The ABM Cookbook: 5 "Recipes" to Keep Sales Focused on Target Accounts

If you want to distribute 30 key accounts to each, provide a list of 40 candidate companies. Ask the Account Executives to weed out poor prospects, and let them propose a few alternative names of their own. Now the AE owns the list!
August 28, 2019
Outbound Sales
6 min read

How to Create a Customer Insight Report Your Whole Team Can Use

Include the customer's business strategy in your prospect insight report. I’ve seen a customer meeting end because sales couldn’t answer this opening question: “Can anyone here tell me what our business strategy is?” Not a pleasant memory.
July 30, 2019
Sales and Marketing Alignment
6 min read

Account-Based Sales Development: 8 Steps to Global Success

What is global account-based sales development? In short, it is an outbound sales campaign for a well-defined portion of a multinational account. It could be a target account you’re already prospecting,...
July 18, 2019
Account-Based Marketing
6 min read

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.
July 8, 2019
Sales and Marketing Alignment
4 min read

How to Boost Email 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?
July 1, 2019
Account-Based Marketing
6 min read

3 Ways Sales Can Help Marketing (and Help Themselves)

The goal of your marketing team is to help your sales team. Agreed? OK – great. But marketers need the insights only salespeople can provide. Since sales is so much...
June 11, 2019
Marketing Strategies
5 min read

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.
May 30, 2019
Outbound Sales
7 min read

Sales and Marketing Alignment: 6 Quick Wins

Kill lead channels with low conversion. Kill ‘em dead. Even if they deliver tons of leads. That’s right: Marketers should drop the channels that deliver leads that don’t convert. If this sounds like a bad idea - your Marketing and Sales department are not aligned.
May 28, 2019
Lead Generation
8 min read

The Data Will Bring Us Together: Relationship Therapy with Sales and Marketing

The process of sales and marketing alignment is so fraught with assumptions, misunderstandings, and disagreement that we think both departments need a relationship therapy session! Marketing has certain data needs....
February 13, 2019
Account-Based Marketing
7 min read
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