Account Based Marketing (ABM) is becoming a mantra in marketing - but what does it mean and why does your company need it? To understand these questions, it is necessary to learn the origins of this market strategy and the circumstances that gave rise to it.
The Origins Of ABM
ITSMA, one of the earliest B2B companies from the mid-90s helped pioneer ABM as we know it today. Through the vision of Dick Munn and marketing leaders from companies like IBM & HP, ...
Thought leadership – a means of gaining trust in today's b2b marketing environment.
When radical changes are happening at a rapid rate in the world of marketing- radical actions are required to stay ahead of the game and ahead of your competitors. B2B marketing has evolved from telemarketing shop floors into the streamlined and ultra-competitive level-playing field of social media.
One thing that has not changed is the need for a recognisable brand voice that can be heard above the chatter. Under handed ...
Een pragmatische kijk op traditional sales versus Social Selling
Maandag 20 november 2017 was weer zo een dag: 850 km file. ‘Drukste ochtendspits van het jaar.’
Grote kans dat jij er ook al in het donker op de vroege ochtend tussen zat. Als salesmanager, accountmanager of sales executive speelt je leven zich immers grotendeels op het asfalt af. Uurtjes die je vult met telefoontjes en waarin je in gedachten alvast het salesgesprek gaat oefenen dat je straks gaat voeren. En waarin je droomt ...
Challenger Sales in Brief, it's Pros and Cons.
Trends continue to evolve in the world of B2B marketing. One such trend is the Challenger sales process. 'The Challenger Sales is a book written by Brent Adamson & Matthew Dixon in 2011. Hubspot summarises the ideas within the book by explaining how the authors divide salespeople into 5 different profiles. Adamson & Dixon go on to identify that the 'challenger' is the most successful of the 5 and credit that success to the ...
NMC/SKondras versterkt haar dienstverlening met Social Selling van 2MARK-IT!
Het koopgedrag van potentiële kopers is de afgelopen jaren fors veranderd. Ook úw potentiele klant is steeds beter geïnformeerd en gebruikt vooral digitale media om online de juiste informatie te vinden die zij nodig hebben.
Op dit moment oriënteren klanten zich al voor 67% online, voordat zij in contact komen met uw salesteam. De verwachting is dat dit eind 2018 zelfs 84% zal zijn (bron: CEB). Het is cruciaal om in te spelen op deze veranderende aankoopgedrag. Social selling kan hiervoor een ...
You know that aligning your sales, marketing and ABM will bring strong ROI. Probably you’ve read all those blog posts and tips but you're still scratching your head trying to work this all out.
Read here ABM article (2) the article.
Account based marketing, a new way to go?
Two indispensable methods to connect with your customers
The landscape of marketing and sales is progressing rapidly unlike any time before. And with great changes come equally great challenges, the main challenge being how to zoom in on the needs of your individual customers who now have a lot more say in their buyers journey. Currently, two methods are coming to prominence-social selling and account-based marketing.
What is ABM?
Account-based marketing (ABM) is a strategic approach to ...
In today’s highly competitive software industry, the way you promote your software solution needs to change because the way customers procure software solutions has fundamentally changed.
B2B Buyers have changed
A recent survey by Forrester Research found that 74% of business buyers conduct more than half of their research online before making an offline purchase.
No longer is there a need for a buyer to make contact with a vendor salesperson to explore how a new software product or service can solve their problem ...
Out with the old and in with the new is the mantra for LinkedIn's latest overhaul, or is it? Perhaps you're panicking about the changes coming to the worlds biggest online business network but you needn't be. Most of the tweaks to your profile and newsfeed are purely cosmetic. There is still a few things to be forewarned of though. Looking at the redesigned features to LinkedIn, here are eight you need to know about.
Notifications have been a standard on ...