sales 
InsightSquared
APRIL 23, 2019
The inbound philosophy advocates publishing content through digital channels to entice qualified individuals to consume the content and enter the sales cycle. The ABM approach advocates for targeting a predefined and limited set of companies and running campaigns to engage all individuals at these companies.
Tony Zambito
NOVEMBER 1, 2020
We are in that moment of hesitation when it comes to the future of how B2B buyers will engage in buying. Various studies from McKinsey, Gartner, Forrester, Salesforce, and others show increasingly that B2B buyers want seller-free buying experiences. Today, a third to 40% of buyers want a seller-free buying experience.
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Zoominfo
MAY 9, 2022
It wasn’t long ago that sales as an industry was driven largely by volume — more leads meant more prospects, which sometimes translated into more revenue. Today, sales is driven by insights. In an increasingly competitive business environment, organizations of all sizes are turning to sales engagement platforms to manage this workload.
Webbiquity
NOVEMBER 10, 2020
The way B2B technology buyers conduct research make buying decisions is changing. Marketers who understand how these behaviors are evolving can set up their companies for success in the coming decade. As the report concludes, “Expect to see more millennials taking part and taking charge of buying decisions.
Speaker: Douglas Burdett, Host of The Marketing Book Podcast, Founder/Principal of ARTILLERY
Lead generation is the process of attracting and converting strangers and prospects into someone who has indicated interest in your company's product or service. Lead generation has become much more important because the buying process has changed, and marketers need to find new ways to reach buyers and get heard through the noise.
Zoominfo
NOVEMBER 29, 2023
There’s a seismic shift happening in B2B buying, and it’s being driven by a powerful force — generational change. That’s why it’s important for companies to understand the needs of their younger buyers to avoid costly customer discontent. Buyers want to be known and understood in both B2B and B2C buying situations.
Zoominfo
JUNE 2, 2021
Layering various customer buying signals on top of each other is a reliable, data-based approach to predict when a prospect is facing a business challenge that your product can solve. By adding automation to these high-quality results, day-to-day sales and marketing efforts get easier, too. Buying Signals Reveal Interests.
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Teams of all sizes can utilize buyer intent data to more effectively identify where prospects are on their purchase journey, and thus adapt marketing messaging and sales pitches to align with those specific interest signals collected. Download this special eBook to dive deeper into: Why intent data is crucial in B2B selling & marketing.
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Sales teams are trying to prospect, connect, and manage an effective sales cycle, yet many companies are falling short of hitting their sales numbers. It further works to ensure that these efforts are part of an excellent buying experience that leaves the buyer feeling confident that you are the vendor for them.
Speaker: Donald Kelly, Founder & Chief Sales Evangelist at The Sales Evangelist LLC
The average B2B sales cycle can take anywhere from 3 to 9 months to close, depending on the complexity of the product or service being sold. Now add the fact that we're facing a global pandemic and it could add an extra 2 - 3 months or more to a sales cycle. How can any company truly thrive? It seems impossible but is it?
Speaker: Brian Carroll, CEO & Founder of markempa
B2B sales are way more emotional than B2C because people’s careers are on the line. In this webinar, you’ll learn how to go beyond rational-logic-based sales/marketing and adjust your strategy to understand better how buyers feel so that you can connect and help more customers buy.
Speaker: Chris Newton, VP Marketing & Business Development, Intellimize, Mark Kilens, VP Content & Community, Drift, Nick Edouard, Co-Founder & Chief Product Officer, PathFactory, Randi Barshack, CMO, RollWorks, & Lucas Welch, VP Corporate Marketing, Highspot
In this rapid-fire webinar, you’ll hear from powerhouse marketers at companies Intellimize, Drift, PathFactory, RollWorks, and Highspot. With the help of these experts, you’ll learn how to leverage AI in marketing to action sales, accelerate revenue, and reduce costs. The impact AI has on marketing pipeline and budget.
Speaker: Jen Spencer, VP Sales and Marketing, SmartBug Media
Jen will dive in deep how she did this at a fast-growing SaaS company that shows, among many other things, how you can use buyer personas and establish a cadence to ensure that your content is seen at the right stage of the buyer's journey. How to secure organizational buy-in (and cooperation!).
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