Demanding Views

Does Your ABM Strategy Feel More Like 'Account-Based Sales?’

How many of your new marketing leads are in target accounts your sales reps care about? Leading companies have started to embrace account-based marketing (ABM) strategies, but their implementations often resemble account-based sales, with marketers struggling to efficiently market to target accounts.

October 7, 2016
Written by Abhishek Kashyap, Mariana

Are You Underestimating Marketing’s Influence On Revenue?

What is your mental picture of the marketing/sales funnel? If you see a single funnel with prospects dropping in the top and revenue popping out the bottom, your vision is distorted.

September 30, 2016
Written by Kevin Joyce, The Pedowitz Group

How B2B Marketers Can Benefit From A More Agile And Intelligent CRM

As CRMs become more advanced and new technologies, such as chat bots or the Internet of Things (IoT), grow in popularity, there is an underestimated advantage to having an agile and intelligent CRM to help businesses achieve process changes and positive marketing outcomes at a more rapid pace. B2B marketers…

September 23, 2016
Written by Katherine Kostereva, bpm’online

Leveraging Data For Effective Outbound Sales Prospecting

A growing company uses multiple channels to generate leads. The marketing team generates leads using inbound methods, for example, and the sales team generates leads using outbound prospecting (cold calling).

September 16, 2016
Written by Senraj Soundar, ConnectLeader

Perpetual Demand Gen: Transcending The ABM Vs. Demand Gen Dialogue

Have marketers “flipped” their lids over account-based marketing (ABM)? It’s a timely question.

September 12, 2016
Written by Adam B. Needles, Annuitas

Audience Data And Predictive Analytics Bring B2C Advantages To B2B Marketers

B2B marketers are often envious of their B2C counterparts getting all the cool stuff. But when the B2B crowd tries to learn a few tricks from their consumer-facing colleagues, they find that many B2C tactics are better suited to selling candy bars than copying machines. Plus, a candy bar isn’t…

September 2, 2016
Written by Travis Kaufman, Leadspace

Global Marketing Success Requires Local Authenticity

Thanks to skyrocketing internet adoption rates around the world, more companies than ever are expanding into global markets through online channels. Unfortunately, many of them are learning that a one-size-fits-all marketing approach often doesn’t fit at all.