Understanding the tech buyer today requires deep knowledge of how buying decisions are made. Accelerate BtoB leverages our tech buyer insights to develop a full picture of the problems your buyers are trying to solve. Our singular focus is on their buying triggers.
Buyer Persona Analysis:
- Understanding their business technology challenges
- Determining decision-making influence and content consumption patterns
- Comprehending information or educational needs at each stage of the purchase process
- Vetting the content that best engages each persona at each stage of the buyer’s journey
- Understanding the behavior of the tech buyer is key in synchronizing a nurturing campaign
Accelerate BtoB uses your buyer personas to map against the best content marketing strategy. We analyze the best performing content by persona segment to accelerate improvement and optimization throughout the buyer journey. Content strategies map both format and messaging to personas to drive marketing performance.
Performance-Focused Content Services include:
- Content audit
- Persona assignment
- Content optimization and development
If you don’t have existing content marketing assets, Accelerate BtoB can develop:
- Case Studies
- Data Sheets
- Tech Briefs
Once personas are defined and relevant content is in place, Accelerate BtoB will light up your lead generation immediately. Depending on your specific lead generation requirements, we’ll determine how deep the campaign can travel down the marketing funnel. While we specialize in top of the funnel lead generation, our capabilities enable us to deliver engaged buyers at any stage of the funnel.
With our unique ability to leverage our proprietary database of 22M technology roles and behavioral attributes, we place your content in front of the right target audience and generate your persona-based engagement. Engaged target buyers opt-in to engage with your content in exchange for their contact details.
We include custom questions designed by your sales team to further compress the time to revenue curve. Finally, we pass the contact detail to you digitally, or they can be exported into a lead nurturing program for acceleration into a sales-ready opportunity.
Sixty-one percent of B2B marketers send all leads directly to Sales, however, only 27% of those leads will be qualified according to MarketingSherpa. Don’t frustrate your sales team with poor quality leads. When leads met qualifications, but are not ready to interact with sales, its time to begin the nurturing process.
Nurturing is proven to be the best way to remain engaged with buyers while they progress through the buyer’s journey. Why is nurturing so important? Nurtured leads produce on average, a 20 percent increase in sales opportunities versus non-nurtured leads according to a recent DemandGen report. And CSO Insights reports that companies who excel at lead nurturing have nine percent more sales reps attaining their sales quotas.
Accelerate BtoB’s lead nurturing services include:
- Lead management
- Demand generation
- Database appending
- Sales automation
- Lead scoring
Nurturing services can be performed against existing client database, leads acquired through media placement or lead acquisition with Accelerate BtoB. All lead nurturing programs delivered are scored against the client’s objectives. Segmented leads are delivered to either the client’s marketing automation system via API injection, FTP/upload, CSV or can be loaded into a licensed marketing automation system provided by Accelerate BtoB.
Become a hero to your sales organization! Contact us to see how easy it is to deliver the exact buyer leads your sales team is looking for