Enterprise B2B Lead Generation Optimization

The Vanella Group, Inc.  |  Services
Maximize Results from Marketo and uncover "under the radar" opportunities, engage at the right time,and leverage data from accounts that allow you to:
Main Features
  • Identify Hidden Opportunities
  • Maximize Content
  • Enterprise Advantage
  • Understand B2B Buyers

Our experience in B2B Enterprise Sales Development and Lead Generation brings to our Marketo clients several areas of advantage

1. How to identify "under the radar" opportunities. We have found that up to 15% or more of underscored leads actually have active buy cycles. We work with clients to understand how to discover those and engage at the right time to participate in the deal. Enterprise buyer behavior varies depending on the platform, sales cycle, number of and nature of stakeholders, and requirements. Understanding the psychology of the sale helps you interpret your Marketo feedback more effectively.

2. Pinpoint effective timing for live outreach to enhance low-touch outreach. We help our clients to utilize Marketo to reinforce and build on the relationships companies work so hard to establish so it progresses more effectively in-person. Some companies are frustrated why prospects went quiet or why they didn't know of a big change with a buyer. We can help them see trends in behavior that let you know when the right time for a live engagement is appropriate.

3. Content mapping and design. We help our clients communicate the right message for the appropriate stage of the relationship. Marketo provides an excellent way to build remote relationships with clients and provide visibility into your prospect base so you can "be in the right place at the right time" as never before.

4. Help you maximize the visibility you now have with Marketo into multiple areas of prospect behavior. A huge advantage with Marketo is you have visibility as never before, it allows you to be proactive at a completely different level of effectiveness to see what your prospects are doing (or not doing.) Enterprise sales, especially enterprise technology sales in B2B, is an environment where timing is critical. Buy-cycles have changed over the years, and knowing how to utilize the visibility you have to engage at the best stage you can have the most influence is key.