Glenn Moore

Running an account-based marketing campaign to 100 target accounts can be a lot of work. Now imagine scaling this to 1000s of target accounts... 😅 Snowflake's secret to driving personalized account engagement at scale might just be the answer you're looking for. By structuring their ABM organization to align directly with their sales teams, Snowflake could assign marketers to support their Account Executives. This allowed them to personalize outreach and content for each target account, without sacrificing efficiency. Want to learn more about how Snowflake used this approach to drive an 80% increase in average customer value and 150% more sales-qualified pipeline? Check out their full ABM Playbook—available now: https://lnkd.in/epm_dk3V

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Are you leveraging content marketing effectively to target your key buyers? When aligned with demand generation, content strategies can significantly drive revenue and create a more predictable sales pipeline, particularly during extended sales cycles. In this article, we explore how to align content marketing with your revenue and GTM goals, fostering innovation and measurable impact. https://lnkd.in/dvK7EqhN #DemandGeneration #ContentMarketing #Revenue

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“It all comes down to one thing -- I have to prove the ROI.” 💰 Now there’s a buyer interview quote we (and you) have heard across every vertical. Reps shouldn’t have to create this fact-based value story themselves. Product Marketing must ask the tough questions to inform a realistic and compelling enablement tool. The process of getting to an effective final product doesn’t have to be feel daunting. Fluvio consultant John Emmitt breaks how to approach ROI calculators 👇 https://lnkd.in/gC4ms3tR

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Compelling content is one of the best ways to develop deep connections with B2B buyers. Need some strategies to get the ball rolling? Our guide to creating B2B content that converts is a great place to start: https://hubs.ly/Q02tjZM_0 #b2bmarketing #contentmarketing #b2bmarketingstrategy

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You can’t co-sell without a rock-solid better-together story. The value of your partnership will be lost on prospects, and they’ll start to explore other options. A good litmus test for whether or not you have a hard-hitting story?* See if you and your partner can outline a landing page to which both of you could drive traffic. Is the ROI for the prospect immediately clear? Is the landing page too one-sided? If it doesn’t feel right, map out the win-win-win — for you, the partner, and the end customer and try again. Want more tips like this from channel marketing experts? Get their secrets: https://lnkd.in/gF3ZvUzJ *Thanks to Kerry Desberg for contributing her idea to the Channeltivity blog!

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Tired of Casting a Wide Net? Target High-Value Accounts with the ABM Funnel. Struggling to generate qualified leads in the B2B landscape? Traditional marketing tactics might leave you feeling like you're casting a wide net and catching very little. Enter Account-Based Marketing (ABM). This targeted approach focuses on a curated list of high-value accounts, fostering deeper relationships and increasing the likelihood of converting them into loyal customers. Here's a glimpse into the ABM funnel: 1. Identify & Research: Meticulously define your ideal customer profile and shortlist target accounts that align with it. Conduct in-depth research to understand their needs and decision-makers. 2. Expand & Personalize: Craft targeted content like case studies or webinars addressing their specific pain points. Utilize a multi-channel approach like personalized emails and social media outreach to grab attention. 3. Engage & Nurture: Build relationships through thought leadership pieces, personalized interactions, and demonstrating how you can address their challenges. 4. Advocate & Retain: Prioritize customer success with ongoing support and ensure they maximize value from your product or service. Turn satisfied customers into brand advocates to attract similar accounts. The ABM funnel is a continuous cycle. Analyze data and refine your strategy for maximum impact and ROI. #ABM #AccountBasedMarketing #B2BMarketing #LeadGeneration #TargetedMarketing #Marketing #Innovation #Funnel #LeadGeneration

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In this article, we’ll dive into what a good marketing ROI actually is (spoiler: there’s no right answer) and some strategies that may help you improve Marketing ROI. Want to find out more? Email us at [email protected] https://lnkd.in/gRseDmpV #roi #datadrivenmarketing #productsampling #marketingstrategy

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You can't measure ABM success with traditional demand-gen metrics. To elevate your account-based marketing (ABM), you need to implement the right metrics. This will allow you to accurately gauge how well your ABM efforts are driving success. Here's the blueprint to align your metrics with strategic goals: New Executives Contacted: Track how many new executives your ABM initiatives connect with. Engagement should be meaningful and personalised, more than just a marketing-qualified lead. Target Stakeholders Engaged: Measure the frequency of engagement from key target account stakeholders. Are they responding to your campaigns and joining your webinars? Meeting Frequency: Regular, strategic meetings with current clients indicate high engagement. If stakeholders reach out with questions, your ABM strategy is working. Calls with Decision-Makers: Secure more calls with key decision-makers, increasing relationship-building and the chances of conversion. Customer Advocacy: Monitor your executives turning into advocates who share your content and refer your services. NPS Scores: Use Net Promoter Scores and satisfaction scores to gauge the alignment of sales and marketing efforts. Deal Size: Growing deal sizes point to solid ABM strategies. Share of Wallet: Track how your campaigns drive out competitors, increasing your stake. Sales Velocity: Assess how your campaigns are accelerating pipeline movement. Using these KPIs will help create holistic ABM strategies that deeply influence revenue growth, relationships, and reputation. #B2BMarketing #DemandGeneration #SaaSMarketing #ABM #GTM #ABMEffectiveness #ABMKPIs #StrategicABM #ExecutiveEngagement #StakeholderActivation #CustomerAdvocacy #SalesVelocityAcceleration

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Does Marketing support your Sales Process? Or just focus on brand building and lead gen? This cropped up in our episode on GTM last week - Do you know your ICP and TAM from your VP and your CAS? Watch in Full: https://lnkd.in/edGcRyCN Listen on Spotify: https://lnkd.in/ecA8U5ex Listen on Apple Podcasts: https://lnkd.in/eW7yCEm5 #SalesStrategy #ContentMarketing #DigitalMarketing #LeadGeneration #CustomerEngagement #Podcasting #VideoMarketing #BusinessGrowth #MarketTrends

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Want higher email response rates? Here’s what makes a high-performing email template stand out: 1️⃣ Attention-Grabbing Subject Line: Keep it short, intriguing, and relevant to your prospect’s world. 2️⃣ Personalized Opening: Reference a recent event, mutual connection, or specific pain point your prospect is facing. 3️⃣ Clear Value Proposition: Quickly answer “What’s in it for me?” by showcasing a solution that solves a real problem. 4️⃣ Strong CTA: End with a simple, direct call to action that prompts engagement—whether it’s scheduling a quick call or asking a key question. Make every word count and drive action! #EmailMarketing #SalesTips #LeadGeneration #Personalization #HighResponseRates

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Join ZoomInfo’s Kaitlin Sanders, an ABX expert and Go-to-Market strategist on May 1st as they shed light on the practical approaches adopted by industry experts to measure the real impact of ABM campaigns. Kaitlin will delve into key topics including: - Redefining ABM Today: What is the current definition of ABM today and its significance in shaping modern marketing strategies? - Key Metrics for ABM Success: Identify essential metrics for evaluating the effectiveness of ABM campaigns and how to communicate the impact of ABM initiatives to stakeholders. - Future Advancements in ABM: How technology and predictive analytics are revolutionizing how organizations measure the success of ABM campaigns. Don't miss it ➡️ https://bit.ly/3UedVng #Ad #Webinar #ABM #ABMMetrics

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❓ Is your HubSpot set up properly to really let your ABM strategy take off? To help you get started, don’t miss our upcoming webinar on how to configure your HubSpot for ABM. This 30-minute overview help you better understand:  🔎 How to identify key accounts 🎯 Getting the most out of target account insights ✏ Creating tailored tier-specific messaging And SO much more. Plus, we’ll share the top 3 common mistakes to avoid when using HubSpot for ABM. We’re popping the link to register in the comments. Give us a LIKE if we’ll see you there! 

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So, what *is* a customer-driven relationship? For starters, it's one where your marketing team throws out the obession with a funnel. Here's how your team can start to engage customers on their terms and being a value multiplier across the entire customer experience ⬇️ https://sforce.co/3zas52i

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Account-based marketing and inbound marketing go hand-in-hand. However, it’s hard to do either when your marketing and sales teams aren’t aligned. Here are the top 5 challenges they’re facing and how to address them. #HubSpotPartner #ABMMareting https://hubs.li/Q02tmRR40

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Candace H., Director of Marketing at Praxis Spinal Cord Institute, spoke on the panel "Cross-Channel Marketing Strategy." 🎤 Top tips from Candace: If you don't have a brand guideline, invest your resources to build one... If your posts aren't resonating and have low engagement (e.g. 1-2 likes), then pivot. What insights did you gather from Candace? Share in the comments. Let's keep the conversation going! 🚀 ⁠#cdmsummit #educateelevateempower #canadiandigitalmarketingsummit #digitalmarketing #marketingconference #surrey #surreybc #marketingstrategy

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