Today’s sales are about marketing as much as they are selling. Buyers have already finished most of their decision-making process before they engage with your sales team. According to Gartner, customers are already 57% through the purchase process before they approach a supplier. Forrester Research reports that 74% of business buyers conduct more than halfRead moreRead more
Account-based selling can help you close more deals with larger companies, but you must invest time and resources in doing so. You must commit entire teams of salespeople, supported by colleagues from other departments, to engaging multiple contacts within a single targeted company.
Read on to learn how you can build your account-based selling plan with these key skills.Read more
The relationship between sales and marketing is often a sore topic. Greater alignment between the two requires developing a well-articulated process, supported by technology, that guides how sales and marketing work together.
The benefit of process and data is that, generally, both are objective. Data doesn’t have any personal feelings about the results of a marketing campaign; process isn’t listening in on phone calls with prospects. Because of this, many organizations have implemented sales accepted lead (SAL) stages into their demand generation strategy.Read more
Lead scoring does a good job of predicting which leads are ready to go to sales, but predicting can only take you so fare. With AI-powered lead engagement, you can actually know who’s interested, rather than just guessing. There’s still a role for good lead scoring in helping Sales prioritize which leads to call, but first you need to identify which leads to call.Read more
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