Consultative Selling in the Digital Marketing Universe
A how-to guide for overthrowing the tyranny of templates
As the lines between marketing, technology, and business strategy continue to blur, these ‘consultative agencies’ are positioning themselves at the nexus of brand building and business growth. And it all begins with embracing a more holistic mindset and approach to client acquisition and engagement.
Inbound marketing generates three times more leads than outbound marketing while costing 62 percent less!
~ DemandMetric
Even so, only one-third of B2B leaders can successfully generate qualified inbound leads, while others are lacking both in attracting large numbers of relevant website visitors and helping more of them convert.
Thus far, inbound marketing has failed to receive the same ‘data-attention’ both from data vendors and companies alike that outbound go-to-market cadences have come to expect from their CRM data.
Applying a matured data-lens approach to this high-intent, highest-yielding and cost-effective revenue channel, can uplift inbound marketing’s performance manifolds.
Read this guide to explore how rich, digiographic, account intelligence data can positively impact two key KPIs for your inbound marketing—Conversion Rate and Lead Qualification Rate.
Navigate the Digital Marketing Universe in the Following Steps:
Increase Conversion Rates by Personalizing Your Visitor Experience
Use rich digiographic account signals to pull audiences in with relevant, contextual experiences—driving more engagement!
Qualify and Score your Inbound Accounts
Prioritize for better results, faster—build trust between marketing and sales.
Only a fraction of your B2B inbound leads truly deserve face-time with your sales team. Enrich your inbounds with account level digiographic data signals and pre-qualify them based on buyer need and purchase propensity, before moving them downstream.
As we saw last year, a majority of respondents are unhappy – 65% indicated that they are dissatisfied with their current data providers.
The 2022 report has a few additional data points over last year, offering even more value for readers. For example, since we have seen a considerable rise in the interest in account scoring capabilities—in part to support Account-Based Marketing programs—we specifically asked about account scoring in this year’s survey.
Respondents who lacked APS data were twice as likely to suffer a loss of revenue and a loss of trust.
Download the report and get into the minds of the revenue leaders who have identified the shortcomings of data providers and have told us what they desire. With over three times as many revenue leaders directly participating in the survey this year (over last year) — our findings are more meaningful than ever.
To unlock the promise of segmentation and personalization for your sales and marketing teams, start with account intelligence from BuzzBoard—the largest database for B2SMB solution providers to launch hyper-personalized marketing campaigns at scale.
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