Mereo

DECEMBER 21, 2023

Although we are approaching a new year, many of 2023’s selling challenges will continue to impact your B2B organization’s 2024 performance. In 2023 we certainly saw some softness in B2B purchasing. One of the major AI challenges faced by sales and marketing teams was the issue of the quality.

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Terms and Conditions B2B Thought Leadership Marketing Management Peer-to-peer 45

Mereo

NOVEMBER 15, 2023

Like a number of our clients, they are moving towards a stronger sales-led oriented culture, recognizing the benefit of higher growth rates across all parts of the organization. There are a number of factors that should tip off sales and go-to-market leaders to rethink their organizational approach.

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Mereo

MARCH 24, 2022

Recent studies from CSO Insights found that only 23% of B2B buyers prefer to engage salespeople to solve their business problems. Here I will share how your selling organization can improve its business development discipline, processes and techniques to deliver the most value internally — and externally.

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Mereo

MAY 18, 2023

And, most importantly, your leadership team should be able to use this strategy to replicate the process for any product updates or new solutions into the future. Emotions can rear their heads and lead decisions astray. Opinions can undermine what should be a calculated, informed decision.

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Pricing Price Effectiveness Cross-Selling 36

Mereo

JANUARY 6, 2022

By now you have been flooded by “resolution” and “2022 B2B trends” messages. Let’s cut through those parrot calls and get down to the most pressing challenges B2B executive leaders will face this new year. At Mereo, we have been talking to B2B executives on the frontline. DELIVER VALUE IN 2022.

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Mereo

MAY 25, 2023

The issue becomes how your pricing model affects your sales team compensation plan. Lastly, include a plan for exception processes for things such as end-of-life of your product or any sort of market change (remember COVID?). What term of subscription do you offer? What risk of renewal or inflation do you want to bear as a company?

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Pricing Price Bundling Marketing Management 36

Terminus

NOVEMBER 13, 2019

When I joined Terminus back in 2016, I announced my new position as CPO with a manifesto of sorts. As a product creator and innovator, I wanted to plant my flag in the next wave of leading B2B MarTech solutions and create something special with Terminus. Throughout the process, we noticed a few recurrent themes: .

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Top of Funnel Account Based Marketing Lead Ranking Marketing Qualified Leads 20

Metadata

SEPTEMBER 20, 2023

That many people reading our 2023 B2B paid social benchmark report were surprised by the high cost per opportunity (CPO) of paid social advertising. I have a hunch you’re asking yourself, Isn’t demand generation all about collaboration, processes, and moving pieces across teams? Does Facebook or LinkedIn drive a better CPO?

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Cost per Lead Demand Generation Agencies CPO Paid Social Agency 52

Mereo

APRIL 28, 2022

Every sports team has this unity — and B2B organizations also possess this culture and strategy. How can you drive common processes and procedures? While competition can be healthy and necessary within organizations, what unifies everyone — from sales to marketing to product to even human resource and other supporting departments?

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Lead Ranking Lead Scoring Marketing Management Forrester 36

Mereo

SEPTEMBER 15, 2022

Product-led growth (PLG) has been a rising strategy of late in the B2B sphere — especially within the private equity investment space when it comes to Software as a Service (SaaS) portfolio companies. In many ways, PLG aligns with a number of key product management strategies and practices the leading B2B organizations follow.

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Lenny's Newsletter

AUGUST 8, 2023

Over the next two months, I’m going to share a multi-party in-depth playbook for kickstarting and scaling a B2B business. In addition to these juggernauts, I’ve also pulled in a handful of my favorite up-and-coming B2B startups, including Linear, Vanta, Stytch, Zip, Census, Persona, and Hex. Every prosumer product (e.g.

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Startups Work Management CPO Enterprise Management 52

Lenny's Newsletter

AUGUST 15, 2023

Subscribe now Welcome to part two of kickstarting and scaling a B2B business. Here’s how some of today’s biggest B2B startups began: Retool started as Venmo for the U.K. Outbound sales is consistently the best signal for validating your idea (versus friends using your product, incubator batch-mates, or investor leads).

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ClickZ

OCTOBER 27, 2020

Marketing automation involves using software and tools to build automated marketing processes that can handle high volume or complex projects. Jon Miller is the CPO at Demandbase. Miller, previously the Co-Founder at Engagio and Marketo, has been in the B2B marketing automation space for a long time. This adds complexity.”.

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Marketing Automation Services Marketing Automation Automation Work Management 133

Valasys

APRIL 5, 2019

The acquisition will position Integrate users with the ability to automate the handover process of leads that are captured at events to the sales teams in real-time. This represents the largest areas for B2B marketing investment. Akkroo’s Approach to Event Lead Capture & Processing.

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PathFactory

JUNE 24, 2021

B2B marketers have a major content ROI problem. In their place are B2B buyers who expect the same seamless, self-directed content experiences they’ve come to enjoy in their consumer lives on platforms like Netflix and Spotify. As B2B marketers, it’s time for us all to step up and follow suit. Here are three big takeaways: 1.

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ROI Top of Funnel Forrester CPO 52

Seismic

MAY 11, 2021

Seismic Aura is a response to increasingly complex sales cycles and greater demand for seller productivity. I was recently joined by Seismic Chief Product Officer Krish Mantripragada to discuss the ins and outs of AI-guided selling , what it means for sellers and marketers, as well as Seismic’s vision for AI in sales.

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