Average buying center size in companies with 1.000+ employees consists of over 30 employees . On such a scenario, how should Sales and Marketing work together to close the big deals? How do you make sure you score 20/20 on Awareness, Confidence and Trust? Not only the size of the buying group is significantly more complex. If your size deal is very high, making your customer feel safe will be a critical factor in your selling cycle. As identified by Gallup “a…
What is Account Based Advertising?
- 5th April 2020
With Account Based Advertising (ABA) you align Marketing efforts towards the accounts with most Revenue potential. In a highly connected digital world, new possibilities in the area of Account Base Advertising bring the chance to engage with audiences you could not otherwise reach. In fact, for any given number of media spend, focusing on the top 20% of the accounts you generate nearly 80% of all clicks and web visits. If your company depends on major, long-cycle deals where you…
B2B finds a new growth model with Account-Based Advertising
- 1st April 2020
As budgets are scrutinized and with marketers needing to show business value: how much credit should go to advertising as contribution to revenue?Common sense and empirical evidence show that advertising has a big impact on expected margins, loyalty levels and customer trust. However, brand building is a long-term strategy that just too often is overlooked by marketing teams
The Marketing Funnel is about B2B orchestration
- 7th March 2020
In the B2B demand generation world, the activities and efforts for re-engagement and continuous education are critical to maximizing conversions and the lifetime value.
Account Based Advertising: important facts you need to know
- 5th January 2020
The ABM Consortium offers a great forum for best practices in ABM and Display Advertising. One main take away is to really engage your vendor and challenge them into disclosing more the advertising ecosystem they use, how they monitor and what they do for brand protection, brand safety, improving viewability. Long story short …
Account-Based Marketing & programmatic: more than ads & more than tech
- 5th December 2019
It is a fact: increasing risk aversion, compliance concerns ( email and opt-in legislation ) and technology complexity, has resulted in a high increase in the number of people involved in the purchasing process. As every sales professional knows, the bigger the team, the less likely they are to end up buying. In this context, winning big deals today means working the entire account. In this context, B2B organisations face 3 real challenges: How to reach all the people that…