Blog

Email Deliverability
What is Email Deliverability and Why It Matters to B2B Marketers and Sales Teams? In 2022, email continues to be a B2B selling powerhouse. Of

What is Intent Data
How Does Intent Data Differ from Web Tracking Data? Understanding the intricacies of web tracking, including measurements, analysis, and reporting, can get confusing. Through web

Sales Prospecting: Top Techniques & Tools to Scale Pipeline Generation in 2022
Sales prospecting is the process of identifying potential buyers (prospects) and then building a business relationship with them.

B2B Marketing Trends In 2022
Creative video content, intent data, AI, and the metaverse—these are just a few key areas that B2B marketers are predicting will be hot in 2022.

Shortfalls of Using ABM Platforms for Programmatic Advertising
Last year, we saw a 15% increase of marketers using ABM. As marketing teams dedicate more budget and resources to ABM efforts, many are drawn

CRM Data: Why Data Quality and Good CRM Management Are Essential for Sales and Marketing Success
Contact data decays by approximately 3% to 5% per month, but all too often, CRM data quality is an afterthought. In this post, learn about CRM data and how bad contact data negatively impacts Sales and Marketing results.

Demand Generation vs. Lead Generation: Key Differences, Strategies, and More
There’s often a lot of misinformation spread about the terms demand generation vs lead generation. Although these functions are closely related, there are distinct differences every marketer should be aware of.

B2B Email Marketing: Best Practices and Essential Tips for 2022
B2B email marketing should be a part of any successful marketing strategy. While some believe that email is an outdated B2B marketing channel, the data says otherwise.

B2B Demand Generation Best Practices: 7 Critical Success Factors
As you begin to develop a B2B demand generation strategy or launch new demand gen programs, it’s critical to begin by building up from a strong foundation. After launching demand generation programs that generated over $1 billion in revenue, I’ve developed a repeatable framework of seven critical success factors.

Don’t Let Email Validation Software Throw the Baby Out with the Bathwater
Email validation software vendors typically recommend eliminating 40 to 60% of emails from your list—but how many of those emails actually belong to active, high-intent prospects?

Sales and Marketing Alignment: Best Practices and Tips to Drive Revenue
It’s an age-old story: sales accuses marketing of sending them “bad” leads, or not generating enough good ones, while marketing accuses sales of not following up on leads they’ve generated, or not following up quickly enough.

Not All B2B Contact Data Is Created Equal: How Data Accuracy Impacts Sales and Marketing Performance and Costs
Whether you’re in sales or marketing, the last thing you think of when launching a new campaign is how accurate all the emails and phone numbers in your CRM are. After all, it’s the hours of creative workshopping and strategic thinking that are the heavy lift. But what good is spending hours on ad campaigns, email messaging, and other marketing/sales enablement assets when they’re not being delivered to the right people?

B2B Marketing Budget Allocation: Insights and Breakdown
As B2B marketing teams begin budget planning, there’s no question that the global pandemic has changed the marketing landscape. Although we’re seeing trade shows and networking events slowly making their way back, there are more users working from home and more virtual meetings. Changed workplace habits have an effect on how marketing teams prioritize initiatives and where they spend budgeted dollars.

Account-Based Marketing Strategies: 7 Tactics to Improve Campaign Performance
How do successful sales and marketing teams make important connections with large clients and land massive accounts? One tried-and-true strategy is account-based marketing (ABM). ABM uses a customized approach and finely-tuned personalization to target the high-value clients that your sales team is targeting and are in the market for your offerings. ABM strategies have been proven to work over and over again, but until recently they were out of reach for many marketers with limited resources.

5 Outbound Sales Strategies Fueled by Data
There’s a science to developing effective, high-performing outbound sales strategies—and fresh, accurate, and verified data is a key ingredient.

7 Lead Generation Strategies Supercharged With a Data-Driven Approach
Data gives you knowledge—and consequently, more power as a marketer. Your lead generation strategies become even more powerful when you have the right information in your hands.

Intent Data : How to Use it to Generate Quality Sales and Marketing Leads
Research shows that the average B2B buyer spends 67 percent of the buyer journey digitally—the challenge you’re faced with is finding these buyers before they choose an alternative solution. You can address this challenge head-on with the help of intent data. Here’s why.

How To Fill Your Sales Pipeline When Marketing Isn’t Delivering Enough Quality Leads
Whether it’s due to a lack of prioritization, budget shortfall, or a lack of expertise, sometimes sales teams just don’t get the lead generation support they need from marketing. Ideally, you can collaborate with marketing to fill the gaps. When that’s not possible, sales has to step up and fill them.

How to Deliver Pipeline When Your Marketing Budget Is Slashed
Learn the specific steps to take and the tools you’ll need to ride out any budget crisis, continue to drive leads and contribute to revenue, and be well-positioned to make your case for additional marketing budget in the future.

How Great B2B Data Helps Sales & Marketing Teams Improve Productivity, Performance, and Revenue
Are you feeling the pressure to prove your worth to your organization? Has the shift to remote work exposed the fractures in your processes? Or, are you challenged to do more with less due to budget and resource constraints? High-quality contact data can be used to address all of those challenges, and more.

B2B Data: Using Quality Data for Better Sales & Marketing Performance
When 2020 began, we had no idea what the year had in store. B2B marketing budgets are tighter, teams are smaller, and resources will be constrained for the foreseeable future. Yet your leadership’s expectations likely haven’t changed. Learn why data is your secret weapon for seizing control and reaching your goals, despite the hurdles caused by the pandemic.

How to Evaluate B2B Data Providers and Find the Best Fit
There are so many B2B data vendors to choose from that you may feel overwhelmed. This article provides a list of the key criteria to consider when evaluating vendors and explains how to evaluate each requirement, so you can make the right decision for your team.

B2B Data Enrichment: The Answer to Overcoming Marketing Budget and Resource Constraints
The better your data, the better your personalization, segmentation, and automation. Data enrichment enables you to meet your goals more efficiently, despite the resource and budget constraints you’re up against.

B2B Digital Marketing Channels with the Best ROI
In the wake of dramatic budget and staffing cuts, B2B marketing and sales teams are under increasing pressure to prove their value. This article will help you sort out which digital marketing channels can help you achieve your awareness, pipeline, and revenue goals and deliver the best ROI.

Marketing Plays: 5 Essential Strategies to Execute before the Clock Runs Out
Heads up! Given B2B sales cycles, is your marketing team prepared to make an impact on this year’s revenue? Here are our five best marketing plays you can run now to achieve your goals and finish the year strong.

How Intent-based ABM Helps Optimize Your Go-To-Market Strategy
Account-based marketing (ABM) helps Marketing & Sales teams focus on best-fit buyers. This article explains how adding intent data helps you increase conversions by optimizing your outreach timing to ideal buyers that are actively in-market.

Why Spring Cleaning is Important for your Martech Stack
Martech tools can pile up like old junk in the garage. This article explains why it’s important to periodically evaluate whether your martech stack still fits your marketing strategy—and it details how simplifying their stack from 22 to 7 tools helped Pramata drive better results.

Good Data Helps Marketing & Sales Feel the Love
It’s the old story: Sales accuses Marketing of sending them “bad” leads, or not generating enough good ones. Marketing accuses Sales of not following up on leads they’ve generated, or not following up quickly enough. What can bring Marketing and Sales together so they can work more effectively as a revenue generating team? Good data.

How to Maximize the Impact of Your Conference Attendance
Whether you attend virtually or in-person, industry events are an important way to keep up with current trends and best practices and learn about the newest martech & salestech products that can help you be more effective. Here’s what to do before, during, and after an event to make the most of your participation.

Account-Based Marketing (ABM): The 6 Building Blocks for a Solid Foundation
A majority of marketers say that ABM delivers higher returns than any other marketing approach. But ABM success depends upon careful planning and execution, starting with putting these six foundational building blocks in place.

How Pre-event Campaigns Help You Maximize Attendee Engagement & ROI
Events are typically the biggest marketing program budget line item. With so much at stake, driving ROI is vital. Learn how to create effective pre-event promotions that will drive stronger results from your next webinar, tradeshow or conference.

The Top Use Cases Driving Account-Based Marketing (ABM) Adoption
Most B2B marketers have heard about the benefits of moving to account-based marketing (ABM). So, with apologies for sounding like a prescription drug ad, you may now be asking yourself, “how do I know if ABM is right for me?”

Total Audience Measurement (TAM): Why It’s Important to Know Before Starting ABM
You need to sell to real people, not accounts on a list. So to create a successful account-based marketing (ABM) strategy, you first need to determine how many people actually fit your target buyer persona. This article highlights a SaaS company that achieved ABM success, starting by measuring their total audience.

ABM Infographic: Why ABM Is Reaching New Heights
While inbound marketing isn’t going away, Account-Based Marketing (ABM) is gaining popularity because an increasing number of B2B marketers are finding that it works. If you’re trying to make the argument that your team should try an ABM approach, this infographic of ABM stats will help.

The Road to ABM: Small Steps Not Leaps
A 20-year marketing veteran who has built inbound marketing programs at scale, explains why he recommends that companies dip their toe into account-based marketing (ABM) before jumping right into the deep end.

Making Marketing Data a Performance-Grade, Renewable Resource
Recently, we explained why data is the new oil powering today’s B2B sales and marketing machines. In this post, we’ll discuss why refining that precious resource is so challenging, and why you shouldn’t build your marketing plans and processes around static data.

ABM Program Success: Five Ingredients for a Perfect Recipe
Account-based marketing strategies have been a hot topic for a few years now, but getting it right is still a mix of art and science. An experienced ABM marketer shares the key ingredients you need for ABM success.

Why Data is the New Oil of the Digital Marketing Era—Part I
Today’s revenue teams have access to an exponentially growing landscape of martech and salestech tools. What’s powering all the increasingly complex tech stacks and determining the difference between revenue growth success and failure? Data.