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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

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