• AGGREGAGE B2B WHITE PAPERS  |  TUESDAY, MARCH 28, 2017
    [Lead, Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. normal point of sales/marketing contact.
  • AGGREGAGE B2B WHITE PAPERS  |  TUESDAY, MARCH 28, 2017
    [Lead, Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. normal point of sales/marketing contact.
  • AGGREGAGE B2B WHITE PAPERS  |  TUESDAY, MARCH 28, 2017
    [Lead, Sales] B2B Marketing Trends for 2016
    through their own research, without talking to sales—until late in the journey. distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. normal point of sales/marketing contact.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, MARCH 29, 2017
    [Lead, Sales] Do CMOs Really Spend More on MarTech Than CIOs? A New Study Says No.
    But the IDC figures show that sales and customer service spend more on tech than marketing. Of course, having enterprise core systems leads right back to having the IT department manage those systems and ensure that departmental systems are compatible. Like many people in the marketing technology industry, I was tickled in 2011 when Gartner predicted that CMOs would soon have bigger tech budgets than CIOs , and even more tickled when Gartner said in 2016 that it had happened.
  • DISTRIBION  |  WEDNESDAY, MARCH 29, 2017
    [Lead, Sales] How to Respond to Negative Customer Feedback on Social Media
    No matter if you are selling beauty products or life insurance, your brand image can be positively or negatively impacted by the way your marketing department or local sales personnel engage with their followers on social media. Some larger companies have a script for local customer service representatives to follow so that the message is not lead astray from brand values or its mission. Transform negative social media feedback to positive relationships.
  • HUBSPOT  |  WEDNESDAY, MARCH 29, 2017
    [Lead, Sales] How to Re-Manufacture Your Marketing: An Inbound Marketing Guide for Manufacturers
    Manufacturers have the chance to reach a wide audience, improve their sales, and increase their revenue with the help of inbound marketing and automation. Different types of content can also help carry people through the sales cycle, giving them more incentives to share the messages you convey. Experience Better Lead Generation. At the same time, leads become more valuable when they're willing to spend more on a product or service. Improve Lead Nurturing Abilities.
  • THE POINT  |  WEDNESDAY, MARCH 29, 2017
    [Lead, Sales] 5 Reasons Your Sales Reps Aren’t Getting Enough Qualified Leads
    Earlier this year, I talked to a CMO at a B2B tech company whose sales counterpart was lobbying strongly for the company to adopt Account-Based Marketing (ABM) as part of their demand generation strategy. Though the marketing team was doing a great job generating raw inquiries at the top of the funnel, the sales reps weren’t receiving the number of “sales ready” leads they needed to hit their pipeline targets. The lead funnel is obsolete.
  • BIZNOLOGY  |  WEDNESDAY, MARCH 29, 2017
    [Lead, Sales] Simple steps to website marketing success
    Whether your website is a main channel for prospect acquisition and conversion or serves as a secondary sales tool, it’s vital that it’s conceived and organized to maximize its marketing effectiveness. Content should be connected in a way that leads a visitor from one page to another, with each page building on the last to answer the questions a prospect is likely to have about your solution’s effectiveness and appropriateness.
  • ACT-ON  |  WEDNESDAY, MARCH 29, 2017
    [Lead, Sales] 5 Powerful Lessons Content Marketers Can Learn from Journalism
    Content marketing costs 62 percent less than traditional marketing and generates about three times as many leads. Get to the Point (aka Don’t Bury the Lead). The most important details appear at the top of the story, either in the lead paragraph or a close-to-the top “nut graph” that gives the point of the story and explains its news worthiness in a nutshell. Are you planning to create more content this year? If so, you aren’t alone.
  • B2B MARKETING INSIDER  |  WEDNESDAY, MARCH 29, 2017
    [Lead, Sales] 5 Painful Truths Damaging Your Content Marketing Strategy
    If not, you risk slowing down your website traffic, losing the interest of your leads, and possibly earning less sales for your business. Facing the truth isn’t easy. But you have to do when it comes to your content marketing strategy. It’s time to own your reality and do something about it. Check out the infographic […]. The post 5 Painful Truths Damaging Your Content Marketing Strategy appeared first on Marketing Insider Group.
  • PUREB2B  |  TUESDAY, MARCH 28, 2017
    [Lead, Sales] Why Your Marketing Needs to be Data-Driven
    Leads generated through Facebook respond differently to leads generated from the Google Display Network (GDN). This is why marketers need to create and implement their strategies according to which channel leads are coming from to optimize conversion rates. In the long-run, this leads to increased purchases, loyalty, and advocacy. Blog Data Email-Marketing Lead-Generation Sales
  • ETRIGUE  |  TUESDAY, MARCH 28, 2017
    [Lead, Sales] 5 Tips for Building Your First Drip Campaign
    Drip email campaigns are predetermined sequences of emails designed to nurture your leads or strengthen existing client relationships. You’ve probabbly heard the Forrester stat by now: companies that excel at lead nurturing (i.e. drip campaigns) report 50 percent more sales at 33 percent lower cost. The power of marketing automation is the power to connect with your customers and leads anytime you want, to say whatever you want.
  • LEAD LIAISON  |  TUESDAY, MARCH 28, 2017
    [Lead, Sales] How Marketing Automation Can Help Real Estate Agents Convert More Leads
    It allows agents to streamline their marketing efforts and push leads through the funnel much faster. Lead Liaison uses data from over 100 social networks to enrich Prospect (Buyer) profiles with social information, giving you more insight into who you buyers are and what they are looking for. With marketing automation, you can send a text message to a list of people that might be interested in a new home you have for sale. Reach the Right Leads with Lead Scoring.
  • HUBSPOT  |  TUESDAY, MARCH 28, 2017
    [Lead, Sales] My Campaign Sucks…Now What?
    A multi-touch digital ecosystem , aligned with the buyer’s journey , that helps marketers capture lead information , nurture and qualify leads , and finally empowers both the lead and the salesperson for a sales conversation. 4) Capture lead information. A typical lead capture transaction occurs when the marketer provides something of value to the potential lead in exchange for their contact information. 5) Nurture and qualify leads.
  • BIZIBLE  |  TUESDAY, MARCH 28, 2017
    [Lead, Sales] Best Practices for Revenue Ops: Data & Analytics
    As data plays an ever-increasing role in today’s B2B organizations, both marketing and sales operations professionals are in position to solidify their place as critical revenue drivers. The first action ops should take to ensure proper data governance is to assemble key stakeholders across the marketing and sales teams during key planning phases of building the marketing and sales technology stack and organizational process.
  • VIDYARD  |  TUESDAY, MARCH 28, 2017
    [Lead, Sales] Low Email Conversion? See How Influitive Increased Click-Through Rates by 800% with Video
    Our platform gives marketers the ability to discover, nurture and mobilize their customer base to reach a wider audience, accelerate the sales pipeline, and improve customer engagement. Video can be more costly and time consuming to produce than any other type of content, so it’s critical to tie those investments back to sales pipeline and revenue. ” If you’re considering adding video to your marketing campaigns, make sure to give yourself plenty of lead time.
  • INFER  |  TUESDAY, MARCH 28, 2017
    [Lead, Sales] Getting past the AI hype: How predictive analytics fuels conversion optimisation
    And with the sales and marketing functions evolving so rapidly in recent years, marketers in particular must embrace an entrepreneurial spirit and constantly explore new technologies in order to give their team a competitive edge. Sales performance management. Forward-thinking enterprise sales teams are saving tons of time by simply using predictive solutions to improve the way they filter and prioritise inbound leads.
  • SNAPAPP  |  TUESDAY, MARCH 28, 2017
    [Lead, Sales] What Are the Modern Marketing Struggles? An Interview With Gabriel Marketing Group
    Is our web presence and owned media (website, blogs, social media, those types of channels), representative of our brand and aligned with achieving our sales and marketing goals? The challenge is to drive individuals to your website who are genuinely interested in what you offer and are likely to convert to leads and then to customers. This presents a problem – unless we’re closely tracking KPIs and lead status along the sales funnel, how do we improve our tactics?
  • LEAD LIAISON  |  TUESDAY, MARCH 28, 2017
    [Lead, Sales] Missouri Ford Dealership Bo Beuckman Ford Explains Why They Chose Lead Liaison for Website Visitor Tracking
    Allen, TX – Rory Foster, Communications Director for Bo Beuckman Ford Dealership , oversees the website and their business development center, as well as digital advertising and training for their sales team. He bought Lead Liaison for their company because he wanted to know who is visiting their website. Foster needed a way to make this information actionable for his sales team. Daily lead reports can be distributed to any users in the Lead Liaison account.
  • HUBSPOT  |  TUESDAY, MARCH 28, 2017
    [Lead, Sales] How to Get Better Marketing Talent
    It’s just that the school had fallen into the same problem that most universities do -- the coursework, while excellent, didn’t address what has turned into a pandemic marketing and sales skills gap. Granted, that was more years ago than I’d like to admit, before much of the technology essential to marketing and sales jobs was as prevalent as it is today. When I graduated from college, I had no idea what I wanted to do. Sure, I knew that I wanted, you know, to be employed.
  • RADIUS  |  TUESDAY, MARCH 28, 2017
    [Lead, Sales] The Era of Paying for B2B Data is Over – Introducing Unlimited Data Access
    Most organizations are missing revenue targets, running across higher acquisition costs, and seeing lower return on marketing & sales investment because poor foundational data continues to be an ongoing problem. Focus your marketing and sales efforts on opportunities most likely to drive revenue and convert. Today, we have redefined the business model and are leading the evolution of CRM with The Network of Record. Bad data is a commodity, but good data is priceless.
  • ACTIVEDEMAND  |  MONDAY, MARCH 27, 2017
    [Lead, Sales] Are You Doing Remarketing Wrong?
    Remarketing remains a clever way to connect with your website visitors who did not make a purchase or fill out a lead form. For any business using online advertising as part of their marketing strategy, remarketing offers the opportunity promote brand awareness and capture leads even after a potential customer has left your website. Better ROI – Improved conversion rates translate to a faster Return-on-Investment and a lower cost-per-sale.
  • KAPOST  |  MONDAY, MARCH 27, 2017
    [Lead, Sales] 10 Top B2B Marketing Metrics for 2017
    While Kapost’s survey found that lead generation and revenue were top priorities, only 41% of B2B marketers consider their organization to be truly data-driven. Align Sales and Marketing. Sales and marketing must work together to accurately forecast revenue and expenditures. Because buyers have access to more information than ever before, 70% of the buying process is now complete by the time a prospect is ready to engage with sales.
  • INFER  |  MONDAY, MARCH 27, 2017
    [Lead, Sales] Word on the Street: Predictive Advice from Infer Customers
    During the interview, he shared some helpful tidbits about how his sales team uses predictive to automatically qualify the best prospects from their high-volume lead flow, focus on the right accounts, and increase overall sales velocity and performance: For more helpful advice from Yesware, check out this recent webinar with their director of demand gen, and learn how she was able to build a revenue-centric funnel with Infer.
  • DISCOVERORG  |  MONDAY, MARCH 27, 2017
    [Lead, Sales] Adapting an ABM Approach for Account-Based EVERYTHING
    Account-Based Sales Development. More specifically: Account-Based Everything (ABE) is a strategic go-to-market approach that orchestrates personalized marketing, sales, and success efforts to drive engagement and conversion at named accounts. Account-Based Marketing (ABM) is a strategic approach that coordinates personalized marketing and sales efforts to open doors and deepen engagement at specific accounts. Give everyone revenue responsibility, not just Sales!
  • MODERN B2B MARKETING  |  MONDAY, MARCH 27, 2017
    [Lead, Sales] How to Scale Your Marketing Strategy Without Sacrificing Engagement
    As an initial starting point, it is important for your campaign reporting to help you visualize the total contribution from touchpoints along the buyer’s journey towards a conversion or sale. Leading marketers devote a portion of their practice to strategically defining best-practice programs, layouts, templates, and more so that automation is not a laborious process.
  • PFL  |  MONDAY, MARCH 27, 2017
    [Lead, Sales] 5 Reasons Why Outside Sales Needs to Practice Brand Compliance
    Now think of the visibility between your sales and marketing teams. Is your sales team external? Sales Enablement Brand Compliance customer experience Demand Generation lead generation Marketing Strategy outside sales personal marketing center Sales LeadsDo you run a tight ship? Now think of your ship. Do you see too many tacks in its course? Now, think of all the different way your brand communicates to the outside world.
  • ACT-ON  |  MONDAY, MARCH 27, 2017
    [Lead, Sales] What Can You Do with Marketing Automation: Surprise! Its more than you think.
    – Press Release Attribution & Corporate Communication: Create trackable URLs for press releases to tie PR activity back to the lead-to-revenue process. Look at multi-touch attribution and how press releases contribute to the sale. Create approved templates, then distribute them in your media library for other marketing and sales departments to use. Targeting and personalization , especially in the service of lead nurturing, are very effective.
  • WEBBIQUITY  |  MONDAY, MARCH 27, 2017
    [Lead, Sales] The 17 Best Social Media Management Tools
    Pinterest is going beyond its wedding-planning-and-home-decorating roots and being embraced by leading B2B companies. In other words, it does all the heavy lifting so you can focus on what matters – building relationships, driving traffic and making sales. Sample review: “Underscoring their focus on B2B engagement, Oktopost integrates with Marketo, Salesforce, Act-On and others, directly linking social media actions to the impact on sales.
  • PUREB2B  |  SUNDAY, MARCH 26, 2017
    [Lead, Sales] Referrals: Your Untapped Source for Generating Leads
    Email, SMS, content, paid ads, and social media are most likely among the first things you think about when it comes to lead generation. Referrals are potentially the most valuable sources of leads, yet it remains relatively untapped by most businesses. According to a study conducted by Heinz Marketing , companies with formal referral programs reported nearly 40% of their leads coming from referrals. Quality leads at a lower CPL?
  • BIZIBLE  |  FRIDAY, MARCH 24, 2017
    [Lead, Sales] B2B Marketing Experience: The Case For and Against Gated Content
    Gating content is a lead gen tool. to a tactic that converts anonymous visitors into leads. Using the contact information gained from the form, the sales team can follow up, marketers can send nurture emails, and the demand machine rolls on. Research suggests that the majority of the B2B buying process takes place online and before engaging with a sales rep. The click-to-lead ratio was much greater for gated content.
  • MODERN B2B MARKETING  |  FRIDAY, MARCH 24, 2017
    [Lead, Sales] 3 Can’t-Miss Learnings at Marketing Nation Summit 2017
    With the theme of “Leading in the Engagement Economy,” our 2017 focus will be just that. Next month attendees can expect news around our Engagement Platform , further innovation regarding sales and marketing alignment, a new vision for marketing analytics, and much more. Author: Chandar Pattabhiram The countdown is on! In just one month, I’ll be taking the stage for my fourth Marketing Nation Summit and I couldn’t be more excited.
  • IKO-SYSTEMS  |  FRIDAY, MARCH 24, 2017
    [Lead, Sales] Email opens: our first sentence has more impact than our subject line
    While we are still working on our next webinar “800 000 Sales Email Conversations in Europe” , some stats piqued our curiosity: impacts of variables in subject lines versus preview texts, onto the open rates of these text emails. Note: these stats come from text emails sent by sales reps to leads in the UK, Nordics, Benelux). Come join us for the 30 mins webinar to uncover other unexpected insights on sales emails.
  • SNAPAPP  |  THURSDAY, MARCH 23, 2017
    [Lead, Sales] What Is Lead Scoring? How to Create a Beginner to Advanced Model
    Lead scoring is a B2B marketer’s best friend. When I think about the major difference between the world of B2B and B2C, lead scoring is one of the big dividers. So, why do marketers lead score? Marketers use lead scoring to differentiate leads and prioritize them for sales. Why Lead Score? If you have a lead funnel and have different personas and buyers for your products, you should use lead scoring. Getting Started With Lead Scoring.
  • BIZNOLOGY  |  THURSDAY, MARCH 23, 2017
    [Lead, Sales] How social media is changing what brands stand for
    Branding is all about building an emotional connection that leads to trust with targeted customers. Sales of her brands actually increased by 346% from January to February (source: Refinery29 ). Our world has never been so divided by politics, with social media as a major catalyst for extreme opinions and reactions. Brands are being pulled into battles on what they stand for, willingly and unwillingly, on both social and traditional media.
  • CONTENT STANDARD  |  THURSDAY, MARCH 23, 2017
    [Lead, Sales] What Good Data Means for B2B Marketing Strategies
    These findings are mirrored in Openprise ‘s State of B2B Marketing Data Management , which, similarly, found that the leading obstacle for brands to be “poor data use, accessibility” (54 percent). ” But if it isn’t helping you grow your audience, generate and score leads, and eventually make a sale, why are you spending time looking at it? It’s been a long day at the office for our heroic marketing manager.
  • HUBSPOT  |  THURSDAY, MARCH 23, 2017
    [Lead, Sales] How Customer-Driven Copy Helped HubSpot Increase Conversions by Nearly 100%
    We grilled HubSpot's product development, sales, and support staff to get their inside perspective. The HubSpot Growth Stack consists of HubSpot's marketing, sales, and CRM software. The sales team illuminated the questions, objections and pain points most frequently mentioned by leads on calls. The support team shared the recurring questions and frustrations expressed by leads. Leads. a need for more sales, more flexibility, time savings, etc.).
  • ACT-ON  |  THURSDAY, MARCH 23, 2017
    [Lead, Sales] Mapping Your Content to the Buyer’s Journey in 15 minutes
    The goal is to create content that will answer the buyer’s question at that particular stage, and then point them in the right direction, further along on their journey, and, eventually, generate leads and sales. Additionally, Sundbom also advised being selective about what content should be given away for free and what should be gated so that you can “capture those leads and begin nurturing those relationships.”.
  • HUBSPOT  |  THURSDAY, MARCH 23, 2017
    [Lead, Sales] How Page Load Time Affects Conversion Rates: 12 Case Studies [Infographic]
    Optimizing page load time leads to noticable improvements in customer experience, conversion rates, and ultimately, your sales revenue. In fact, reducing your website's page load time can have a surprisingly positive impact on your entire marketing and sales pipelines. If your website takes longer than three seconds to load, you could be losing nearly half of your visitors, according to data from Akamai.
  • PUREB2B  |  WEDNESDAY, MARCH 22, 2017
    [Lead, Sales] How to Nurture Leads with Email Marketing
    It has withstood the test of time and remains a strong force to contend with in lead generation and management, as well as customer engagement. People want to feel like more than just another sale to your company. This means grouping your leads by their browsing activity, demographic information, and purchase history. Putting segmentation into action enables you to track your leads’ activity according to what category they belong to. Best Emails for Nurturing Leads.
  • DISTRIBION  |  WEDNESDAY, MARCH 22, 2017
    [Lead, Sales] How to Incorporate Webinar Promotion into Your Multi-channel Marketing Mix
    Leading organizations are discovering how effective it is to run webinars as part of their marketing strategy for increased brand awareness and lead generation. Many of the webinar attendees who sign up for your events already know your company because they are current clients or prospects, so they are not considered new leads. Clients are disqualified the moment they enter your sales funnel, leaving marketing with a smaller number and the burden of finding new attendees.
  • BIZIBLE  |  WEDNESDAY, MARCH 22, 2017
    [Lead, Sales] 13 Diverse Ways B2B Marketers Do Marketing Measurement [DATA]
    There are dozens of leading indicators but only a few primary indicators such as revenue and pipeline generated, right? Cost per SQL (CPS) : Deeper in the funnel than cost-per-lead (CPL) if leads are defined as a form fill without grading or scoring. Cost of sale : Percentage of revenue vs cost of acquiring customer. Total number of leads. You’d think there were only a handful of metrics that serve as the primary indicator of success for marketing teams.
  • VIDYARD  |  WEDNESDAY, MARCH 22, 2017
    [Lead, Sales] Using Video in Sales to Identify and Prioritize Quality Leads
    Sales has never been an easy job to automate. For every tool that pops up promising automatic follow-ups or additional data points for tracking engagement, there still needs to be a human element to the sales process. But sales teams aren’t working stacks of lead cards anymore either. And how salespeople choose to spend their time is one of the biggest conundrums for sales leaders. Let’s take a look at some of the best ways to do this with video in sales!
  • LEAD LIAISON  |  WEDNESDAY, MARCH 22, 2017
    [Lead, Sales] How to Start Generating Leads for Your B2B Company
    *Editor’s Note: The views & opinions expressed in any guest post on our site are those of the guest author and do not necessarily reflect the opinions and views of Lead Liaison. The impact of this “how-to” post can go either way — you resolve to “suspend” ties with your lead generation partner, or you stick to buying your sales leads from outside sources. This post will guide you to: Set up a lead generating website. Why Generate Your Own Leads?
  • MODERN B2B MARKETING  |  WEDNESDAY, MARCH 22, 2017
    [Lead, Sales] Introducing The Definitive Guide to Account-Based Marketing
    At its core, account-based marketing (ABM) is a targeted strategy that focuses on delivering personalized programs, messages, and content to select companies, and the leads within them, in an effort to engage them and move them towards a goal—whether that’s an initial sale, cross-sell or upsell, contract renewal, or even advocacy. Do your sales and marketing teams want to make a bigger impact with a more strategic focus?
  • CHIEFMARTECH  |  WEDNESDAY, MARCH 22, 2017
    [Lead, Sales] THE HACKIES: A customer-centric approach to building marketing and sales stacks
    What used to generally be a straightforward problem-solution-benefit sale has evolved into a complex, multi-phase, multi-channel engagement. For years the emphasis in the B2B market has been on sales acceleration — moving prospects ever faster through the sales and marketing funnel, and the funnel mistakenly being seen as the buying journey. Sales acceleration isn’t actually a problem, buying acceleration is. Sales Tech.
  • ENGAGIO  |  WEDNESDAY, MARCH 22, 2017
    [Lead, Sales] How Funnel Volatility Affects Your Account Based Strategy
    Moving from a lead-based model to an Account Based Marketing and Account Based Everything model is a great time to take stock of your metrics and evaluate how your new ABM/ABE strategy is improving the quality of your deal flow. Here it looks like the Sales team is throwing price against the wall to see what sticks. An example of seasonality is EdTech where sales are driven by the school year budget cycle. Does lead or opportunity volume change based on time of year?
  • ENGAGIO  |  WEDNESDAY, MARCH 22, 2017
    [Lead, Sales] How Funnel Volatility Effects your Account Based Strategy
    Moving from a lead-based model to an Account Based Marketing and Account Based Everything model is a great time to take stock of your metrics and evaluate how your new ABM/ABE strategy is improving the quality of your deal flow. Here it looks like the Sales team is throwing price against the wall to see what sticks. An example of seasonality is EdTech where sales are driven by the school year budget cycle. Does lead or opportunity volume change based on time of year?
  • 3D2B  |  TUESDAY, MARCH 21, 2017
    [Lead, Sales] Why B2B Phone Calls Are Popular in 2017
    After all, that’s when marketing leaders eagerly sought out the new promise of inbound marketing to produce leads and revenues. The sales organization is also on board. Companies are hiring fewer field sales representatives. Instead, they’re investing in inside reps who nurture leads and close business using the phone, email and social outreach. In fact, according to an MIT Lead Management Study, there are 15 inside sales reps for each field rep.
  • KEO MARKETING  |  TUESDAY, MARCH 21, 2017
    [Lead, Sales] Local Female Tech Leaders to Discuss Strategies for Success In Male-Dominated Industries
    This is an exclusive opportunity to hear from some of Arizona’s leading women technology leaders about how they have succeeded in male dominated industries,” shared Sheila Kloefkorn. KEO Marketing, an award-winning business to business (B2B) marketing agency, creates and implements innovative strategies to help clients dramatically increase leads and sales. Panel Moderated by KEO Marketing CEO, Sheila Kloefkorn.
  • FATHOM  |  TUESDAY, MARCH 21, 2017
    [Lead, Sales] How Will Google’s Latest AdWords Changes Affect You?
    Potentially wasted money for areas that won’t lead to additional sales. For the end user, this could lead to flaws in the searching process. Google is making a big change to exact match keyword targeting in AdWords. On Friday, Google announced an additional change in the way exact match keyword targeting will work for search ads. Matching for close variants—including plurals, typos, abbreviations, etc.—will
  • KEO MARKETING  |  TUESDAY, MARCH 21, 2017
    [Lead, Sales] Four Myths of Website Design
    It must look professional, be optimized for best results from the search engines and will lead the visitors through the sales funnel to conversion. Designing a website, either from scratch or as an update, is a carefully-executed process that requires planning, developing, testing and modifying the website. Done well is will be 24-hour-a-day salesperson. Unfortunately, there have been a proliferation of businesses that offer free or inexpensive websites.
  • INFER  |  TUESDAY, MARCH 21, 2017
    [Lead, Sales] Interview with Infer on Predictive and ABM
    Here are a few key use cases for predictive that we’ve seen at early stages of the Martech Maturity Model: Stage 0 (Marketing Transformation): Most companies don’t start building their sales and marketing stack by selecting a MAP vendor — their first step is usually to purchase a CRM system like Microsoft Dynamics or Salesforce to store sales data. Stage 2 (Lead Quality Management): At this stage, we’ve seen great results from predictive with customers like Nitro.
  • CONTENT STANDARD  |  TUESDAY, MARCH 21, 2017
    [Lead, Sales] Use a Little Case Study Psychology to Improve Your Marketing Strategy
    When the next opportunity rolls around, your sales team trots out your manufacturing case study, hoping it’s enough to close the deal. Your sales team and executives are stunned. If a company has decided to sit down and listen to your sales pitch, they don’t really need to hear more about what a good partner you would be, right? That’s what you lead with.
  • CHIEFMARTECH  |  TUESDAY, MARCH 21, 2017
    [Lead, Sales] 32 questions you should ask when you interview a martech leader
    Here’s our marketing funnel [draw it, showing the number of leads at each stage.] How do you envision working with sales, in an ideal environment? On a scale of 1 to 10, how is your relationship with sales now? When we call someone from sales operations to ask what you were like to work with, what will they say? This guest post by Erica Seidel is part of a regular column she writes, Ask the Martech Recruiter.
  • HUBSPOT  |  TUESDAY, MARCH 21, 2017
    [Lead, Sales] How Redesigning HubSpot.com Doubled Conversion Rates
    Over the course of a few days, Matthew Barby and I silently launched an MVP with HubSpot Sales. In particular, many were struggling to understand how HubSpot CRM and HubSpot Sales worked together. And given that we've found it can sometimes be difficult for visitors to understand what HubSpot actually sells, we also wanted to make it clear through our copy that HubSpot sells software – both marketing and sales, as well as a free CRM. Lead Generation Design
  • KAPOST  |  MONDAY, MARCH 20, 2017
    [Lead, Sales] 3 Content Marketing Mistakes Every B2B Company Should Avoid
    Marketers are under pressure to influence business metrics across the conversion funnel, whether it’s social media shares, pageviews, or marketing qualified leads. Think about it: When you’re at work, the last thing you want to read is another sales pitch for a product or service you don’t need.
  • CONTENTLY  |  MONDAY, MARCH 20, 2017
    [Lead, Sales] ‘Today’s Marketer Needs to Be Data-Driven’: DiscoverOrg CEO Henry Schuck on Artificial Intelligence and the Future of Martech
    Henry Schuck, CEO of marketing and sales intelligence platform DiscoverOrg, thinks the AI arms race isn’t a new phenomenon. It’s really just predictive lead scoring. Marketers have been doing that for the last decade with website tracking and their own leads, all without using AI. It’s really over the last four or five years that there have been dozens of predictive lead scoring companies that have added machine learning to that process. Einstein.
  • ACTIVEDEMAND  |  MONDAY, MARCH 20, 2017
    [Lead, Sales] Why Agencies Should be Doing More Webinars
    Webinars Offer Agencies So Much More Than Just Lead Generation. Webinars are good for lead generation. Not only are they an ideal lead generation tool, they create many marketable assets: the live event itself, the recorded webcast, possible follow-up eBook or blog post , etc. Fun Fact: According to the Content Marketing Institute, 62-percent of B2B marketers actually use webinars to prospect or nurture leads, and that number is continuing to grow.
  • RADIUS  |  MONDAY, MARCH 20, 2017
    [Lead, Sales] Marketing & Sales Leaders: How To Leverage Data To Gain An Unfair Advantage
    Thinking of marketing & sales strategies to reach aggressive revenue targets? B2B marketing and sales leaders are constantly being challenged to identify new ways to drive revenue. We invite you to join Radius and our guest from Forrester to hear how winners play by a new set of rules, including: Shift from a vendor-driven to a customer-lead strategy. The post Marketing & Sales Leaders: How To Leverage Data To Gain An Unfair Advantage appeared first on Radius.
  • BIZNOLOGY  |  MONDAY, MARCH 20, 2017
    [Lead, Sales] 6 assumptions push marketing gets wrong
    Their mantra: keep telling the good stories and hopefully you can influence sales. This leads to 98% abandonment rates and higher. I recently gave a keynote address to the Content Strategy Applied conference in London. My talk was well received , but when I went to post the slides, I realized that much of the talk was more TED-style: speaking largely without visuals. So I started working on some basic visuals to help people understand the deck without my voice.
  • CONTENT STANDARD  |  MONDAY, MARCH 20, 2017
    [Lead, Sales] How to Properly Diagnose a Failed Email Campaign
    The company is doing okay, though you’ve been trying for a while to ramp up sales, but the cash registers are silent as the tomb. Buying a list is buying stale food: no sales nutrition there. Customers will appreciate that you seem to precisely anticipate what they are looking for next—and you can bask in your sales genius. Skyword, for example, uses Marketo’s marketing automation tool to dissect leads and put content into our email editor.
  • CHIEFMARTECH  |  MONDAY, MARCH 20, 2017
    [Lead, Sales] Microsoft shares their marketing stack in the Stackies, and it’s awesome
    This is an excellent illustration of a well-designed marketing stack created by Microsoft’s Todd Wells , VP/general manager of marketing IT, and Jeremy Posvar , director of marketing services in Todd’s marketing IT group: The customer journey — the multi-shaded blue band that leads from pre-sales marketing, to sales, to post-sales marketing, and back around again — rightfully serves as the primary lens for the marketing technology capabilities they’ve developed.
  • PUREB2B  |  MONDAY, MARCH 20, 2017
    [Lead, Sales] 7 Benefits of Closed-Loop Reporting
    It means to “close the loop” between data collected from marketing analytics software and customer relationship management (CRM) systems or sales teams. Marketing automation or analytics software provides one piece of the puzzle with data about how many leads you get from a specific channel, how you got those leads, and how you’ve engaged with them. You can also regularly track your data and determine the factors that contribute to every sale.
  • PUREB2B  |  FRIDAY, MARCH 17, 2017
    [Lead, Sales] How Do You Anticipate The Buyer’s Needs?
    Understanding how they arrive with their choices and what they are trying to achieve will help you find your way in landing that sale. Blog B2B-Marketing Buyer's Journey Lead-Generation StorytellingPeople are inundated with decisions. They need to feel assured that what they’re replacing their money with will give them all the benefits they want. Anticipate their concerns instead of fearing them and this will help you generate loyal and repeat customers. Watch now!
  • WEBBIQUITY  |  FRIDAY, MARCH 17, 2017
    [Lead, Sales] How to Create the Three Parts for Any Sales Funnel
    What is a Sales Funnel? Sales funnels are everywhere. This is the power of a sales funnel that’s ultimately designed to get sales. Sales funnels today are processes that mostly occur online, with the ultimate objective of driving sales. Sales funnel are frequently intricate, however. The good news is that once set up and tested, an effective sales funnel can last a considerable time. The Lead Generator.
  • SNAPAPP  |  THURSDAY, MARCH 16, 2017
    [Lead, Sales] What is a Marketing Technology Stack? Definitions, Stats and Examples.
    Long gone are the days of “one size fits all” promotional messaging – the modern marketer needs a stack of tools to deliver personalized, contextual content to new customers, converting leads, and helping companies overall bottom lines. Businesses that use marketing automation to nurture prospects experience a 451% increase in qualified leads. From sales to customer service to business development – the numbers and stats produced from the stack are valuable. .
  • KOMARKETING ASSOCIATES  |  THURSDAY, MARCH 16, 2017
    [Lead, Sales] 5 Key Takeaways from World B2B Marketing Chief Congress 2017
    The conference offered seven valuable keynotes and 80 great sessions on general B2B marketing, content & social media marketing, branding, sales & distribution, and more. I was very impressed to see how advanced Chinese B2B marketers are in leveraging online marketing, especially content and social media, to listen to their target audiences, develop precise consumer insights, tell a good story, and generate leads.
  • INFER  |  THURSDAY, MARCH 16, 2017
    [Lead, Sales] Jeff Marcoux of Microsoft: Lead Prioritization, Predictive Lead Generation, and The Rise of Customer Experience
    Guest Bio: Jeff Marcoux is the CMO Lead for Worldwide Enterprise Marketing at Microsoft. Jeff comes from the marketing automation and consulting industry where he led the service, consulting, implementation, marketing, and sales engineering teams. He believes that every touch point with a customer is a marketing experience- from marketing to sales to customer service. Listen on Itunes Listen on Soundcloud Listen on Stitcher.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, MARCH 16, 2017
    [Lead, Sales] Marketing’s Like Love: How Rejection Leads to Success
    Just as paramours work together to convert a ‘meet-cute’ into ‘something more,’ sales and marketing must work together to convert a prospect into a customer. But while a crush can reject someone with no rhyme or reason, sales can’t reject a lead without giving an explanation. Rejection codes are a system that salespeople can use to easily record why they’ve chosen not to pursue a lead. It’s OK for leads to be rejected.
  • SNAPAPP  |  WEDNESDAY, MARCH 15, 2017
    [Lead, Sales] 5 Lead Generation Strategies You Probably Never Thought Of
    Creating killer content – especially the interactive kind – is a great way to drum up leads. Ideas that can help you generate leads while getting ahead of the curve. Read on for 5 unusual lead generation strategies you probably haven’t tried yet. This one small change can increase the number of leads you get through your opt-in forms. Studies have shown that giveaways can accelerate lead generation. Traditional lead-generation techniques are all well and good.
  • DISTRIBION  |  WEDNESDAY, MARCH 15, 2017
    [Lead, Sales] Create. Captivate. Engage. The Art of Interactive Experiences
    Businesses are ditching old school marketing and lead-generation strategies for experiential, interactive techniques. After pants recommendations had been in order, the respondent was given a link leading to a Kickstarter page where they could help fund the brand. However, interactive calculators that add value to consumers and generate leads are like a newfound treasure for marketers.
  • LEAD LIAISON  |  WEDNESDAY, MARCH 15, 2017
    [Lead, Sales] Tips on How to Be More Personable on the Phone
    We’d love to talk to you about other tips that we can offer marketers, sales people, and business people of all kind! The post Tips on How to Be More Personable on the Phone appeared first on Lead Liaison. Revenue Generation Blog Marketing phone etiquette SalesThere’s a good chance that you spend a lot of time on the phone for work. You might have to prospect for clients or speak to existing clients. Whatever the case may be, you need to be as personable as possible.
  • RADIUS  |  WEDNESDAY, MARCH 15, 2017
    [Lead, Sales] 3 Ways To Adopt A Multi-Channel Marketing Strategy
    It’s important to note here that these are just a few simple examples used by other leading businesses to leverage multi-channel marketing. Our customers have time and again seen an increase in conversions when they launch social campaigns prior to their sales reps making calls. This not only gives your business multiple at-bats to drive attendees, but the digital ads help warm up the prospects for your sales team.
  • INFER  |  WEDNESDAY, MARCH 15, 2017
    [Lead, Sales] Account-Based Sales Development In A Predictive World
    This interview was originally published on the Outreach blog by Jeremy Garbutt , Sales Development Manager at Infer. Like any lean, fast-growing company, our sales team at Infer struggles with the age-old conundrum of quantity vs. quality. By using this great solution alongside our company’s own predictive and profiling platform, we’re tackling personalization at scale and really honing in on our highest quality leads. Our sales development team lives in Outreach today.
  • KAPOST  |  WEDNESDAY, MARCH 15, 2017
    [Lead, Sales] How to Generate Fresh, Customer-Centric Content
    Are lead generation forms bringing in spam or customers with real needs? These are only a few aspects of marketing intel gathering, but paint a picture of what customers really need in order to complete a successful sale with your business. Being innovative and creative is a big part of marketing, but campaigns based on customer-centric content topics are game changing.
  • DISCOVERORG  |  WEDNESDAY, MARCH 15, 2017
    [Lead, Sales] [VIDEO] The Role of Story in Account-Based Marketing
    In account-based marketing and sales (hereafter “ABE” for account-based everything ), I believe these “universal truths” are made all the more important and deserve special consideration by the teams employing an ABE strategy. Let’s start with the following definition of ABE: Coordinated and personalized approach across multiple functions (specifically Sales, Marketing, and Customer Success), to land and expand a set number of targeted, named accounts.
  • SNAPAPP  |  WEDNESDAY, MARCH 15, 2017
    [Lead, Sales] 21 Stats You Need to Know About Marketing Automation
    Leveraging automation, we’re now able to send relevant, personalized email campaigns that are time or behavior-triggered, while integrations between tools allow us to improve lead scoring efforts and deliver appropriate content based on where a buyer is at in the conversion funnel. The most commonly used marketing automation features are email marketing (89%), lead nurturing (84%), integrations with other software (CRM, mobile, social media, etc.)
  • CONTENTLY  |  TUESDAY, MARCH 14, 2017
    [Lead, Sales] Marketing’s Artificial Intelligence Revolution Is Here
    After years of swift technological development disrupted marketing to its core, CMOs and their teams are now responsible for a bevy of critical company functions: optimizing the sales process, improving customer experience, and marketing the product across a complex array of channels. Marketing automation software, such as Marketo, also takes care of tasks that once required hours of labor, such as sending nurture emails or qualifying leads.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, MARCH 14, 2017
    [Lead, Sales] Let’s Celebrate the 2017 Markie Awards Finalists!
    When the program launched lead capture was 32% and over time has increased to 56%. Friboi - In 5 months, the Friboi Beef Academy, sales increased by 160% in ground beef and 67% increase in rib sales. Medtronic - As a result of the new technologies, integrations and consolidation, in the first half FY17, Medtronic Marketing Contributed pipeline revenue of over $25 million (lead to opportunity) and influenced pipeline revenue of over $790 million.
  • KOMARKETING ASSOCIATES  |  TUESDAY, MARCH 14, 2017
    [Lead, Sales] Unlocking the Potential of B2B Brand Marketing Initiatives [Interview]
    People change jobs far more frequently than our parents did and the actual sales are more complicated, requiring more people in the decision-making process. This shift means that companies can no longer rely solely on the relationships their sales teams have with clients. Digital asset management systems lead the pack in investments and that makes sense. B2B marketers are becoming more interested in the potential benefits of implementing a brand strategy, but why?
  • INFER  |  TUESDAY, MARCH 14, 2017
    [Lead, Sales] What is Account-Based Marketing And How Can You Leverage It? [Podcast]
    Though account-based selling strategies are far from a new concept — sales teams have been using this approach for quite some time — the conversation around how to apply this to marketing has really gained steam for B2B marketers over the past year. In this episode of the Marketing School podcast, Neil Patel and Eric Siu talk about what account-based marketing (ABM) is, how to leverage it, and why Infer is one of their favorite solutions for finding their most valuable leads.
  • CHIEFMARTECH  |  TUESDAY, MARCH 14, 2017
    [Lead, Sales] Mastering modern marketing technology leadership over 2 intense days
    I’ll start with an update on The State of Marketing Technology 2017 : What practices are the leading companies adopting? All of the editorial sessions will be moderated by leading martech experts, including Jeff Eckman , Barry Levine , Erica Seidel , Duane Shulz , and Travis Wright : May 10: EXECUTIVE TRACK. They’ll be joined by two leading brands — stay tuned for the grand reveal soon! — How Facebook Lead Ads can automatically populate data in MAPs and CRMs.
  • HUBSPOT  |  TUESDAY, MARCH 14, 2017
    [Lead, Sales] How to Use Wistia: A Step-by-Step Guide
    When it comes to the use cases for video, the possibilities are endless across your organization: Sales teams can close deals with personalized video voicemails , support teams can walk customers through frequently asked questions with engaging tutorials, and HR teams can onboard new teammates with ease. These videos lead to higher sign-up rates -- and according to EyeView, a video on a landing page can increase conversion rates by up to 80%. Sales.
  • NETLINE B2B MARKETING  |  MONDAY, MARCH 13, 2017
    [Lead, Sales] Revenue Summit 2017 – Post Event Insights
    In fact, we have for the greater part of a decade helped B2B companies build lead generation programs around target account lists. What value do events like Revenue Summit offer sales and marketing organizations? Influence : Are the ABM activities improving sales outcomes, such as deal velocity, win rates, average contract values, and retention? Sales and marketers’ only job is to gently guide from one step to the next in the decision-making cycle.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MARCH 13, 2017
    [Lead, Sales] The Perfect Close
    Believe me James Muir’s book, The Perfect Close is a great add to any sales library. Early on James added a section titled “Why I Wrote This Book”, he writes of his history of sales and sales management-almost talking himself out of sale and coaching others in learning how to sell. This book is ideal for those salespeople that are new to selling or uncomfortable in a sales role. They are new, scientific, tested and will add fresh concepts to your sales style.
  • MODERN B2B MARKETING  |  MONDAY, MARCH 13, 2017
    [Lead, Sales] 7 Things You Can Learn from Influencers at Marketing Nation Summit
    These sessions address that very question—how to think of data and analytics for marketing in the dynamic, expanding pool of data: Adam Singer , Analytics Advocate at Google, will present Leading in the Era of Digital Data Explosion: People, Process, and Platforms. Ardath Albee , CEO and B2B Marketing Strategist at Marketing Interactions, is presenting Create an Account-Based Marketing Strategy to Drive Consensus for Complex Sales B2B Buying.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  MONDAY, MARCH 13, 2017
    [Lead, Sales] Drones, Bots and AI oh my. SXSW highlights
    Chatbots, sales and service. Developers talked about creating a “bot experience” which includes a plan to drive traffic to the bot, optimize sales conversions, build fun into the conversations. Computers are learning to solve their own problems which may lead to unintended consequences because the robot’s goals may diverge from our own. By Mark Schaefer. Each year I look forward to attending the annual SXSW conference to push my brain in some new directions.
  • ACT-ON  |  MONDAY, MARCH 13, 2017
    [Lead, Sales] What Is Customer Marketing?
    In recent years, there has been a shift in B2B marketing from looking at customer marketing as an activity to leverage customers to support lead generation activity through case studies, reference calls and so forth. B2B marketers are focusing more and more on making sure their customers are successful after they’ve signed the contract and started using your product or service. This renewed attention helps in a couple of ways.
  • HUBSPOT  |  MONDAY, MARCH 13, 2017
    [Lead, Sales] How to Write a Business Plan: A Step-by-Step Guide (With Examples)
    Marketing & Sales Plan. The daily management of the business will be left to the lead mechanic. 6) Marketing & Sales Plan. This is where you can plan out your comprehensive marketing and sales strategies that'll cover how you actually plan to sell your product. Before you work on your marketing and sales plan, you'll need to have your market analysis completely fleshed out, and choose your target buyer personas, i.e., your ideal customers.
  • PUREB2B  |  MONDAY, MARCH 13, 2017
    [Lead, Sales] Why Your Business Needs Outbound Lead Generation
    In fact, businesses were asked in a recent survey about which strategy is more effective in generating leads. That’s when outbound lead generation strategies are a must. Benefits of Outbound Lead Generation. Shortens Your Sales Cycle. If you want to generate leads quickly , pick up the phone or send cold emails to prospective clients. Learn from Your Sales Team. The post Why Your Business Needs Outbound Lead Generation appeared first on PureB2B.
  • TONY ZAMBITO  |  SUNDAY, MARCH 12, 2017
    [Lead, Sales] Reboot Buyer Insights To Drive B2B Growth
    B2B companies are struggling to make gaining buyer insights more than the gathering of analytics, buyer intelligence, sales intelligence, and buyer personas couched in factual data. If your buyer personas are rooted in outdated sales and product marketing paradigms pertaining to role-based perceptions and the feeding of the perpetual content machine – it is time for a reboot. I have seen entire sales and marketing strategy plans that amount to one thing only – get into the C-Suite.
  • BIZIBLE  |  FRIDAY, MARCH 10, 2017
    [Lead, Sales] 9 Ways B2B Analytics Can Optimize Marketing Strategies
    B2B ANALYTICS 01 -- Use lead scores to trigger marketing activities and workflows. Marketing automation platforms often provide some sort of lead scoring feature. The more a lead engages with a company’s marketing activities (at least those measured within the marketing automation platform) the higher their lead score. While lead scores are a helpful tool, they’re not a foolproof. B2B ANALYTICS 07 -- Use lead-to-account mapping to coordinate outreach by company.
  • RADIUS  |  FRIDAY, MARCH 10, 2017
    [Lead, Sales] Top 2017 Takeaways From Product Executives
    Sales is hyper-focused on building long-lasting relationships – often times partnering with their counterparts in customer success to do so. That’s why I’m thrilled to share highlights from a recent webinar we hosted which featured several top executives from some of the most innovative sales and marketing technology companies. Think about transforming a sales and marketing organization. Data and insights will become more centralized for sales teams to act on.
  • BIZNOLOGY  |  FRIDAY, MARCH 10, 2017
    [Lead, Sales] 8 ways to refresh your brain when you’re overworked
    You don’t think clearly, which makes it harder to work, which leads to more stress. The process of figuring out who “owns” the stress you’re feeling may lead to tough choices like moving on to another job, or it may just mean you need to plan a vacation or spend some quality time with friends and family to regain some balance. Stress is such a normal part of daily life; it’s easy to forget that it takes a toll.
  • ACT-ON  |  FRIDAY, MARCH 10, 2017
    [Lead, Sales] Lead Scoring: Set Yourself Up for Success
    As marketers, we need to prioritize the good leads over the bad. But, by taking the time to set up a lead scoring system, you can assign points to potential prospects, target the attributes most often associated with serious customers, and more easily identify which people to further invest time and resources in. Heinz provides an eight‒step checklist for implementing a lead scoring system. If a consultant is identified, they should be scored away from sales.
  • HUBSPOT  |  FRIDAY, MARCH 10, 2017
    [Lead, Sales] What Does the Future Hold for Agencies? 3 Leaders Weigh In
    Also like modern marketers, the best agencies will be able to work across all integrated sales and marketing channels, and do so from planning to execution to data analytics – to help customers solve their business and marketing challenges. With the increase in tracking, analytics, and customer acquisition attribution there is much more accountability around what is working and what is not with marketing and sales efforts. Do you remember what agencies looked like five years ago?
  • CONTENTLY  |  THURSDAY, MARCH 9, 2017
    [Lead, Sales] How Document Analytics Became Our Secret Weapon
    Nowadays, Document Analytics is used across departments—from sales to accounts to marketing—to perform a variety of functions. Sales enablement. Thanks to Document Analytics, however, our sales team can track all of this—and more. Our sales team, meanwhile, knows to focus on tying content with business goals when explaining our platform to prospects. Lead generation. Voila, we’ve inserted a lead form—not too early, not too late, but in just the right spot.
  • HUBSPOT  |  THURSDAY, MARCH 9, 2017
    [Lead, Sales] 7 SaaS KPIs You Need to Track in 2017
    2) Leads by Lifecycle Stage. Anyone who’s been in the marketing or sales game for any amount of time knows the importance of leads. A basic lead is a prospect who’s starting to do his or her research. However, breaking leads into subcategories outlines exactly where they are in the buying process. Marketing qualified lead (MQL) : A prospect who has taken additional research steps, such as downloading ebooks and returning to your website.
  • VIDYARD  |  THURSDAY, MARCH 9, 2017
    [Lead, Sales] Introducing Vidyard for SalesLoft: Skyrocket Sales Team Impact with Personalized Video Emails
    Today we’re excited to announce that, in partnership with SalesLoft, the platform for modern day sales engagement, we’re launching a new integration that will help sales teams supercharge sales emails with personalized, custom videos boosting response rates by 8x! 2017 could be the hardest year for sales reps. You’ve probably felt the struggle intensify, because sales reps are selling into a stronger headwind than ever before. Which leads us to video.
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