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A Roundup of Account-Based Marketing Technology

Written by Sabrina Ferraioli Friday, 12 October 2018 00:00
A Roundup of  Account-Based Marketing Technology
According to research, “Companies using ABM generate 208% more revenue for their marketing effort.” It’s not surprising that an increasing number of companies are adopting account-based marketing (ABM) as their go-to strategy. Following in their wake are the technology companies that provide solutions that support it. So to get started or keep your competitive edge with ABM, it pays to understand the technology landscape. There are several steps to the ABM process. Some solutions focus on one or two steps, and others offer an all-in-one package. Below is an outline of the ABM process along with products for which customers have given their seal of approval — as of the writing of this article, they all have four or more stars on the review site G2 Crowd.

Will B2B Sales Jobs Survive in the Age of AI?

Written by Jeff Kalter Friday, 28 September 2018 00:00
Will B2B Sales Jobs Survive in the Age of AI?
Will AI Take Over? As time goes by, artificial intelligence (AI) will play an increasingly vital role in sales. In fact, as some companies relegate some of the more straightforward selling tasks to AI, lower level sales jobs are beginning to dry up. Just think about how thousands of retail salespeople have lost their jobs as Amazon and other e-commerce sites have taken over. These websites are not just order-takers. Their complex algorithms enable them to cross-sell. For instance, when you search for a book, you’ll see a message saying “Customers who bought this item also bought [an array of other tempting items].” They also upsell by suggesting “Compare similar items.” Usually, you’ll see some items that are bigger and better.
How to Use Inside Sales to Drive Customer Loyalty and Growth
A study of over 100 subscription businesses found that companies that had customer success teams experienced 24 percent less churn than those without them. It makes sense. If your customers are achieving the desired results with your product or service, they are less likely to stray. Whatever your business model, subscription or otherwise, customer loyalty is essential for producing a revenue stream that doesn’t dry up. That’s because research shows 71 percent of B2B customers are at risk of switching vendors.

How to Identify B2B Sales Trigger Events

Written by Sabrina Ferraioli Friday, 31 August 2018 00:00
How to Identify B2B Sales Trigger Events
How often do you call a prospect to present your company’s offering and hear them say, “You called at just the right time. I was looking for [what you offer].” Or even if they don’t state that explicitly, you know it’s true because of how receptive they are to your call. It probably doesn’t happen often, but when it does, it feels good. Would you like to increase the frequency of reaching prospects at just the right time? To elicit more positive responses from prospects, it’s helpful to do some sleuthing to detect sales trigger events. What is a trigger event? Most often, it’s a personal, organizational or environmental change. This disruption in the status quo spurs opportunities for new vendors. Here are some examples of trigger events:

The Revolutionary Future of B2B Telemarketing

Written by Wednesday, 11 July 2018 00:00
The Revolutionary Future of B2B Telemarketing
Recently, I received a call from a talented telemarketer. As a telemarketing professional, I love to challenge the agents who call me, asking tough questions and raising objections. At some point, the rep will usually hesitate or provide a less than perfect answer. However, in this case, every time I posed a question or raised an issue or rebutted a response, she had the textbook answer. Also, there were no pauses. No ums. No unnecessary words. After a while, I wondered, “Am I talking to a real person or is this a robocall?” To find out, I repeated a question to which I had just received a perfect answer. The telemarketing rep then reiterated the same response word for word. It was only then that I knew for sure that I had just spent twenty minutes talking to a robot.
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