Millennial-aged sales and marketing professionals have an even lower opinion of each other’s roles in the enterprise than the current generation, according to research conducted by CRM and marketing intelligence software maker InsideView. In its report, “The State of Sales & Marketing Alignment in 2018: How Leading B2B Companies Drive Growth by Aligning Go-to-Market Teams.” San […]
Prospecting is tough. There are a handful of components of cold email outreach, and each one is absolutely necessary to be successful. It’s hard enough to write an eye-catching message. And sending that email at a time when the prospect will read it, and respond to it is even harder. Not to mention the significant […]
Competitive salespeople don’t waste people’s time, least of all their own. They identify the relevant executive for each sales opportunity, and they take time to understand the dynamics of their customer’s organization to uncover where influence, power, and control over a particular project reside. “It doesn’t have to be the CEO of a corporation,” said […]
Less than 10 per cent of Canadian sales and marketing organizations say their functions are completely aligned to buyer needs, according to research released by SiriusDecisions as part of its first-ever Canadian Summit on Thursday. While 69 per cent of organizations said their functions are at least partially aligned to buyer needs, 22 per cent […]
I opened my business in 2002—an idiotic time to do this. The dot-com bubble had burst and 9/11 had shaken the planet. The world was in turmoil. But I was on a mission. I had worked with, led, and mentored salespeople for over two decades. And I noticed talented sellers and business owners slam into […]
It should have been a celebratory time for Evan Schneyer. His travel-oriented startup, Wanderfly, was being sold to Tripadvisor after about five weeks’ worth of discussion. Then, when it came time to sign on the dotted line, the contract challenges emerged that gave birth to his new venture, Outlaw. “It was like a glorified job […]
Marketers need to choose the right account-based marketing strategy and sales teams need to improve the accuracy of their sales planning processes, according to an eBook from SiriusDecisions that continues to make the case for closer collaboration across the enterprise functions. The SiriusDecisions 2018 Planning Guide (registration required), which also covers issues for those working […]
Ally Motz, President of Sirius Decisions Canada, joined our very own Jen Evans, CEO of B2B News Network for a Twitter Chat yesterday on all things B2B in Canada. If you missed it, we’ve got you covered. He has been leading Sirius Decisions in Canada since inception, and led Gartner Canada before that. Congratulations to […]
Take it from an experienced sales coach: one of the hardest tasks is to quickly establish credibility. This applies to everyone you meet with for the first time. All things being equal, a positive first impression means they will trust you to help them. A negative first impression can only be corrected by time and […]
SiriusDecisions is conducting a research study exploring some of the biggest challenges within B2B organizations, the results of which will kick off its first-ever Canadian conference in March. The firm’s 2018 Canadian B2B Sales, Marketing and Product Management Study will be highlighted at SiriusDecisions 2018 Summit Canada, a day-long gathering with keynotes from Export Development Canada, […]
It has taken years, but all the same shifts that have happened in marketing — from one-way messaging to personalized, data-driven campaigns and account-based approaches — are finally hitting sales teams, according to the CEO of Groove.co. The San Francisco-based firm, which makes applications to assist with sales enablement within companies, recently launched an integration […]
Today’s top B2B brands tend to rely on seven types of marketing content to generate the majority of their leads. These content types include, in order of effectiveness, email marketing, content marketing social media marketing, landing page and website optimization, SEO, paid search, and webinars or virtual events. Before your organization starts putting these […]
Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited to get out of bed in the morning. But if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters. A lot. Back up, just what is data normalization? At a […]
DemandBase on Thursday will announce a move to further assist marketers and sales teams to keep up with buyers’ plans via an update to its Conversion Solution tool, allowing customers to link it with major third-party applications including Salesforce, Slack and LinkedIn Sales Navigator,. The company said Conversion Solution will directly integrate the Real-Time Intent features — […]
One of the biggest challenges for today’s seller is helping their buyer understand their product or service’s differentiator — in other words, what makes it better than others that walk, talk, look and act like it. None of us wishes for our solutions to be thought of as an imitator or second-best. We want our business […]
The day after New Year’s is typically when the music stops and the back-to-work monotony begins. Hopefully you’re coming back to your desk feeling refreshed after at least a few days off from work, but even then, getting back into the groove, so to speak, can be difficult. That’s where Spotify’s playlists come in. If you […]
Assessing the performance of stories on B2B News Network is probably a little different than most other online publications. First, there’s the nature of the audience, which spans everyone from CMOs and CIOs to heads of sales and even company owners or CEOs. Although some of what we publish would be of interest to all of them, there are […]
It’s easy to turn your attention to fresh business prospects and overlook the value of staying in touch with past clients. Although it can be tempting to look for greener pastures, maintaining client relationships in the long-term may increase the chances of more work with organizations that are familiar to you. Here are some tips […]
Poor or inaccurate contact sales and marketing data results in significant losses in revenue and customer retention – both things no business can afford to lose. In addition, implementing a sales contact data solution purely in the spirit of “cost effectiveness” can be a fatal mistake. On the flip side, good sales contact data can […]
At one point or another, you may have heard the saying, “Routine sets you free.” That principle holds true in the business world and can be applied to corporate goal setting, too. With a powerful, routine-oriented goal setting framework like OKRs (Objectives and Key Results), your organization can fall into a pattern of setting, tracking, […]
