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Written by: Jeff Kalter

Over the last couple of decades, the language of marketing has evolved. Today, the buzzwords include Big Data, artificial intelligence, marketing automation, content marketing, social media marketing, account-based marketing, influencer marketing and more. The thread that runs between these marketing methods is technology. While it enables them all, it does not tell the whole story.

Technology can make us more efficient, precise in our targeting and personalized in our B2B marketing outreach. It cannot, however, do the whole job. That’s because B2B products, services and solutions tend to be complicated and expensive. To educate buyers and to build the trust required to make a substantial investment, you need good, old-fashioned human interaction that is central to a couple of traditional marketing tactics.

While tried and true, these tactics have changed with the times. Let’s look at how these traditional techniques, now wrapped in new technology, have become more powerful than ever.

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Written by: Jeff Kalter

Your reps spend more than 25 hours out of a 40-hour week on non-sales generating activities. At least, that’s if they mirror the average sales associate’s work profile.

This statistic is based on a study of over 200 sales reps. It showed that NON-revenue generating tasks take up on average 63.4 percent of a rep’s time. Even worse, the study included both field and inside salespeople and concluded that phone agents were on the low end of the spectrum. Field reps outperform them in revenue-generating time by 17.5 percent.

So, what are salespeople doing with their time? 

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Written by: Jeff Kalter

If you’re in the fast-paced world of sales and marketing, you likely aspire to stay one step ahead of the competition. It’s not easy to do because you must keep up with constantly changing sales and marketing trends. Here are three trends worth mastering in 2018.

  • Artificial Intelligence: Efficiency and Personalization

    Self-driving cars. Smart homes that decipher speech, schedule appointments and turn on lights. Amazon’s uncanny ability to predict what you want to buy.

    What do they have in common?

    All are examples of how artificial intelligence (AI) is changing our daily lives. But it’s not just in the consumer world that you feel AI’s impact. It’s entering the B2B sales and marketing stage and is on its way to playing a starring role.

    Salesforce’s Fourth Annual State of Marketing research reported that half of marketers are using AI today and 27 percent plan to use it in the next two years. In their analysis, Salesforce separated high performing companies from the pack, those companies that are “extremely satisfied” with their marketing results. These businesses represent 12 percent of the universe they surveyed. A striking 72 percent of them currently use AI. 
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Written by: Sabrina Ferraioli

Sometimes sales fluctuate a little from month to month. And at other times, sales gyrations feel more like a roller coaster. You just wish you had more control over the ups and downs, allowing you to forecast your future revenue with some degree of certainty. For this dream to become a reality, you need an inside sales team that fires on all cylinders all the time.

How do you make that happen? Sales enablement.

You want to make your sales team’s job as easy as possible and help them to win more deals. That means offering training and coaching to increase success rates, adopting sales processes and technologies that improve efficiency, and creating content that helps move prospects through the buying cycle. Essentially, you remove the barriers to success, establish a predictable process and allow your salespeople to do what they do best — sell.

Here are five essentials of sales enablement that can help your salespeople to meet and even exceed their quotas.

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Written by: Sabrina Ferraioli

One theme dominates the shifts in the B2B sales and marketing world — technology. That’s because technology enables us to target prospects and customers more efficiently, personalize our outreach, build relationships from remote locations and integrate our sales and marketing process. As such, it empowers B2B leaders to be more successful than ever before in engaging and selling customers.

While the three transformations I cover below are not new, as they continued to prove their worth in 2017, they all became more widely entrenched. Read on to find out whether your organization is keeping up with the latest winning strategies or has opportunities to increase sales and marketing successes.

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Written by: Wolfram van Wezel

For marketers, account-based marketing (ABM) is the hottest thing since sliced bread. Its popularity is not surprising given the results it’s producing for many companies. SirusDecisions’ 2017 State of Account Based Marketing Studyreports that ABM “is fueling high performing b-to-b organizations; companies are realizing significant benefits including increased account engagement, better conversion to closed deals and higher average deal sizes.”

What’s So New about ABM?

ABM flips traditional lead-based marketing on its head. Instead of casting a wide net for leads and then filtering through them to determine which ones are good matches, you start with the sifting process. You look at the whole market, decide which accounts you want to bring into your fold and then go after them using a highly customized approach.

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Written by: Jeff Kalter

The Technological Takeover

In the past few decades, automation has diminished many avenues of employment. Secretaries, better known today as personal assistants (PA’s), once were omnipresent in offices, but are now few and far between. Many more workers used to line the floors of factories. Retail salespeople are fast becoming an endangered species. After all, who needs a salesperson to help them buy a mobile phone when they’ve already done their research and read the reviews online?

Gradually, technology and automation are taking over large spheres of our lives and the economy. And given that machines often offer increased efficiency and accuracy over humans, that’s not surprising. 

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Written by: Jeff Kalter

"When your timing is off, so is your stride. When your cadence is off, you’re in deep trouble as a hurdler.” – Rod Millburn

In all likelihood, you’re not a hurdler. However, if you’re in sales and marketing, you know you have to overcome a lot of obstacles to land a deal. And cadence is as important for conquering sales hurdles as it is for leaping over a series of high jumps. Get it wrong, and you could fall flat on your face with little to show for your efforts.

So what is a sales cadence?

A sales cadence is a well-defined process that business development reps use when following up on leads. It’s not simply the number of times a sales person should reach out; it also includes the timing of the outreach and the format — usually a mix of phone calls, emails and interactions via social media. Because what reps do naturally and what they should do to be successful are usually two different animals, a delineated sales cadence is necessary.

So how do you know if your sales cadence is off kilter? According to The Sales Cadence Report 2017, there are several signs that it’s out of whack. 

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Written by: Sabrina Ferraioli

Despite rumors of its demise, email marketing remains a workhorse for B2B marketing. In fact, 95 percent of B2B marketers use it. Marketers consider it to be the best channel for distributing content, and it also generates revenues. According to Fast Company, for every dollar invested in email marketing, there is a $43 return. That’s a staggering 4,300 percent ROI.

If B2B email marketing is worth doing, it’s worth doing right.

So how do you maximize your chances of reaping that $43 return … or perhaps even more? Here are some best practices that can increase your chances for B2B email marketing success. 

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Written by: Jeff Kalter

Your company offers an exciting technology product that’s leaps and bounds ahead of the competition. If you could just get your prospects to try it out, they would no longer be able to live without it.

It’s exciting when they sign up for free trials. But then, what do they do? In many cases, they never use their trial.

How will they ever know what they are missing?

To say the least, it’s frustrating. While it may seem as if you’ve accomplished your goal when someone signs up for a free trial, there’s inevitably a big gap between the number of people who sign up and the number who become customers.

It’s not just true for your business. It’s an industry-wide phenomenon. 

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