What is customer retention and why is it important “It costs five times as much to attract a new customer than to keep an existing one.” – Philip Kotler, American marketing author, consultant, and professor emeritus. Customer retention: the ability of a business to keep its existing customers.  Along with new business, customer retention is often seen as a critical metric for measuring the health and growth of a company. High customer retention rates indicate satisfied customers who trust the business and will likely continue purchasing products or services. This, in turn, leads to steady ..read more

“Companies are lying about intent data.” — Vin Matano, Senior Account Executive, Majors at Demandbase + President’s Club FY23. Vin, who has spent the last 6+ years talking about intent on sales calls, admits he is no expert but has “closed millions of dollars of intent data.” In that LinkedIn post, Vin says companies promise “hot leads” and “accounts ready to buy.” All good; however, intent data by itself is not enough. A single search on a term does not mean an account is ready to buy (or even more likely to buy). They may not even know who you are! Tom Keefe, Principal GTM Expert at Demandb ..read more

It’s no secret; executing a new GTM Strategy can be daunting for sellers and marketers alike. When it comes to account-based marketing and selling, the Demandbase professional services team has years of experience to help get you up and running and in-market executing quickly and effectively- from a guided implementation process to expert strategic and technical advice to analyzing your GTM performance, our professional services are here for you. So, why choose Demandbase Professional Services to support your GTM?  Here are 5 reasons… 1. Quick and efficient Implementation Every new Deman ..read more

Are your B2B advertising campaigns reaching the right people at the right accounts to drive your ROI? It’s important to begin with a foundational truth about B2B advertising: B2B buying is not the same as B2C buying, nor are the tools and technologies built for B2C advertising conducive to your success with B2B advertising. While an advertiser might get lucky by selling to a single B2C customer via a single touch point (reaching the customer at the exact moment she wants to buy – think shoes), B2B buying cycles are longer and vastly more complex, with buying groups/committees that can have dou ..read more

Approaching new territories can be daunting. So much research, so much personalization, so little time. As a seller who lives this every day, I’m going to detail how I’m using Demandbase’s new Prescriptive Sales Dashboards to get off zero as quickly as possible. So, what is it? Prescriptive Sales Dashboards offer a unified and prioritized view of a seller’s territory / account list where sellers spend most of their time (i.e. CRM, Outreach, web app). What problem does it solve? Sellers often do not know where to focus their outreach efforts on a daily or weekly basis. This dashboard prioritize ..read more

This content is password protected. To view it please enter your password below: Password: The post Protected: How to prepare for Chrome’s deprecation of 3rd party cookies appeared first on Demandbase ..read more

When you’re first starting a sales career, the most obvious trajectory is to go from SDR to AE to Sales Manager (and up from there). But what about for those of us who want to take the path less traveled? My journey diverged at the beginning of 2023 when I decided to go “all in” on my role as CEO of my business of two years, Women in Sales. This journey over the past year had so many ups, some downs, and a lot of surprises along the way. Here are some of the major lessons I learned. Quota never goes away The very first thing I did as CEO was to set my quota and stretch goals for the year.  ..read more

2023 was a year of significant change and growth for Demandbase. We’ve released multi-language Intent, rolled out buying groups to our first set of customers, and improved our prescriptive sales dashboards. account identifi A continued factor in our success: The stable improvement of our target account identification Demandbase has always taken a different approach to target account identification. At any given time, Demandbase has around 3.7 billion IP addresses that are mapped to a company or otherwise classified (i.e., consumers). We source our IP data from proprietary methods and use numer ..read more

As we continue into the new year, we wanted to highlight some of the most engaging marketing discussions on the Sunny Side Up Podcast from 2023. Join us as we revisit these conversations that share key insights into navigating economic uncertainty, enterprise brand transformation, the future of Martech, and more! Whether you’re a seasoned marketing leader or at the beginning of your career, there’s something for everyone in our roundup of the best marketing podcast episodes of 2023. CMOs – The new Swiss Army Knife Get ready to be inspired by Kimberly Kaminski in this episode of the Sunny Side ..read more

Using statistical algorithms and machine learning techniques to analyze historical and current data to make informed predictions about future events.  Or “determining future performance based on current and historical data” (Investopedia). That’s predictive analytics. Predictive analytics models are the (often very sophisticated) tools used to perform this analysis. Real-world applications of predictive analytics modeling can be found across various industries with many use cases. A few examples:  Healthcare – assessing patient risk Finance – reviewing creditworthiness Retail – pred ..read more