Petra Sprekos’ Post

𝐍𝐚𝐯𝐢𝐠𝐚𝐭𝐢𝐧𝐠 𝐎𝐩𝐞𝐫𝐚𝐭𝐢𝐨𝐧𝐚𝐥 𝐒𝐡𝐢𝐟𝐭𝐬 𝐢𝐧 𝐀𝐜𝐜𝐨𝐮𝐧𝐭-𝐁𝐚𝐬𝐞𝐝 𝐌𝐚𝐫𝐤𝐞𝐭𝐢𝐧𝐠 Transitioning to an ABM model requires strategic and operational adjustments. In my article, I delve into the pivotal role of data management, demand planning, and reporting in ABM compared to traditional demand creation models. Key Highlights: 1️⃣ 𝐃𝐚𝐭𝐚 𝐚𝐧𝐝 𝐈𝐧𝐬𝐢𝐠𝐡𝐭: Understand the importance of data integration and insight generation for effective ABM. 2️⃣ 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐜 𝐏𝐥𝐚𝐧𝐧𝐢𝐧𝐠 𝐀𝐝𝐚𝐩𝐭𝐚𝐭𝐢𝐨𝐧: Learn how to align marketing plans with sales objectives for successful ABM execution. 3️⃣ 𝐃𝐞𝐦𝐚𝐧𝐝 𝐌𝐚𝐧𝐚𝐠𝐞𝐦𝐞𝐧𝐭: Explore new protocols for managing demand within specific accounts covered by ABM. 4️⃣ 𝐑𝐞𝐩𝐨𝐫𝐭𝐢𝐧𝐠 𝐚𝐧𝐝 𝐌𝐞𝐚𝐬𝐮𝐫𝐞𝐦𝐞𝐧𝐭: Discover the challenges and adaptations needed in reporting marketing's impact in an ABM model. Operations leaders involved in supporting ABM must innovate processes and technology to align with the unique demands of this strategy. My article provides insights into four operational areas affected by the shift to ABM. Check out the full article here https://lnkd.in/gmqAFntM #AccountBasedMarketing #ABM #B2B #B2BMarketing #MarketingTips

A 20% Win-Rate Improvement with Win-Loss Analysis 53% of lost deals were winnable [1] and one of the best tools available to improve your conversion rates is a win-loss analysis that both quantifies and qualifies your wins and losses to boost your future success. An in-depth examination of your CRM data and leveraging the power of AI and advanced tools will certainly provide valuable insights. But we must also heed Jay Mitchell's sagacious reminder that “the human touch that machines and bots cannot replicate [2]” is why win-loss should also include direct feedback from your customers and prospects. It is only through personal engagement that we can uncover the nuanced reasons behind purchasing decisions, gauge their perceptions of your value proposition, and glean feedback on your sales process and team. A recent Pragmatic Institute survey [3] says that nearly twice as many companies are attributing a 20%+ improvement to their win-rate resulting from their win-loss analysis. Win-loss analysis is important for B2B GTM success because it can help you: · Gain a deeper understanding of your customers and their needs, preferences, and pain points. · Discover new trends, opportunities, and threats in your market and industry. · Optimize your product, pricing, and positioning to match your customers' expectations and value perception. · Inform lead targeting by identifying by refining ideal customer profiles, understanding buyer personas, and refining your value propositions. · Enhance your marketing and sales messaging, content, and collateral to address your customers' challenges and goals. Leveraging an external third party to conduct your win-loss analysis can provide greater objectivity and potentially provide you access to a larger pool of respondents. By conducting win-loss analysis consistently and effectively, you can stay ahead of the curve and create a lasting competitive advantage. Read the entire blog at Appilar.com https://lnkd.in/g-aQTk3P [1] Find and Fix Blind Spots, Tim Reisterer, Chief Strategy Officer, Corporate Visions [2] ‘The Ultimate Guide to Leveraging AI for Your Selling Engine’, Jay Mitchell, April 30, 2024 [3] State of Win-Loss Analysis 2024, Pragmatic Institute #GTM, #Win-Loss, #SalesEnablement, #ProductStrategy, #RevenueIntelligence, #ConversionRate

Redefine Possibilities: Explore the transformative potential of Martech and maximize your ROI in this digital age. Join us for an ultimate martech experience at our upcoming Martech Excellence Awards 2024. Register here: https://lnkd.in/dwHHCwS7 #quanticawards #quanticmartech2024 #marketing #technology #martech #tech #trends #insights #b2b #linkedincommunity #trending #linkedinconnections #automation #data #ai #ml #customerjourney #customer #digitaltransformation

🌟✨ Unlocking the Power of Intent Data! ✨🌟 Did you know? 🤔 Let's dive into the fascinating world of intent data! 💡 🔍 Ever wondered how buyer intent data is sourced? It's all about monitoring the vast expanse of the internet for those crucial buying signals! 🌐💼 💡 Harnessing intent data isn't just about insights—it's about crafting personalized B2B buyer journeys that resonate on a deeper level! 🚀🎯 📈 And here's the kicker: Companies are witnessing a remarkable uptick in revenue, all thanks to the magic of personalization driven by intent data! 💰✨ ⚡️ Remember: In today's competitive landscape, buyer intent data isn't just important—it's indispensable for fueling demand generation strategies that drive real results! 📊🔥 Need help in marketing? 📈 Let's supercharge your strategy with the power of intent data! 💡 Unlock personalized B2B buyer journeys and boost revenue with actionable insights. Manlitics B2B ITES Reach out today to ignite your success! 🔥 #marketingassistance #intentdata #personalization #b2bmarketing #b2bleadgeneration #b2bmarketingstrategy #dataanalysis #manliticsb2b

Leveraging RevTech to Identify and Target High-Value Accounts In today’s competitive business landscape, identifying and targeting high-value accounts is crucial for sustainable growth and revenue generation. Revenue Technology (RevTech) plays a pivotal role in this process by harnessing advanced tools and strategies to streamline operations, enhance customer insights, and optimize sales efforts. Let’s delve into how RevTech can empower businesses to effectively identify and target high-value accounts. https://lnkd.in/dnUCYi3z #RevTech #RevenueTechnology #HighValueAccounts #DataAnalytics #Personalization #Automation #ABM #CRMIntegration #BusinessGrowth #DigitalTransformation

Predictive Analytics The ability to precisely anticipate and meet customer needs is fundamental in B2B marketing. Businesses can forecast future trends, behaviors, and preferences by analyzing vast datasets and patterns, enabling proactive decision-making and personalized engagement strategies. Marketers should adhere to several best practices, such as: 1. Data Quality Assurance: Ensure the accuracy and reliability of data inputs to generate reliable predictions. 2. Continuous Model Refinement: Regularly update predictive models based on new data and evolving market dynamics to maintain relevance and accuracy. 3. Cross-Functional Collaboration: Foster collaboration between marketing, sales, and data analytics teams to align predictive insights with strategic business goals. 4. Ethical Data Usage: Adhere to strict ethical standards and privacy regulations to safeguard customer data and maintain trust- 5. Actionable Insights: Translate predictive insights into actionable strategies and initiatives that deliver tangible value to customers and drive business growth. #aboutmarketing #B2Bmarketing #businessdriven #marketing #demandgeneration

I recently discovered PeopleLens, an early-stage AI company, who is in market with several brand name customers, and is focused finding actionable Sales insights while filtering out noise for sellers to improve their attainment performance. PeopleLens utilizes CRM data and multiple other enterprise datasets to unlock hidden insights that sellers and other in-house reporting often overlook.  Check out this original post from Yogi Panjabi, Co-founder and CEO of People Lens.

We're inching closer to March (how crazy is that) and it feels like we're finally getting the hang and seeing the value of ABM and proactive outreach, doesn't it? This year, I've noticed a refreshing shift: Fewer mass emails More focus on sales/marketing alignment, Deeper dives into KPIs rather than instant gratification  Emails that actually respect our prospects' time from the get-go. The realization that personalization is king, with industry-specific landing pages taking the lead. And let's not forget, the move from an all-in-one tool dream to a harmonious tech stack reality. As we analyze data from nearly 300 benchmarked US companies over $25MARR, the trend is clear: more conversations, more data, and most importantly, more growth. 🌲 Got questions on benchmarking or how to jump on this growth train? I'm here to chat!  #abm #growth #benchmarking #data #b2b

Embarking on an effective #𝐀𝐜𝐜𝐨𝐮𝐧𝐭-𝐁𝐚𝐬𝐞𝐝 𝐌𝐚𝐫𝐤𝐞𝐭𝐢𝐧𝐠 (𝐀𝐁𝐌) journey requires a solid foundation of accurate and enriched data. Here’s a concise guide encompassing key strategies for data building tailored specifically for strategic ABM: 𝐃𝐞𝐟𝐢𝐧𝐞 𝐈𝐝𝐞𝐚𝐥 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐏𝐫𝐨𝐟𝐢𝐥𝐞𝐬 (𝐈𝐂𝐏𝐬) 𝐚𝐧𝐝 𝐁𝐮𝐲𝐞𝐫 𝐏𝐞𝐫𝐬𝐨𝐧𝐚𝐬: Begin by outlining the characteristics and attributes of your ideal customers. This helps focus data acquisition efforts on accounts most likely to convert. 𝐄𝐦𝐩𝐡𝐚𝐬𝐢𝐳𝐞 𝐃𝐚𝐭𝐚 𝐐𝐮𝐚𝐥𝐢𝐭𝐲: Prioritize accuracy and relevancy over sheer quantity. Ensuring your data is up-to-date and precise is fundamental to successful #ABM campaigns. 𝐋𝐞𝐯𝐞𝐫𝐚𝐠𝐞 𝐃𝐚𝐭𝐚 𝐄𝐧𝐫𝐢𝐜𝐡𝐦𝐞𝐧𝐭 𝐓𝐞𝐜𝐡𝐧𝐢𝐪𝐮𝐞𝐬: Enhance existing #datasets with additional valuable information. This could involve appending missing details or validating and refining existing records. 𝐒𝐞𝐠𝐦𝐞𝐧𝐭𝐚𝐭𝐢𝐨𝐧 𝐟𝐨𝐫 𝐓𝐚𝐫𝐠𝐞𝐭𝐢𝐧𝐠: Use your data to segment high-value accounts effectively. This tailored approach ensures personalized and relevant communications for each segment. 𝐂𝐨𝐧𝐭𝐢𝐧𝐮𝐨𝐮𝐬 𝐃𝐚𝐭𝐚 𝐌𝐚𝐢𝐧𝐭𝐞𝐧𝐚𝐧𝐜𝐞: Regularly review and update your data. This ongoing process helps maintain its #quality and relevance, ensuring your ABM #strategies remain effective. Building a robust data foundation is the backbone of a #successful ABM strategy. By focusing on quality, enrichment, segmentation, and continual maintenance, businesses can elevate their ABM initiatives, effectively engaging and converting high-value accounts. #abm #accountbasedmarketing #data #b2b #leadgeneration #salesdemand 

Diagnosing your go-to-market challenges using data-driven insights from your operations teams. The GTM framework is incredibly helpful to align teams to grow revenue. The challenge of renewing customers and cross selling solutions is something are all asked to do. Take a few minutes to look at all 15 reasons for GTM challenges. The buying process is not linear. Account Centric (ABM/ABX) strategies work because Sales sells to the account. Leads align to an account, but it's only one data point. Who else from that account is also engaging? This is how you get data-driven evidence and identify if your target accounts are showing signs of being "in-market" now. We must consider both the logical and the emotional side of why to invest or change now and choose your solution. We must have awareness marketing, but we must also identify patterns of engagement with the help of AI that equate to a deal cycle. #marketingstrategy #marketingautomation #martech #marketingoperations #demandgeneration