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Your Reputation IS Your Business

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Five months ago, almost overnight, B2B sellers and marketers lost the ability to conduct in-person engagement with their clients and prospects. What followed was an erratic shift in marketing budgets, travel cost slashes and layoffs. Field marketing is being redefined.

ARE YOUR SALES REPS READY TO SELL?

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Sales readiness is the most critical component of Account-Based Marketing and defines well-functioning sales teams. However, what is sales readiness and how do you measure it?

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Your Reputation Is Your Business

xiQ

Five months ago, almost overnight, B2B sellers and marketers lost the ability to conduct in-person engagement with their clients and prospects. What followed was an erratic shift in marketing budgets, travel cost slashes and layoffs. Field marketing is being redefined.

BUILD YOUR PERSONAL BRAND AND BECOME A TRUSTED ADVISOR

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Before people decide what they think of your message, they decide what they think of you. . The more personalized our communication, the more we show that we care. Whether it’s an email or a one-on-one presentation, marketers and sellers need to do their homework on understanding their prospects and their business needs to appeal to their emotions and build trust.

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The Complete Guide to SaaS Revenue Modeling

In today’s climate, it’s more important than ever for SaaS companies to build rock-solid financial models on which they can operate and make key business decisions. The teams at SaaSOptics and Burkland have teamed up to create a comprehensive guide to the most difficult aspect of financial modeling: revenue forecasting.

SALES PREPAREDNESS: THE ONLY METRIC THAT COUNTS

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84% of B2B deals are lost because sales reps are not prepared. A 10% reduction in lost deals is the same as a 50% increase in sales revenue! xiQ provides real time insights on Buyers and Companies and ensures the preparedness of your sales teams. xiQ empowers sellers to engage buyers in an intelligent manner and guide them through deal closure. Sales Preparedness is the key metric that will transform your sales teams. Yet, until now, there is no way of measuring sales readiness.

ABM IN THE AGE OF AI: ORCHESTRATE SALES

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Knowledge is the currency of business. Becoming a subject matter expert and understanding the needs of your prospects is extremely time-consuming and resource-intensive. To succeed in a rapidly changing B2B landscape, salespeople need to understand their clients’ needs and orchestrate the buyer’s journey. In this webinar, you’ll learn how xiQ leverages AI to: Get buyer-specific insights. Understand your prospect’s business needs. Generate sales strategies that resonate with your prospects.

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3 MINUTES A DAY WEBINAR SERIES

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B2B clients buy from sales reps and are influenced by marketers they perceive as subject matter experts who can solve their problems. With the pandemic shutting down in-person meetings and events, everyone is shifting their marketing to email and social media. Even the good messages are getting drowned out by the sheer volume of noise. In this backdrop, establishing your personal reputation as a subject matter expert is essential to your success.

B2B MARKETING & SALES IN THE MIDST OF CORONAVIRUS

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“We shall never surrender!” – Winston Churchill. We have to stand up to the global Coronavirus pandemic that is destroying our economies and our will. Businesses have ground to a standstill. Forecasts are being downwardly adjusted. . As marketing and sales professionals, we have to do our part to ensure that we don’t go from bad to worse. Preserving sales pipelines and ensuring that business doesn’t dry up tomorrow is the call of today.

The Trojan Horse of Content Marketing

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The core objective of B2B content marketing is to engage and influence prospective buyers early in their decision making cycle. The ideal situation is when the buyer doesn’t even know that they are being influenced. In order to achieve this, companies need to adopt a “Trojan horse” content marketing strategy. One that is not overtly branded and is based on neutral thought leadership content that inspires, educates, and informs.

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

xiQ and Carbon Design Announce Strategic Partnership Around Personality-Based Engagement (PBE)

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REDWOOD CITY, Calif., May 19, 2020 - xiQ, the pioneer of Personality-Based Engagement (PBE), and Carbon Design, the leading Personality Based Marketing agency , are pleased to announce the commencement of a strategic partnership to launch PBE.

Are you Spending your Marketing Budget on Innovation or Integration?

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The current state of sales and marketing technology is composed of over 7000 solutions. Today, with ABM on the rise there is an increasing demand for sales and marketing to work in unison. This requires integrating disparate sales and marketing solutions, a very expensive and time-consuming process. You lose out on agility and time to market, whereas the majority of your marketing budget is spent on integrating and not innovating. .

PERSONALITY-BASED ENGAGEMENT: IT’S THE PEOPLE, NOT THE ACCOUNTS

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Account-Based Marketing doesn’t cut it anymore. We don’t sell to accounts, we sell to people – and people buy from people they trust. Simply bundling up individuals into monolithic accounts adds insult to injury. Introducing Personality-Based Engagement (PBE) by xiQ, a new way of connecting with an audience of one – at scale! xiQ combines AI with behavioral science to understand what motivates and drives people.

What Marketers Should Know About Personality-Based Marketing

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Abridged and adapted by xiQ (April 28, 2020) from the Harvard Business Review article “What Marketers Should Know About Personality-Based Marketing” published May 02, 2018. B2B Sellers and Marketers can now adopt a personalized approach to their work based on behavioral science. This adaptation of the original HBR article aims at providing a better understanding of personality marketing — what it is, how it works, and why it matters in the context of B2B sales and marketing.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

Going Virtual with Gianni Giacomelli

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MIT’s Collective Intelligence Design Lab (CIDL): Studies the organization of networks of people and machines so they can collectively function more intelligently at scale. The Coronavirus pandemic has irreversibly altered the business landscape. We may never go back to shaking hands or meeting our clients in person. As B2B marketers and sellers, we are in a race to acquire tools and expertise that will help us stand out and thrive in an ever-increasing virtual world.

THE TROJAN HORSE OF CONTENT MARKETING

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87% of content marketing efforts are spent on converting prospects into customers. Source: xiQ Content Marketing Report, March 2020). In this webinar, i2c Inc’s, a leading e-payment solution provider, Nikki Waters – Senior Vice President of Marketing and Terri Thibodeaux – Director of Demand Generation, have discussed how they are using xiQ to execute a “trojan horse” content marketing strategy to increase subscribers by 250% and grow engagement by 1000%.

The Tipping Point

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‘If you don’t invest in smart tools and technology now, your sales and marketing could go horribly wrong after the pandemic is over.’ – Jeff Anderson, VP Marketing XM Cyber. Physical events, business conferences, and in-person meetings have been pushed back indefinitely and the global markets are in freefall. What happens to sales and marketing when we all emerge from quarantine post-pandemic.?

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Is Field Marketing Dead?

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Not if you transform Field Marketing into ABM specialists. Large B2B companies across the globe are now realizing they’re dealing with an unfortunate question: what to do with field marketers? Gone are the days of front-line field marketing teams organizing posh breakfasts in luxury hotels and hosting summits for big industry leaders.

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The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

xiQ and Carbon Design Announce Strategic Partnership Around Personality-Driven Engagement (PDE)

xiQ

REDWOOD CITY, Calif., May 19, 2020 - xiQ, the pioneer of Personality-Driven Engagement (PDE), and Carbon Design, the leading Personality-Driven Marketing agency, are pleased to announce the commencement of a strategic partnership to launch PDE.

A memorandum on how to monetize ABM

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Account-based Sales And Marketing (ABM) Is Complex! Long sales cycles, multiple decision makers and influencers, a daily barrage of events i.e. executives leaving or new ones being appointed, industry events i.e. M&A activity and much more require the attention of ABM teams. “On On average large companies generate 25 sales triggers, events that warrant a response from the sales team, per day or 125 per week”! Source: xiQ Research 2019.

xiQ Pioneers Personality-Based Engagement (PBE) for B2B Sales and Marketing

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REDWOOD CITY, Calif., May 14, 2020 – xiQ, the leading AI-powered B2B Marketing and Sales Platform, introduces Personality-Based Engagement (PBE). By combining proven behavioral science-based personality assessment methodologies with Artificial Intelligence (AI), xiQ has created a new category for B2B precision selling and marketing. Personality-Based Sales empowers B2B Sellers to better understand buyers, what motivates them, and what drives their decisions.

Intelligent Personalization: Persona vs Personality Marketing

xiQ

With B2B marketing shifting to email, web, and digital channels, it is imperative for marketers and sales professionals to personalize communications and rise up above the noise. Your keys to success: 1) Custom-tailor communications specific to the personality type of each individual and 2) stay plugged into the ground-level intelligence of your prospects’ business. Persona based marketing is dead.

SaaSOptics SaaS Metrics Template

Download this template that includes calculations, formulas, definitions and a customizable dashboard. The template includes subscription momentum metrics (ARR, customer count, avg. ARR), churn and retention metrics, and customer lifetime value metrics.

ABM and the Art of Storytelling

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Content plays a major role in Account-Based Marketing. Compelling and engaging content is required, at all levels of ABM, to tell your story to your prospects. Strong content is a currency in today’s world. ABMers have to be really good storytellers. They have to be able to synthesize the complex down to bite-size, compelling content that can be leveraged by their teams and absorbed by clients.”. Craig Rones, VP of Marketing, NTT DATA Services. The Value of Strong Content. “66

The Truth Intent Data Vendors Don’t Want You to Know

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The Truth Intent Data Vendors Don’t Want You to Know. The latest buzz word in B2B marketing is Intent Data. Intent Data is the analysis of a prospective buyers’ search and browsing history to predict the buyers’ intentions and next moves. Intent data falls into two categories 1st party and 3rd party intent data. 1st party intent data is derived by measuring and analyzing the engagement of known prospects, with content presented to them, to predict their buying intentions.

xiQ for Sales | B2B Sales Intelligence – xiQ

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84% of prospects say that their number one complaint is that sales people show up unprepared. The Challenger Customer. B2B Sales = EQ + IQ. The winning formula in B2B strategic sales is the ability to bond at an emotional level (EQ) while being up-to-date about the events shaping the industry (IQ). . xiQ is the only B2B Strategic Sales platform that provides real-time, AI-generated (DISC) personality analysis (EQ) with 360° account and industry intelligence (IQ) in one easy-to-use app.

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Does Your Marketing Budget Allow For Game Changing Solutions?

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Does Your Marketing Budget Allow For Game Changing Solutions? The old adage goes “you can’t teach an old dog new tricks”. Similarly, you can’t use outdated sales and marketing tactics and technologies to conduct next generation Account-Based Marketing. . B2B Marketing is transforming from Lead Generation to Account-Based Marketing. ABM requires a whole new set of tools and techniques that need to be harmoniously utilized by both sales and marketing.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Account-Based Sales and Marketing (ABM) in the Age of AI

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The era of the anywhere, anytime enterprise has arrived! The B2B Buyer’s Journey Has Changed! B2B buyers no longer move through a funnel one step at a time. They do their research online, through subscription services, by following thought leaders and by reading client reviews and testimonials. Their demands and expectations of sales representatives have also evolved.

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Understand Buyer Heuristics and Leapfrog Competition

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Each one of us has a unique way by which we absorb information and learn. Our individual decision-making processes (heuristics) are based on our unique personality types. Some people like fact-based information to help make-up their minds, while others prefer anecdotal evidence. Some like lots of detailed information while others prefer the 50,000-foot view. Understanding your buyer’s heuristics (decision-making process) can make the difference between winning and losing deals.

Don’t quarantine your B2B Sales and Marketing

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As the Coronavirus pandemonium continues across the world, we are all experiencing a calamity-induced global lockdown. Governments have declared a state of emergency by shutting down public spaces and offices have decreed a ban on gatherings, slowing down business activities by huge margins. . Let’s evaluate what this means for B2B Sales and Marketing.

ABM IN THE AGE OF AI: ORCHESTRATE ENGAGEMENT

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B2B buyers expect and demand personalized engagement from their vendors. B2B sellers need to orchestrate personalized engagements by providing the right information at the right time. . AI enables fact-based, highly personalized engagement that humanizes the experience. . In this webinar, we’ll take a deep dive into how AI is used to orchestrate client engagement in ABM. Watch this webinar and learn how to leverage AI to: Drive 1:1, highly personalized client engagements.

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How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.

ABM IN THE AGE OF AI: PERSONA vs PERSONALITY BASED MARKETING

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Understanding the personality and motivations of your buyers is key to building trusted relationships. Traditionally, marketers rely on building personas based on the primary characteristics of a group defined by their roles. However, this broad categorization and stereotyping based on the traits of a group doesn’t work anymore. . xiQ is the only platform that leverages AI to move beyond persona-based marketing to personalize engagement based on the individual personality traits of each buyer.

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