Blog

Written by: Tania Russo

How critical is customer experience to competing and winning business in the 21st century? Well consider this:

Gartner is calling customer experience (CX) “the new marketing battlefront.” In 2018, Gartner reported that more than two-thirds of marketers say their companies compete on the mastery of their customer experiences and that within two years, 81% of companies would be competing on CX.

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For the past few years, we’ve regularly addressed issues related to account-based marketing (ABM). We’ve looked at the tools and technology, highlighted the successes and dissected some of the challenges.

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Written by: Jeff Kalter

Today’s companies run on data. We track trends, assess results and analyze feedback. Data helps us manage risk, plan for future growth and allocate resources.

Data is the foundation of our lead lists, sales pipelines and connections with customers. We collect contact records, integrate industry insight and profile companies based on their technographics (tech stack) and firmographics (company demographics). 

 

At their core, sales metrics, key performance indicators (KPIs), sales projections and transactions are all data.

Written by: Sabrina Ferraioli

What if you could stop chasing leads and focus on selling only to your best, most viable opportunities?

It’s possible when you integrate account-based strategies into your marketing and sales efforts. Account-based selling (ABS) could potentially shorten your sales cycles, increase deal size and even boost your customer retention rates.

So what makes ABS so different? 

 

 

At one level, it’s not that different. You can think of it as enterprise selling with a few twists.

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Written by: Sabrina Ferraioli

How many times have you heard that sales is a numbers game? And if you want to boost your B2B sales results, you need to commit to making more calls?

But what happens when you’ve reached your maximum call volume and your results are still below quota? 

Consider this: According to Salesforce research, 92% of customer interaction occurs by phone, but as many as 85% of customers say they are unhappy with their phone experience.

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Written by: Sabrina Ferraioli

As we settle into the deepest part of winter and even temperate climates are feeling a drop in the mercury, let’s heat things up with a look into what we can expect in inside sales in 2020 and beyond.

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Written by: Aaron Biefeni

You’ve done your homework. You’ve studied a company. You’ve identified some of the key pain points experienced in the industry and determined how your product or service offers a viable solution. 

You’ve even identified the key decision-maker you need to talk with to present your ideas.

You have your message, and you make your call… That’s when your initial strategy goes up in smoke. Your decision-maker’s assistant answers and seems reluctant to pass you through to the boss.

The decision-maker’s gatekeeper has just shut you down.

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Written by: Sabrina Ferraioli

The handwriting has been on the wall for several years. Inside sales teams are expanding in size and growing in importance, and they aren’t showing any signs of slowing down.

The reason is simple. Inside sales can transform your sales through digital technology, cost savings and the ability to meet the changing preferences of younger buyers. That’s why the number of inside sales reps is growing three times faster than traditional outside reps. It’s also why fast-growing tech companies rely heavily on inside sales. 

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Written by: Sabrina Ferraioli

The holidays are upon us. People are scheduling company parties and trying to spend more time with their families and less in the office. With so much other activity going on, are you planning to follow suit and shutter your inside sales efforts until after the holidays? If so, maybe you should reconsider. There’s business to be had — business that the competition is probably not pursuing as aggressively as at other times of the year.

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Written by: Sabrina Ferraioli

Self-driving cars … Siri personal assistant … chess master IBM Watson. These are just a few of the things that come to mind when we think about artificial intelligence (AI). AI is the buzzword that seems to be on everyone’s lips.

There’s virtually no business or industry, or consumer for that matter, that isn’t confronting the impact of AI today. To some, AI signals a utopian future, while others foresee a dystopian nightmare coming to control us all.

But before you try to ignore AI or run for the hills for fear your job is on the line, let’s dig a little deeper. 

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