ConversionXL

MARCH 17, 2021

From long sales cycles to trying to stand out from the sea of sameness, B2B companies face an uphill battle from the start. While thousands of B2B organizations struggle, plenty are able to develop long-term success. Common B2B marketing challenges. Sales cycle length increased. So what does it take?

B2B 150

B2B Sales Cycle Belgium IP 150

ConversionXL

NOVEMBER 3, 2016

Conversion optimization is a little different if you’re in B2B. Some of the same underlying principles apply, but because of the inherent differences in buying decisions and sales cycles, pulling B2C optimization practices straight from the book might be a bad idea. It’s called Optimizing for B2B.

B2B 48

B2B Conversion B2C Sales Cycle 48

ConversionXL

JUNE 2, 2022

Account-based marketing is an approach where marketing and sales work together to nurture target accounts and convert or retain customers. Sales finds aligned accounts and works with marketing to create customized journeys. Individuals don’t make B2B buying decisions; groups do. What is account-based marketing?

Customer 98

Customer Marketing Channel Acquisition 98

ConversionXL

APRIL 7, 2021

The book dedicates quite a few pages to the ‘customer-centric stack’ and argues that because you’re now able to know when someone is in the market for a solution like yours [via IP lookup or 1st or 3rd party intent data], you don’t need to “spam” them. In those days we just called it sales.

IP 98

IP Marketing Technical Review Software Review 98

ConversionXL

MARCH 20, 2019

While it doesn’t publish prices publicly, an interview with the Demandbase CEO in 2017 claimed that the average revenue per customer per month was $20,000. The high price tag self-selects Demandbase customers. It’s not just a giant CRM that matches customers with a subset of relevant accounts. Show ads based on IP address.

Software Review 117

Software Review Software Marketing IP 117

ConversionXL

JUNE 2, 2022

If leads-based B2B marketing is fishing with a net, ABM is using a harpoon. But by targeting their ideal customer profile (ICP) , delivering on their needs, and following up, they still exceeded their goals. Serving the customer’s customer as a tactical ABM move. Serving the customer’s customer as a tactical ABM move.

Marketing 105

Marketing Campaign Artificial Inteligence Sales Cycle 105

ConversionXL

APRIL 10, 2019

ABM campaigns dedicate resources and time toward only a few prospects, and enterprise-level leads often have long sales cycles. The key is to customize content for specific targets and channels (e.g. Customer Match In Google Ads. Create or update your new custom ABM ad campaign. Image source ). Image source ).

PPC 131

PPC Campaign Marketing Sales Cycle 131