Selling to Men and to Women (Yes, Gender is a Factor)
Are there differences selling to men and women in a B2B sales process? That was the question we set out to discover. My husband and I are avid remodelers, which...
The Real Cost of Bad Data [VIDEO]
In this video, Katie Bullard will discuss how many sales organizations waste time and money through ineffective lead generation and list buying.
So, It’s Your First Day as the Chief Marketing Officer...
First days can be stressful. Especially if you’ve just been promoted to Chief Marketing Officer. Extending far beyond traditional marketing tactics, today’s CMO shoulders vast and complex responsibilities that now...
The Startup's 4-step Guide to Building Strong Sales Pipeline - FAST!
“Where should I start when I have limited resources? With inbound? With outbound? With ABM?” As an emerging business, you need to find the quickest, most efficient, and most sustainable route to growth. Regardless of your industry, your deal size, your sales cycle, or your buyer, there are 4 simple steps that will get you to that next chapter - wherever you are in your growth journey.
Predictive Intelligence Formula for Sales: 3 Kinds of Data to Predicts a Buyer's Purchase
Over 85% of respondents said Job title are effective or very effective at predicting a prospect’s likelihood of predicting a purchase. This is because Job title is a basic, fundamental part of the Ideal Customer Profile. The least predictive Fit data point? Age.
Mission Impossible: Making Hard Choices as a First-time CMO (Part 2)
Fear isn’t a luxury the CMO can afford. Neither is hesitation. Today’s CMO position – “a minefield where many talented executives fail” – requires the courage of conviction to survive....
[VIDEO] How to Allocation Resources for Account-Based Marketing
Today we're going to walk through the four-step formula for deciding how you should allocate your marketing resources towards account-based marketing efforts. It's not the same for every company, and typically it doesn't mean abandoning inbound for ABM. Let's start with the first question: "Do you have a long and complex sales cycle?" This will affect your resource allocation.
What Makes an Award-Winning Sales Organization?
If you’re going to work one of the most difficult jobs out there, you might as well do so while sharing those valuable hours of your life with a company...
The First of its Kind: Sales Intelligence for Legal & Compliance
The new Legal & Compliance dataset brings fresh sales and marketing intelligence to this untapped industry that can’t be found anywhere else. - a steep advantage for those selling legal technology and legal services.
[VIDEO] 7x more Demos & 2.5x bigger ACV: The Results of Our Account-Based Everything Experiment
Using the same data and fit criteria - with an ABM approach - we saw 7 TIMES more meetings set in our ABE target group even though both groups engaged with us at the same rate.
The Power of Marketing and Sales Intelligence
Sales intelligence. Lead lists. Not sure where to start … or why you should care? You’re in the right place. For many years, sales and marketing teams turned to list...
All Data is Not Created Equal: Independent Case Study Proves Why Quality Beats Quantity
Even though SalesFolk used 3 times more leads from ZoomInfo, DiscoverOrg email addresses yielded almost 10 times more positive responses.