Have you ever tried to close a sale on an existing customer , only to hear the disappointing news that they chose to go elsewhere? You know your product and services are better than your competition. You know your organization is more stable and capable of a smooth implementation. But you can’t figure out what happened or why they didn’t take your offer. It’s because you lacked influence. Here are the steps you should take to remedy that. 1. Results matter…
- 3rd June 2019
What do you do when you have limited awareness, limited account visibility, and you know that your customer wants to go 60-80% of the way before he or she even wants to talk to a sales person?
- 22nd May 2019
Anyone who has recently been through an airport may have noticed the very expensive B2B ads being displayed. And you may wonder what do the advertisers get out of it? I believe many business travellers are like me – you optimize your time at the airport and arrives at the gate as close to boarding time as possible. So how much of all that expensive advertising do you see, recognize and remember? Probably not a lot, and I…
- 14th April 2019
Leaders in many organizations lack clarity on what “digital” means for strategy and underestimate the degree to which digital is disrupting the economic underpinnings of their businesses. Why is that?
- 6th December 2018
Account Based Advertising and Programmatic B2B are reinventing outbound demand generation. All you need to know packed in a concise guide. The Essential Read for All Companies Embracing Programmatic B2B. Treat yourself to a gift that will keep on giving: ” The Definitive Guide to Account-Based Advertising” published by The Digital Effect team is the essential kit for all companies embracing the ABM journey. The Digital Effect customers are leading the way in Account-Based Advertising. Want to start using it?…
- 12th November 2018
The short answer to the first question is of course “yes”; ABM is technically the right abbreviation for account-based marketing. But does “ABM” really cover what more and more marketers are looking for when they are launching more strategic and more focused account centric marketing campaigns?
- 5th November 2018
Last week we had a couple of in-depth conversations with the CMO of a very large technology company and discussed their challenges to generate inbound leads using Account Based Marketing approach. After the evaluation of their current situation, we were not at all surprised when he asked: “Do you know of ANY organization where ABM REALLY delivers?”
- 28th October 2018
There is no shortage of disruptiveness to deal with for social media strategists.