The Intersection Newsletter
Subscribe for the latest marketing and technology insights from Foundry
Lead scoring strategy to improve your pipeline
We know that high-quality leads have a clear business need and immediacy for the solutions you offer. The question is: How do we get these leads to sales development for
Tips to nurture marketing qualified leads to sales accepted leads
Studies show that 65% of companies don’t have a lead nurturing strategy in place. Why is this an issue? Because companies that have a working lead nurturing strategy produce 50% more sales-ready
Why do we need an ABM platform if we already use a marketing automation platform?
The most experienced ABM marketers usually start out with one or two marketing technologies as they build their first ABM campaigns and prove the value of the account-based model to
What no event marketer ever wants to hear from their sales department
I recently had a state-of-the-business discussion with the event sales leadership and team at large. It’s a conversation that I like to have once a quarter to ensure that our
Are you getting the full picture from your intent data supplier?
Marketers need high-quality intent data to drive maximum returns from ABM and other lead generation programs. Here are four essential questions to ask your intent data supplier.In B2B markets, power
6 storytelling tricks to help you create an emotional connection with your customers
The relationship between brand and story The first time I heard the word “brand,” I was maybe 10 years old. My dad came home with a short iron rod as
Does your content marketing deliver on a brand-to-demand scale?
Understand the opportunity and urgency to influence buyers along each stage of this decision-making process. Buyer-centric content marketing is central to this “brand-to-demand” approach.
Six ways ABM programs fail & how to fix them
Implementing ABM software can seem like a tall order. We’ve seen it all after onboarding hundreds of customers making the switch to ABM, and helping clients expand their ABM strategy.
ABM & intent benchmarking study: success inspires a year of accelerated investment in Europe
European B2B technology companies continue to invest heavily in ABM for a good reason: they know that account-based strategies work. This is the main conclusion of Foundry’s latest ABM and Intent
Website conversion rate
Your website conversion rate is the number of leads that reach out directly through your website channels such as website pop up, lead form, email, etc. divided by the total
Beyond IPv4: Addressing for the future
Addressing the internet Internet Protocol (IP) is the foundation that allows interconnected devices to communicate and transmit data across the internet. Similar to a telephone number, a connected device requires
4 reasons your ABM program isn’t living up to expectations
One of the worst feelings is when you try something new – whether it be a restaurant, movie, or product – and it just doesn’t live up to your expectations.
6 things award-winning ABM campaigns have in common
Account-based marketing (ABM) campaigns are among the biggest buzzwords in martech, along with “predictive” and “intent data.” However, building a successful (let alone, award-winning) ABM campaign isn’t easy. Over the
Get it together: how SDR, Sales and Marketing alignment can power your pipeline
By Josh Lord It’s been more than a couple of years since the Sales Development Representative (SDR) role was based purely around the traditional sales floor method of cold calls
3 ways to use intent data in multichannel orchestrations
Intent data, account-based marketing, and orchestration are on many marketers' “to-do” lists and work best in tandem with one another. Here's how to align intent and account-based efforts.
Here’s how organizations are falling short addressing cyber risk
Security is finally being viewed as a critical business function by many senior management leaders and boards of directors. It has been on a growth path in that regard for
Don’t play with FIRE, unless you’re a B2B marketer
In an episode of “Ask an ABM Expert,” Andrew Mahr, introduces the FIRE methodology for account selection and prioritization. Today, we’re going to summarize episode 6 and dive into why
Creating your ABM target list using firmographics
Building your target account list is the first step in any good ABM strategy, but it can be tricky. Let us show you how to build one using firmographics. The
Q&A: The future of GDPR in the marketing landscape
The B2B data space is evolving at break-neck speeds and with it spanning wider and wider, data privacy is an increasing concern for consumers, businesses, and the people whose job
Top 5 mistakes marketing teams make when tracking first-party intent
Buyer intent data is key to building your sales and marketing campaigns. Check out this article to make sure you’re doing it right! We’ve seen a lot of successes and
The definitive guide to activating intent data
Big data drives marketing strategies in every industry. But with big data flooding in every day, marketers are still learning how to make sense of it all and use it
3 steps to launch (or enhance) your account-based marketing strategy
Account-based marketing is the most powerful tool B2B marketers have. Find out how to launch an effective ABM strategy to drive higher quality leads. Account-based marketing is not a new
Firmographics for account based everything
Firmographics are company attributes B2B marketers use to segment their target markets including company size, revenue, location, industry, etc. Firmographics — a term thrown around our office every 5 minutes or so,
Top tools for BDRs
While you may have an amazing Business Development Representative (BDR) team, it’s no secret the job can be rough. So make your BDRs’ lives a little easier with a few
How to start at square one with intent data
How to start at square one with intent data: building a strong data activation foundation So you’ve added intent data to your toolbox. Congratulations! …Now what? When it comes to