by Rob Skinner, Scratch Marketing + Media Often, the perceived influence of a given individual can grow from little more than a well-timed observation, and the case is on no greater display than within the dynamics of Account-Based Marketing (ABM). To illustrate, let me reflect my experience of viewing the latest Star Wars installment, […]
A Roundup of News, Tools, Events and Thought Leadership from the World of Account-Based Funnel Management By John Saxe You want to stay abreast of the latest developments in account-based, but you don’t have time to read everything. That’s where we come in. Each week Scratch Marketing recaps the most recent doings in the […]
Last night I had the good fortune to have been invited to attend a panel discussion and networking event at Tufts University focused on the value and importance of careers in sales. It was hosted by Tufts Career Services and geared towards giving current undergraduate students in the School of Engineering …
By Lora Kratchounova, Scratch Marketing + Media In marketing, there is always one ideal channel for your message. And the tooth fairy is real, too. In truth, it’s been almost 40 years since a single-channel approach has made sense. Sure, back in the 1970s and even the ‘80s, advertisers could rely on TV and radio […]
By Lora Kratchounova, Scratch Marketing + Media Account selection is the first and most critical foundational component of any account-based marketing program. Identifying target accounts in the world of account-based marketing (ABM) is the process of prioritizing companies and organizations by their likelihood of converting to a sale. In ABM, the greatest emphasis of the […]
By Mira Lyubenova, Scratch Marketing + Media In recent years, account-based marketing (ABM) has become one of the hottest topics among marketing and sales professionals, with the hype continuing on a steady ascent throughout 2016. While this approach has been practiced by B2B companies for decades, it had been hard to do it at scale […]
By Lora Kratchounova, Scratch Marketing + Media In a digital world where people are inundated with information, they are using all the tools and channels at their disposal — from Google to social networks — to make purchasing decisions outside of hopeful brands’ established channels. As we explored in a previous post, Digital Brand Authority […]
By Rob Skinner, Scratch Marketing + Media I did not expect January’s Marketing Profs Virtual Conference, Top Marketing Trends of 2017, to underscore my growing personal sentiment that the “brand story” has slipped into a state of overuse, to the point it’s losing effectiveness as a content marketing framework. But it did, and the results […]
By Lora Kratchounova, Scratch Marketing + Media Given that today’s paradigm of customer centricity has coaxed brands to adopt a Marketing the Future stance towards their relationships with their customers, we need a new framework for building and measuring the brand’s ability to meet its customers’ expectations. That framework is Digital Brand Authority. In a […]
By Lora Kratchounova, Scratch Marketing + Media In many enterprises, harmonious communication between the sales and marketing departments remains an elusive pursuit. While both groups have the same ultimate goal — contribute to the company’s revenue — misalignment between the two in day-to-day operations remains one of the greatest sources of functional inefficiency. The two […]
