The myths of legacy lead generation
One of the myths of driving significant B2B new business is that it all starts with “leads”. Marketing generate them – and then toss them over the wall to hungry sales people.
Account Based Marketing is an approach to B2B marketing in which a company treats its key accounts as markets of their own. This means that ad-hoc communication strategies and tools are developed for each key account; this boosts involvement, revenue and engagement.
Engaging their prospects earlier in their buying process, businesses will be able to find higher value opportunities; furthermore, aligning strategic marketing initiatives with sales intelligence will maximise value and ROI.
Many businesses have been incorporating elements of Account Based Marketing into their B2B marketing strategy for a long time. However, nowadays communicating to prospects at the right time and with the necessary intelligence requires a systematic approach. This is exactly what Account Based Marketing does.
We employ a ground-breaking system called Total Prospect Management which represents the pinnacle of ABM and allows us to give amazing value to our clients. For this purpose, we have a Marketing Automation tool called OMNIA® which we have developed with our knowledge of what sales teams really need and of how Marketing and Sales inside a business should cooperate.
With Total Prospect Management, we can give you the necessary intelligence to connect with your prospects at the right time.
Give us a call today for a free consultation.
TPM.QL
A part of our Total Prospect Management (TPM) approach to building new, high value, sales opportunities for our clients is our commitment to continual innovation on their behalf.
Mind the Gap Between your Sales and Marketing Teams
Is aligning sales and marketing teams in your business critical in the Covid-19 economy? Working, as we do, on behalf of clients in diverse sectors, with equal diversity of services, products and markets, it’s clear how important a synergy between sales and marketing is. We have worked with our clients throughout ‘lockdown’ and we believe […]
What is a B2B Omnichannel new business strategy? How will it boost your sales in the C19 economy?
OMNICHANNEL VS. MULTICHANNEL. ‘Omnichannel’ has been a mainstream approach in B2C sales for a long time; now more and more companies are discovering the advantages of a B2B Omnichannel new business development strategy. The B2B buying scenario has changed dramatically in the last few years – and radically since March 2020. According to McKinsey […]
Why you should be using digital marketing for Lead Generation
The 21st century B2B sales landscape is becoming more and more complex and challenging. Multiple buyers and buying influences have a growing role in any purchasing decision and -on top of that- digital technology and the web are now strong sales and marketing factors, even in B2B. A 2015 Forrester research proves that […]
B2B marketing roundup, January 2018.
The hot topics of 2017 in B2B marketing are not going to go away anytime soon, and 2018 opens with the same discussions which marked the end of 2017: Account-Based Marketing, marketing technology, automation, sales and marketing convergence, video marketing. This is a list of the B2B marketing and SEO articles we have liked […]
Sales and Marketing Convergence is Here; are You Ready?
The best sales teams are proactive and better connected. The best marketers are busily mapping customer journeys on all available tools. They’re aware of customer needs even before they take a call. In short, the best Sales and Marketing teams are all moving in the same direction: towards the customer. This means they’re […]
ABM around the world
Our Total Prospect Management (TPM) represents the pinnacle of Account Based Marketing (ABM) and is being adopted around the world.
How does Account Based Marketing Work?
Account Based Marketing is a B2B marketing strategy which consists in considering key accounts as a market of their own. With Account-Based marketing companies can get the best value out of marketing by communicating with prospects better. In addition, engaging with decision-makers earlier and closing better deals also favours alignment between Marketing and […]
TPM represents pinnacle of Account-Based Marketing
It’s great to see Account-Based Marketing (ABM) appearing more and more in marketing and sales forums – and again, to see the rest of the crowd playing catch up with Broadley Speaking.
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