B2B sales research confirms buyers are overwhelmed and front-line managers are unprepared

Eighty per cent of B2B sales reps who help filter information and ease the decision-making process for customers close high-quality, low-regret deals, according to a report from research firm Gartner. Based on a survey of more than 1,000 B2B buyers, the Stamford, Conn.-based company’s report suggested that quantity and even accuracy of information is not […]

The link between an employee activism strategy, crisis response and business continuity

Last time we looked at the rise of employee activism in organizations such as Wayfair, Google and Amazon. Dissatisfied with their organization’s actions, inactions or inattention, employees are more often than ever before taking their internal complaints to the streets. As many as 40% of your workers might be activists. Employers, who can no longer control their workers’ […]

Pipedrive AI CRM

Pipedrive aims at enteprise sales teams with updated plans, AI-based assistant and learning portal

Pipedrive on Wednesday is launching an updated CRM suite that includes a virtual assist based on artificial intelligence, along with an online education platform and an enterprise plan in a bid to show it can serve larger organizations. Based in New York, Pipedrive’s latest release adds a slew of other features such as the ability […]

Indian firm SOLV lures tech talent by inviting them to hack their way onto its B2B billboard campaign

A digital billboard set up across major tech centres in India is encouraging developers to solve a puzzle in an unusual recruiting campaign from a B2B commerce firm called SOLV. Running for several weeks this month in Bengaluru, including Manyata Tech Park this week, SOLV said the campaign would provide aspiring job seekers with a hashkey-based puzzle […]

Mastercard Track OpenText

Mastercard makes a bigger investment in serving B2B markets like the auto sector with OpenText

Mastercard is enhancing its B2B global trade enablement platform with technology from OpenText, beginning with capabilities for auto industry professionals as part of a broader plan to create deeper relationships with corporate buyers. The company on Thursday announced its intentions to use OpenText’s Supplier Portal, Identify Portal and Internet of Things (IoT) at the vendor’s […]

Pressboard Boost

Pressboard Boost gives brands a way to amplify the social reach of earned media coverage

Pressboard is building upon its work in developing a platform to help brands improve their paid media efforts with Pressboard Boost, a product that will amplify the social reach of its clients’ earned media coverage. The Vancouver-based firm officially launched the beta version of Pressboard Boost on Wednesday. When a B2B brand is profiled or […]

Box CIO Paul Chapman

Box CIO Paul Chapman opens up about the evolution of IT, working with line of business execs and more

By all means, you can try cold-calling Box CIO Paul Chapman or sending him a hopeful e-mail. You can invite him to your event, webinar or roundtable. You could reach out on social media or other channels and see if he’ll download your white paper. None of these standard marketing tactics, however, will work as […]

Testfire Labs Hendrix

Testfire Labs CEO wants to prove AI can take the pointlessness and misery out of office meetings

Testfire Labs is applying artificial intelligence to one of the most challenging aspects of working in an enterprise — no, not finding, converting or retaining customers. Surviving the agony of office meetings. Based in Edmonton, Alberta, Testfire Labs’s initial product is bot dubbed Hendrix.ai, that captures and transcribes conversations from business meetings. Beyond acting as a […]

Oureach emojis B2B e-mail sales

Outreach data scientists put emojis in B2B e-mail subject lines to the test, and . . .

Adding little clocks or other emojis before and after B2B e-mail subject lines like “Quick call next week” have a negative impact on reply rates, according to tests conducted by sales enablement firm Outreach. Using seven different variations featuring emojis that were subject to an A/B split, Outreach found an overall 42 per cent decline […]

DiscoverOrg purchasing power survey

Marketing comes third in departmental tech budget spending, DiscoverOrg survey shows

The number and diversity of “salestech” products and services may be dwarfed by those on the martech side, but a research study from DiscoverOrg shows that’s where the bulk of budgets allocated to tech will be going this year. In its inaugural Purchasing Power Survey, Vancouver, Wash.-based DiscoverOrg commissioned Wakefield Research to ask approximately 500 […]

Communications secrets chief digital offers can use to exceed expectations now

As a Chief Digital Officer (CDO), you focus on new technologies to help your B2B thrive. This includes social media, mobile applications, virtual opportunities, and more. But, before you move forward to reach your next goal, stop and talk to your communications’ team members. They may have some valuable insights to share that can take […]

7 Tiny things that could transform HR, with marketing’s help

For too long those of us in marketing been ignoring our friends in HR, and it’s time we accepted the proven connection between talent and revenue and got on with the job of improving both. I’ve recently explored, for example how some support for internal communications and candidate experience can benefit everyone. Then there’s the deplorable state of […]

B2B SaaS VCs

B2B SaaS VCs identify the traits that define successful startups at Collision 2019

The variety of startups attending and exhibiting at Collision 2019 in Toronto this week might be dizzying for marketing, IT professionals and other potential buyers, but top venture capitalists said the B2B vendors with staying power will be vertically focused and architect their products in a very specific way. A panel discussion at the event’s […]

B2B career pages

Career pages have an important job to do. Why do firms set them up to fail?

OK, marketers, what are the saddest pages on your website? The ones nobody likes. The ones that almost never get updated. The boring, not sexy, get-it-over-with pages your developers and agencies hate working on? Probably the Terms and Conditions page. That’s not fun. Ditto the Legal page, the Privacy Policy, the copyright notifications and the […]

Game of Thrones B2B Kronos

Workforce Institute at Kronos captures Game of Thrones impact on employee absenteeism

Jon Snow may be constantly working his way to occupy the Iron Throne, but the season finale of Game of Thrones this Sunday may have the opposite effect on the productivity of more than 27 million employees, according to a research project produced by the Workforce Institute at Kronos. Based in Lowell, Mass., the Workforce […]

SAP Ariba Fieldglass

SAP Ariba and Fieldglass CMO puts ‘experience management’ in a B2B context

SAP on Tuesday kicked off its annual SapphireNOW conference with a focus on “experience management” following its recent acquisition of Qualtrics — and the CMO of SAP’s Ariba and Fieldglass businesses is already thinking about what it will mean for her B2B customers. The company announced 10 different offerings as part of its XM platform […]