comes to all things account-based here at Engagio, but that’s because we know it works. The…
B2B Content Strategy on the Decline
Content marketing is a critical success factor the game of digital marketing. But according to last year’s research study, only 25% of marketing professionals believe their B2B content marketing strategy is actually effective. The study involved over 150 B2B marketing professionals from a…
How to Define a B2B Lead
There has been much debate among B2B salespeople on what an inbound lead looks like: Is it someone completing a contact form? Downloading a case study? Signing up for your company email newsletter? With inbound leads to your B2B website,…
Now More Than Ever, B2b Companies Must Sharpen Focus
On their value proposition and ability to address rapidly changing pain points. What makes one’s offering and value-added in the context of the current climate? Reflect this value in every element of messaging and outreach. B2B audiences may be experiencing…