Guest Blog

Hear from the best and brightest in the B2B sales and marketing space.

How to Create a Sales Territory Plan with a Buyer-Centric Approach

Understanding your Total Addressable Market (TAM) will help determine if a new region or vertical needs to be part of your sales territory plan. New General Data Protection Regulations (GDPR) is a great example of a location-bounded sea change. Market shifts like this present new growth segments for your sales team to target.

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invest in good data

5 Ways to Supercharge Your Sales Enablement Efforts

... it was found that 9% of sales organizations had not considered customer journey alignment, while 35% had an informal alignment, but no real implementation. In total, 44% of businesses have not aligned their sales processes to the customer journey in any meaningful way.

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fit, intent, and engagement data is ABM

How to Operationalize Account-Based Marketing

In short, the first rule of account-based marketing is: know your target accounts. The second rule is: know your target accounts.

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Adventures in Account-Based Marketing

I became interested in target account marketing, which I later learned to call ABM, while tying to efficiently grow a software business. The hypothesis was that if all of our time, energy, and money was spent on a focused sales and marketing effort to convert a list of target enterprise accounts, we could grow our average sales price (ASP) - without breaking the bank.

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Tech-savvy business professionals.

4 Intelligence Styles of Successful Sales Professionals

It is essential that salespeople adapt quickly to working with machines. Salespeople can no longer afford to claim that they are “not computer savvy.” If you don’t get tech savvy - and quickly -, you will be left behind, and out of a job.

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Boost response rates role-based messages

How to Improve Response Rates with Account-Based Content

In B2B marketing, when you improve response rates, you tend to see better downstream results including: more qualified leads, more pipeline, and more deals won. But how do you achieve higher levels of engagement?

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closed-loop sales communication is like a black hole

[5 IDEAS] How Data Fuels Closed-Loop Sales Communication

The manufacturing industry uses a concept, originating in Japan, called "kaizen": It refers to continually measuring and improving a process. As new ideas and processes are implemented, they, too, are measured; each iteration improves the product. Here's how that applies to sales:

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Want Better Lead Generation? Get Marketing & Sales in Line

Sales enablement really boils down to how marketing can help make sales more successful, and this can be accomplished through a range of program areas including technology, intelligence, content, analytics, training, and demand generation.

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Recruiting can be active or passive

Transform Hiring with Recruiting-as-a-Service (RaaS)

Employee turnover will always be a major challenge for businesses, but by using a framework like RaaS (Recruiting-as-a-Service) you can increase your chances of hiring the right candidate with staying power.

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Account-Based-Everything-Brandon-Redlinger-Engagio

Adapting an ABM Approach for Account-Based EVERYTHING

Account-Based Marketing. Account-Based Sales Development. Account-Based Customer Success. What does it all really mean? Are these just buzzwords to describe what we’ve always been doing?

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© 2018 DiscoverOrg, All Rights Reserved
© 2018 DiscoverOrg, All Rights Reserved
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