Like a scene from Mad Men, the traditional selling model’s goal was to land ‘The Big One’, reaping one-time bookings while gearing up to land the next big account. Enter the XaaS business model, replacing legacy selling with revenue continuity driven by the need to prove ongoing customer value. Sales, Marketing and Service must […]
Seismic Gives Customers Unparalleled Abilities to Explore, Customize and Share Actionable Insights on Campaigns, Content, and Deals Seismic, the industry-leading and award-winning sales enablement and marketing orchestration platform provider, today announced new content analytics capabilities that boost marketer and seller effectiveness, drive revenue team alignment, and help organizations deliver exceptional buyer experiences. In today’s world, […]
In recent years, content campaigns have emerged as essential components of marketing strategies that support B2B sales. Indeed, CMI and MarketingProf’s North American benchmark report for 2019 cited content creation as a growing concern for marketers, with a full 56% of surveyed marketing professionals reporting major content creation budget hikes over the last year. Similarly, […]
Each fall, B2B marketers assess the performance of their prior year’s marketing program and plan for the year ahead. They look at past performance metrics, business goals, competitor initiatives, industry trends, and areas of improvement. The 2020 B2B Marketing Mix Report, published annually by Sagefrog Marketing Group, surveys B2B marketing professionals to uncover the top […]
The majority of B2B buying committees are now made up of Millennials, and 49 per cent of buyers never actually talk to a vendor’s sales rep, according to a research report from TrustRadius released this week. In its 2020 version of its B2B Buyer Disconnect study, which is based on a survey of more than […]
You might expect a company that specializes in business contact details to be pretty good at reaching prospective customers, but ZoomInfo’s chief revenue officer says it has managed to reach a new personal best as a company by booking more than 600 demos of its software in a single day. The company, which is headquartered […]
InsideSales.com on Monday announced it was changing its name to Xant as part of a marketing campaign that will include a webinar this Thursday to discuss what it calls ‘the new face of sales engagement.” Based in Utah, InsideSales is best known for offering cloud-based tools that assist with sales, marketing and account management. The […]
Performance marketing consultancy LeadMD is using data it collected as part of a survey conducted in partnership with Drift to create what it calls a Sales and Marketing Alignment Index that will benchmark how well B2B teams are working together and offer ideas for improvement. The report, which was released on Monday, is based on […]
For 2020, most companies have their eye on sales. After all, this is the time that businesses and salespeople alike evaluate the past year and look ahead to the next, anticipating industry changes, determining where they can improve, and understanding how they need to evolve to continue meeting the needs of customers. While none of […]
Seventy-two per cent of managers believe their Gen Z employees are more tech-savvy than they are, which may explain why the vast majority of them are weighing on the kind of buying decisions that preoccupy those in B2B sales and marketing, a recent study from Nintex suggests. In its report, The Gen Z Effect On […]
Brands often cite the importance of content in driving sales, but less than 30 per cent of B2B firms are tracking which marketing assets influenced the close of deal, according to a survey commissioned by Seismic. According to the firm’s State of Sales Enablement 2019, which was conducted for Seismic by Forrester Consulting and based […]
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 […]
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 […]
As a B2B sales or marketing professional, you’ve got a simple, straightforward goal: to help the business grow. If you take a look outside in early summer, you’ll see buds opening, new leaves unfurling, and shoots stretching towards the sun. And, it’s tempting to think that all growth comes with ease. To grow a business, […]
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 […]
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 […]
B2B e-commerce is changing at a rapid pace. A report from Forrester suggests that the US B2B e-commerce industry will hit $1.8 trillion by 2023. Besides, there would be a compound annual growth rate (CAGR) of 10% for B2B eCommerce over the next five years. Another report from Frost and Sullivan presents a different scenario. […]
Showpad CPO Louis Jonckheere says the launch of the firm’s unified Sales Enablement Platform will help one of the least-supported in the enterprise to offer “coaching at scale” with training tools, easier administration and more. The Chicago-based firm’s release comes only nine months after it spent $50 million to acquire LearnCore, a provider of coaching […]
Something was off, and Mark Ramsay has had enough experience in the CRO role to not only recognize it, but to act on it. The CRO for Toronto-based appointment scheduling SaaS firm Coconut Software was going over the reporting with his team for the last 30 days of outbound calls. This involved looking into areas […]
B2B sales people are closing less than half of the deals they forecast and firms are relying on renewals from existing accounts to make up average of 70 per cent of revenues, according to a survey from Miller Heiman Group. The Chicago-based training firm’s CSO Insights team recently released its annual report, Selling in a […]
