Account Based Marketing - Get accelerates B2B business with marketer planning

Account Based Marketing - Get accelerates B2B business with marketer planning

   November 25, 2015       prabhakardalvi

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{{ The Guest Post Blogger organization was not involved in the creation of this content. - Dalvi Prabhakar B, Founder & Digital Manager (SEO,SEM,SMO) }}

As the speed of business accelerates, B2B marketers and CMOs are faced with growing challenges in identifying their top (&best) customer/accounts, leads as well as streamlining sales and marketing co-ordination.  Add to this, they are still in dilemma whether to target accounts or leads, not sure which account(s) they need to target or they don’t know which accounts in their database are best fit to target and  uncertain about content to be conveyed .

Here comes Account Based Marketing (ABM), hot topic among B2B marketers right now.

ABM is the ‘panacea’ for the above mentioned problems and is gaining traction every day. This topic is keenly discussed and analyzed over events, webinars, blogs, forums and social media.

ABM advocates the philosophy of quality over quantity as echoed by David Ogilvy – Father of advertising.

In this blog series, we will try to unravel what exactly is ABM, why ABM is gaining traction, strategy to be adopted, business benefits of ABM and way forward for ABM.

Part one of the blog series deciphers ABM in its simplistic form and part two focuses on best practices of ABM.

Various marketers have different interpretation of ABM. However ABM in its simplest form:

“Strategic approach/methodology adopted by marketers to identify and define their best or top strategic accounts, then channelize all their entire marketing campaign, content deliverability with compelling messaging with dedicated focus on selected accounts, and then measure the impact/progresses to ascertain the success.“

Although, ABM is graining traction now, this has been there since early 1990 as an alternative to mass marketing and this was supposed to be grandma’s antidote.

However this was not pursed with vigor. But now things are better with advances and innovations in various marketing technology stacks and B2B buyer journey/cycle has become more complex coupled with rapid decay in B2B data.

These have driven marketers to look forward to panacea in the form of ABM. Add to this, various big enterprises like HP and XEROX have embraced ABM in a big way and reaping the benefits.

Through ABM methodology, B2B companies can reach out to select key accounts/leads through targeted content, ads, and messages instead of blindly following each and every account. This in turn will enable them to close more deals and usher in sales and marketing synergy. 

• ABM – Best practices ( Infographics ) - November 9, 2015
• Account Based Marketing (ABM): B2B marketer’s panacea! - November 4, 2015

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Why Marketing Strategy must include Video in competitive market

Why Marketing Strategy must include Video in competitive market

   November 25, 2015       prabhakardalvi

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Today my B2B marketing tip features the need for video in your marketing strategy. It is said that visual memories are the stronger memories, then imagine what message a video can send to your potential customer or prospects. Video gives you a platform to present your company’s message in a way that makes your business feel more human to viewers.

Creating video may not be an easy task, but that doesn’t mean you can’t tackle the job internally and/or under budget. Here are some useful tips that can help you through this process:

1. Keep it short: – Researchers say, 50% more people will watch a 1 minute video than a 2 minute video. So keeping your video short and to the point, will help customers to receive your message more clearly.

2. Make a video script: – You should always take some time and write out what you want to convey in your video. Make sure you gather some feedback around the script by reading it out loud to others, as reading it loud will allow you to hone your message to right length and tone.

3. Include some fun elements: – I hope you guys know that you are not launching a rocket, so why can’t you have some fun elements while you are trying to sell your vision. Show your potential customers or prospects that you have real humans working for you. Showing your human side can go long way in building trust within your audience.

4. Do not self-promote too much: – Tone of your video is very important. You need to make your potential customers or prospects feel comfortable. Tell a story instead of just pushing your viewers in the direction you want. Have them follow along instead of telling them where they need to be.

The most important thing that you as marketers need to keep in mind is that once your video is created it will not be seen by millions of people right away so it doesn’t make it a failure. View count is not the only metrics you should look at while measuring the success of your new video. To know more on metrics to track your video success STAY TUNNED!!

{{ The Guest Post Blogger organization was not involved in the creation of this content. - Dalvi Prabhakar B, Founder & Digital Manager (SEO,SEM,SMO) }}

Related articles

• Ultimate Inbound Marketing Guide for Improve Business ROI (guestpostbloggerworlds.blogspot.com)
• Digital Marketing Strategy For Future SMB Industry
• Customer Segmentation Analysis And B2B Brands - Creating Profitable (guestpostbloggerworlds.blogspot.com)
• Competitors through Market Intelligence with (b2bsaleleads.wordpress.com)

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Video Marketing Strategy - Key Metrics For success

Video Marketing Strategy - Key Metrics For success

   November 25, 2015       prabhakardalvi

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In my previous post you read about why as a marketer you should include video marketing in your marketing strategy. As video marketing is an important aspect of your marketing strategy, their must also be an way out to track the success of your video. According to most of marketer view count is a metric to track video success, but that’s only the partial truth.

There are many other metrics through which you can track your new video success. Following metrics are good indicators of success:

1. Play Rate: - This educates you if video is the right medium for your message. In case your play rate is extremely low, be sure to test the location of the video. Videos below the fold are less likely to be played than those that are visible on load. Also you must make sure that the video is of a decent size on your page. Having a smaller size could decrease the rate at which it is played.
2. Engagement Rate: - This can help you to measure who have clicked play and how far they have watched your video. It is your creativity, it’s obvious that you will want people to watch your video and finish it, but necessarily it may not happen. Try to look at spots in your video where viewers have stopped watching – this could be a confusing or unappealing message to your viewers. You can re-shoot or change your video based on your inputs received.
3. Conversion Rate: - For videos whose purpose is to collect email address or convert leads, make sure you measure the video performance. Send a custom event to Google Analytics when the video is played and finished, so you know which interactions converted views have had with your video.

Video does not have to be the only channel for your business. Your first try doesn’t always have to be perfect, but it’s essential to remember to keep learning and changing strategies that doesn’t work for your business.

Related :-

• How Video Marketing Can Be Useful For Marketers?
• Reasons why your Marketing Strategy must include Video

{{ The Guest Post Blogger organization was not involved in the creation of this content. - Dalvi Prabhakar B, Founder & Digital Manager (SEO,SEM,SMO) }}

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Customer Segmentation Analysis And B2B Brands - Creating Profitable

Customer Segmentation Analysis And B2B Brands - Creating Profitable

   May 08, 2015       prabhakardalvi

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According to survey of large UK businesses – principally those that supply other companies and which have an average turnover of £1.9 billion – UK firms are lagging behind their European peers when it comes to employing customer segmentation within their marketing and product strategy. Just 32 per cent of British B2B companies use sophisticated segmentation that goes beyond simple firmographics, which is in stark contrast to Germany where that figure is over 60 per cent.

Segment smaller customers  - The flipside of the 80/20 rule states that 80 per cent of customers account for 20 per cent of revenue, and are by definition comparatively small accounts. Being a large group of clients, often with conflicting requirements, means it is seldom possible to treat each one separately as their own subdivision. On the other hand, without it they are bundled into one group and may be displeased by offers that are irrelevant or generic. Countering this without using up a huge amount of resource is where targeted segmentation comes in.

The results revealed that the majority of UK B2B firms are not currently focused on acquiring the depth of customer information that is essential in understanding their needs, behaviours and attitudes to procurement. An absence of this knowledge suggests that companies are likely to struggle to accurately target their customer base with relevant segmented products and services – an issue that can ultimately affect their ability to gain competitive advantage, increase revenue and profit levels, and inspire customer loyalty.

Implement the strategy - The final, and arguably most difficult, task is implementation. Each grouping must be given a different offering that is recognisably individual and can be demonstrated as such. It’s also important that the sales force is engaged with the strategy and understands its benefits so the necessary questions can be asked to determine which segments customers, and potential customers, fall into. Appropriate solutions can then be directed at relevant subdivisions to satisfy needs and maintain customer retention.

Treat key accounts individually - The 80/20 rule determines that 20 per cent of customers account for 80 per cent of turnover, and for many B2B companies this amounts to just a handful of accounts. It’s important that main clients are provided with products and services tailored specifically to their needs, as their loyalty and continued business is vitally important in terms of business stability and future growth. As such, ‘business critical’ customers should be treated as individuals in their own segments.

Go beyond basic firmographics - Many businesses take the simple approach, sticking with basic firmographic groupings according to the size of the company, its geographical location, whether it is a private or public enterprise and so on. This is the equivalent of demographic segmentation in a consumer company. There is nothing wrong with this. Firmographic considerations are critical as easily recognisable attributes and are fundamentally important to a company’s sales and marketing strategy. Nevertheless, in many markets the needs of customers will crossover and it’s not enough to group them by such simple characterisations. Furthermore, the chances are that this embodies the majority of competitor strategies, meaning the achievement of competitive advantage is tricky with everybody using the same methods.

Differentiate by demand - It’s important for any company to undertake continual customer research to review what their customers look for in products and services – whether that’s looking at analytics or effective use of CRM systems – and respond by providing tailored solutions or products to meet their needs. Of course, it’s tough to get to know so many clients in such detail and this is where in-depth research becomes essential. A good analysis starts by revealing customers’ ‘voiced’ preferences – insights obtained by speaking to them in an unstructured manner, via detailed, one-on-one interviews or focus groups. These methods engage them in wide-ranging discussions, allowing the articulation of both current and anticipated future requirements in detail. A focus on such factors will pay huge long-term dividends in customer loyalty and market share. Satisfied customers tend not to look elsewhere.

Use behavioural segmentation - While identifying desires is the ideal, behavioural differentiation can also be a useful measure in providing important insights into what clients want and how to approach them. An example of this is to divide the market between companies that go out to tender with a closely scoped brief versus those that talk more openly with a supplier and ask for suggestions. By looking at behaviour and making these simple classifications, valuable insight into customer needs can be deduced to inform tactics. In the above example, this would imply that firms that exhibit the behaviours of a tightly scoped brief are more likely to be driven by price and basic transactions, whereas those that are more open to suggestions could place greater value on service and be prepared to pay for it.

{{ The Guest Post Blogger organization was not involved in the creation of this content. - Dalvi Prabhakar B, Founder & Digital Manager (SEO,SEM,SMO) }}

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Calculate Business ROI for Measuring Marketing Campaign

Calculate Business ROI for Measuring Marketing Campaign

   November 24, 2014       prabhakardalvi

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Calculate business ROI for measuring marketing campaign

Some goldy-oldy said about Marketers mission 

Calculate business ROI for measuring marketing campaign

“marketers must prove that they able close business in a market for own company. With global economy and company financials periods up & down. Marketers find out Good timing to prove they reach to bottom line for closing business. Vice versa in bad time they have big challenge and company expectations from marketers and set a miles-stone meet in given period. Goals and marketer’s contribution in marketing activities “engaging”, “developing customer strategy”, “handle customer experience for improve business”.”

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Online Marketing and Effective Ways To Market Your Own Business Venture Online

Online Marketing and Effective Ways To Market Your Own Business Venture Online

   May 14, 2013       Unknown

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English: Red Pinterest logo (Photo credit: Wikipedia)

Effective Methods to Market Your Business Online Through Pinterest 

Pinterest is just one of the many excellent social media websites that would do a great job in advertising your company. However large or small their companies may be, a lot of them are making use of Pinterest in order to achieve a higher traffic count and then increase their sales. As a user, you are able to ?pin? your product photos and caption it with important information in order to expand the exposure of your products as well as increasing its enthusiasm for it. As well know, women shop more than men, and Pinterest?s users are basically 83% of them. And like any other marketing strategy, the social media method would require you to design your website in a way that would really help you reach the maximum quota of clients that you are hoping to have. Aside from that, you would also need to make use of the best tactics you could think of in order to make a lot of sales. These tips will definitely help you start your marketing strategy.

Make your photos as creative as possible. The more beautiful your photos are, the more enticed your customers will get. There are a lot of competition to compare your photos with, so you really need to stand out. You are more likely getting visited if you have a lot of pins.




if you market your products, make sure that you give all specific features and descriptions of it. Let your clients know exactly of the products you are offering and organize them as much as possible either by kind, class, or theme. You will most definitely want to let people know how better your products are compared to others. People can easily click your price tag to find the link to your site and product. This is a great way of advertising. By creating a good design, you will also be providing customers with easy navigation.




Improve sales through discounts.

Any kind of back links to your sites will definitely give you more traffic for the ranking. It is always nice to come to a site ad have a reason to go back. And a Pinterest discount is 
Pinterest markets services. Use creative photos that represent the services that you offer. For instance, if you do interior decorating, then show off the best arrangement you?ve done. If the services you offer are professional, use a scene that flatter well with the service you do. A photo with a very good description to go with it will surely increase your exposure to millions of people within social media networking.

Pinterest even allow you to put a price tag on your photo that would link to your site. The photos with price tags will then appear in Pinterest?s home page at the gift section area. Pean example of that.

Link yourself to other business communities. Always keep interacting with your customers and let them leave feedbacks. Pinterest would always keep you updated with the latest style and trend, which keeps you in touch with the world.

fellow businessmen, but will also furnish your skills in marketing. By using the tips here, you will surely achieve great success.
Pinterest is not only fun, but also a creative way of promoting your business. It is a way of connecting millions of people though their interests by linking them to a lot of website that could provide them that. It will not only create relationships with fellow businessmen, but will also furnish your skills in marketing. By using the tips here, you will surely achieve great success.

Read More

Online Marketing and Effective Ways To Market Your Own Business Venture Online

Online Marketing and Effective Ways To Market Your Own Business Venture Online

   May 14, 2013       Unknown

---

English: Red Pinterest logo (Photo credit: Wikipedia)

Effective Methods to Market Your Business Online Through Pinterest 

Pinterest is just one of the many excellent social media websites that would do a great job in advertising your company. However large or small their companies may be, a lot of them are making use of Pinterest in order to achieve a higher traffic count and then increase their sales. As a user, you are able to ?pin? your product photos and caption it with important information in order to expand the exposure of your products as well as increasing its enthusiasm for it. As well know, women shop more than men, and Pinterest?s users are basically 83% of them. And like any other marketing strategy, the social media method would require you to design your website in a way that would really help you reach the maximum quota of clients that you are hoping to have. Aside from that, you would also need to make use of the best tactics you could think of in order to make a lot of sales. These tips will definitely help you start your marketing strategy.

Make your photos as creative as possible. The more beautiful your photos are, the more enticed your customers will get. There are a lot of competition to compare your photos with, so you really need to stand out. You are more likely getting visited if you have a lot of pins.




if you market your products, make sure that you give all specific features and descriptions of it. Let your clients know exactly of the products you are offering and organize them as much as possible either by kind, class, or theme. You will most definitely want to let people know how better your products are compared to others. People can easily click your price tag to find the link to your site and product. This is a great way of advertising. By creating a good design, you will also be providing customers with easy navigation.




Improve sales through discounts.

Any kind of back links to your sites will definitely give you more traffic for the ranking. It is always nice to come to a site ad have a reason to go back. And a Pinterest discount is 
Pinterest markets services. Use creative photos that represent the services that you offer. For instance, if you do interior decorating, then show off the best arrangement you?ve done. If the services you offer are professional, use a scene that flatter well with the service you do. A photo with a very good description to go with it will surely increase your exposure to millions of people within social media networking.

Pinterest even allow you to put a price tag on your photo that would link to your site. The photos with price tags will then appear in Pinterest?s home page at the gift section area. Pean example of that.

Link yourself to other business communities. Always keep interacting with your customers and let them leave feedbacks. Pinterest would always keep you updated with the latest style and trend, which keeps you in touch with the world.

fellow businessmen, but will also furnish your skills in marketing. By using the tips here, you will surely achieve great success.
Pinterest is not only fun, but also a creative way of promoting your business. It is a way of connecting millions of people though their interests by linking them to a lot of website that could provide them that. It will not only create relationships with fellow businessmen, but will also furnish your skills in marketing. By using the tips here, you will surely achieve great success.

Read More