Heinz Marketing

NOVEMBER 23, 2023

By Cameron Katoozi , Marketing Consultant at Heinz Marketing Introduction In today’s business landscape, digital transformation has become a crucial element for success, especially in the B2B sector. Personalization and Customer Engagement : In the digital age, personalization is key, especially in B2B marketing.

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GTM B2B Technology Technology 128

Heinz Marketing

MAY 20, 2024

By Maria Geokezas , Chief Operating Officer at Heinz Marketing Do you ever feel like your sales, marketing, and customer success teams work from different playbooks? It’s certainly not an ideal B2B customer experience. Below, we’ll cover four steps to crafting your ideal B2B customer experience.

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B2B Cross-sell Customers GTM 127

Heinz Marketing

AUGUST 5, 2021

Welcome to the sixth installment of The B2B Marketer’s Quick Start Guide. Account-based marketing has been a popular topic over the last few years. To put it simply, ABM is a B2B marketing approach that targets accounts instead of individual contacts. Today’s post is about ABM Orchestration.

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B2B Objectives and Key Results Campaign CRM 124

Martech

SEPTEMBER 11, 2024

In most SaaS and B2B organizations, silos exist for practical reasons. For example: Marketing is responsible for attracting prospects to the top of the funnel and is sometimes measured on converted revenue. Many B2B buyers do research online before speaking, even with a trusted account manager.

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Cross-sell Customers UX A/B testing 109

Martech

FEBRUARY 5, 2024

Unlike paid media, which is overwhelmingly purchased programmatically today, B2B lead generation remains full of manual processes and hampered by inefficiencies. Think about how your organization deploys its B2B marketing tactics. Running a paid media campaign is relatively easy for an experienced B2B marketing team.

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B2B Healthcare Commission Campaign 116

Martech

MAY 2, 2024

Understanding and engaging the buying group is critical for B2B success. However, with B2B buying journeys now occurring primarily online before sales’ involvement, marketers are turning to new data-driven technologies to pinpoint potential buying group members earlier in the process.

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B2B Drivers/motivators CRM Contact 118

Martech

OCTOBER 3, 2024

The C-suite continues to see marketing and sales as the areas where AI is providing the best ROI, according to a new Marketbridge survey. The report, “The Impact of AI on Go-to-Market Strategies, Programs, and Investments,” can be found here. Users prompt Loomi AI to build campaigns, and it returns a fully built-out workflow.

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Launch Technology Technology Campaign 69

Martech

MARCH 29, 2023

Almost lost in the excitement following Adobe’s generative AI announcements at last week’s Summit (Adobe Firefly and Sensei Gen AI) were a raft of other product updates, especially those surrounding B2B marketing, Adobe Real-Time CDP and Adobe Product Analytics. Summit audience on Tuesday, March 21, 2023, in Las Vegas.

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B2B Product Launch Campaign 113

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. B2B marketing expert Tony Zambito calls this the “ Great Buyer Resignation.” A reality check.

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B2B GTM Cross-sell Cold Call 116

Heinz Marketing

AUGUST 25, 2020

By Josh Baez , Client Engagement Manager at Heinz Marketing. Today, I want to continue the conversation and talk about how to map the B2B buying committee. What is the B2B buying committee? The B2B buying committee is a group of people involved in a purchase decision. But it’s not as direct of a path as you might think.

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B2B Sell E-commerce Cross-sell 127

Martech

MARCH 26, 2025

Some B2B partners are making that happen at an upcoming webinar. An event-first approach to marketing can spark a year’s worth of content people want. A campaign with survey-based content drives brand awareness, community engagement and even pipeline all year. On the surface, it looks like just another industry panel.

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Launch Promote Campaign Trust 108

InsightSquared

SEPTEMBER 11, 2019

Before we dive in, let’s cover the basics: what are campaign attribution models and why are they important ? . Attribution modeling is a way to analyze which marketing channels are accredited with lead conversion. So how can you tell which campaign was THE campaign, the one that most influenced the buyer’s purchase?

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Campaign B2C B2B Contact 78

Martech

JULY 25, 2022

There’s a positioning battle going on across B2B sales, customer, data, and marketing technology providers. Aiming to organize these diverse B2B solutions into a mega-category — we’ll call it “revenue technology” — the race is on to develop more modern, effective systems to generate customers and manage revenue.

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B2B GTM CRM Technology 111

Martech

DECEMBER 26, 2023

Channel partner marketing means efforts to recruit and support third-party partners to expand a vendor’s market access. Traditional support methods include training, data-sharing, co-marketing campaigns, rebates, MDF (market development funds), and sales enablement, like content, events and sales playbooks.

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B2B Cross-sell Hospitality Healthcare 111

Martech

MAY 10, 2022

This required a complete shift in culture, moving away from marketing metrics that focused on leads to metrics that focused on improving reach and engagement with in-market accounts. A different kind of B2B buyer. Read next: The B2B customer journey is set on a digital track. A marketing-driven pipeline that works.

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B2B Customers Pipeline Price 98

Cience

OCTOBER 6, 2020

As sales become increasingly sophisticated these days, B2B companies everywhere are investing greater resources into outbound marketing. We draw from our experiences generating qualified sales opportunities for more than 1,000 b2b customers (ranging from seed-stage startups to the biggest global enterprises).

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B2B Lead generation Contact CRM 105

Martech

MAY 13, 2024

Modern go-to-market models anchored in business fundamentals are sorely needed in today’s environment — characterized by shifts in customer behavior, economic tightening, significant layoffs in marketing and sales and the advent of generative AI. It aligns GTM effectiveness across three stages: Problem-market fit.

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Go To Market Growth GTM Strategize 55

Martech

FEBRUARY 7, 2025

In the competitive world of B2B, youre in a race for profitability. Dig deeper: How to develop a winning B2B ideal customer profile Formula 2: The catalyst has to become integral to the way you go to market Your ICP must also be embedded in every aspect of your go-to-market (GTM) strategy. Absolutely.

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GTM B2B Drivers/motivators Manufacturing 69

Sales Hacker

MARCH 22, 2018

In this article, I will summarize what I’ve learned about B2B sales outsourcing. Scalability issues (you need SDRs only for some campaigns). Would the product fit the selected market? The post B2B Sales Outsourcing Is Dicey. W hat is Sales Outsourcing? Lead Generation). Cost efficiency (e.g.

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B2B X-functional Cold Call SQL 100

InsightSquared

SEPTEMBER 11, 2019

Before we dive in, let’s cover the basics: what are campaign attribution models and why are they important ? . Attribution modeling is a way to analyze which marketing channels are accredited with lead conversion. So how can you tell which campaign was THE campaign, the one that most influenced the buyer’s purchase?

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Campaign B2C B2B Contact 59

Heinz Marketing

SEPTEMBER 3, 2020

This provides a detailed repeatable process for creating truly customer-first, account-based, insight-driven sales and marketing programs. Design your go-to-market plan. Once you are all set and have identified the key steps in your process that needs improvement, it’s time to create your go-to-market plan!

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GTM SQL Pipeline Campaign 120

Heinz Marketing

SEPTEMBER 20, 2021

The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. For those of you that have been around this show for a while, you know we feature some of the best and brightest minds in B2B sales and marketing. It will not disappoint.

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Pipeline Go To Market Sales Technology 117

Sales Hacker

DECEMBER 15, 2023

The adoption of an ecosystem-led approach to growth is integrating into the go-to-market environment as an entire motion. Today, we’ll look at how ecosystem-led growth specifically manifests in marketing. ELM campaigns can be seen and provide inspiration for others looking to implement this strategy. The tracks are laid.

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GTM Growth Campaign B2B 124

Martech

FEBRUARY 4, 2022

Auseh Britt, vp of growth marketing at account-based marketing platform Terminus, recently hosted a webinar that discussed her organization’s 2021 State of Modern Marketing Report. The study polled over 1000 go-to-Market (GTM) teams — groups tasked with identifying the best ways to reach specific marketing. “It

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Pipeline GTM B2B Campaign 118

Martech

MAY 28, 2024

In B2B marketing, “demand generation” gets tossed around almost as much as “leads.” As the world we sell in becomes more saturated and buyer journeys more complex, the right tools can significantly enhance the efficacy of your marketing efforts. Oktopost Oktopost specializes in managing social media for B2B companies.

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GTM Drivers/motivators B2B Campaign 123

Sales Hacker

JUNE 14, 2021

In fact, Mark Stouse said that most ABM content and campaigns work against the objective of ABM as it promotes “self-interests” vs. “team interests”. An e-commerce tech firm learned that there should not be a hand-off between sales and marketing once selling conversations begin. Create margin growth.

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GTM E-commerce B2B Profit margin 113

Heinz Marketing

NOVEMBER 4, 2020

Our own Josh Baez , Client Engagement Manager, recently joined Jim Obermayer, outgoing president of The Funnel Media Group for a great conversation on SLMA Radio entitled: Is Sales Engagement the Most Important Platform in your Marketing Stack? Lack of sales lead follow-up is a plague on B2B Companies. Listen in and enjoy!

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Pipeline Sales Follow-up Clients 133

Martech

DECEMBER 21, 2023

Folloze ’s added Folloze GeneratorAI to its no-code B2B Buyer Experience Platform. It is a content engine that helps marketers accelerate the go-to-market (GTM) process by creating targeted and personalized campaign experiences at scale.

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GTM Campaign Launch B2B 121

Heinz Marketing

NOVEMBER 26, 2021

It’s a B2B account-based marketer’s dream! Access to one of these platforms means your marketing and/or sales teams get a 360-degree view of prospects, customers, accounts, and even opportunities. This has been an explanation of the 3 Need-to-Have Tools/Channels for a successful ABM campaign. Alexa Rankings (Min—Max).

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CRM Contact Campaign B2C 122

Martech

MAY 29, 2024

What was once a lead generation and nurturing function has now been rebranded into a full go-to-market (GTM) approach, often owning most of the budget, especially in smaller tech companies. Content being warped and watered down to make it mass appeal in lead gen campaigns.

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SQL GTM B2B Pipeline 137

InsightSquared

JANUARY 30, 2020

R evenue operations is no doubt among the hottest trends in B2B marketing. So why has revenue ops continued to gain popularity and traction by the day, and how can marketers reap its benefits? As noted earlier, revenue operations is meant to support marketing efforts. Article orginally published on MarketingProfs.

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Gaming B2B Teamwork Drivers/motivators 77

Heinz Marketing

DECEMBER 9, 2021

Welcome to the eighth installment of The B2B Marketer’s Quick Start Guide. Features/functionality: ZoomInfo has a portfolio of solutions that combine B2B intelligence and company contact data with engagement software, and dynamic workflows. Without further ado…. Today’s post is about Sales Intelligence platforms/tools.

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B2B Objectives and Key Results Contact Sales 78

ConversionXL

NOVEMBER 4, 2021

Product marketers work to understand the market and what motivates customers. They choose the market segments to target. They design an effective go-to-market plan along with the required positioning and messaging. Understand that B2B buyers are still humans. Learn the three languages of product marketing.

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Product E-commerce Strategize B2B 127

Sales Hacker

FEBRUARY 16, 2024

Wiza is the only B2B contact database that sources and verifies contact data in real-time, the moment it’s requested, using LinkedIn as its source of truth. It can structure it in the same way every time so you can use it for your messaging or campaigns. So, Wiza was built. Florin calls this “above vs. below the line messaging.”

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GTM Quota Contact Construction 125

Sales Hacker

OCTOBER 13, 2023

We are capping off a week in Nashville of go-to-market executive learnings, live music, and hot chicken. Some of the team have been at Pavilion ’s GTM2023 conference, a B2B SaaS conference for go-to-market executives. Go-to-market motions are shifting. Go-to-market motions are shifting.

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GTM UX Go To Market CRM 126

Martech

NOVEMBER 9, 2023

AI Insights allows marketers to explore, analyze and discover answers about their customers and campaigns in intuitive and user-friendly ways. AI Orchestration powers campaign and journey testing with dynamic next-best-action optimization across channels and customer touchpoints.

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Campaign Price B2B Represent 105

Martech

DECEMBER 19, 2022

In B2B sales and marketing, intent has become an essential ingredient as salt and pepper are in cooking. I tapped into a group of trusted B2B marketers to gain perspective on all things intent. Marketing is playing a larger, more proactive role in the buying-selling process.

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GTM B2B Strategic planning Drivers/motivators 121