Sales Effectiveness Benchmark Report
Sales Effectiveness Benchmark ReportThe success of a company’s Sales and Marketing teams lies in their ability to convert leads and prospects into customers. One vital factor in doing so is how well Sales organizations follow up with the inbound leads that Marketing...
Report: 451 Research Report: Augmenting Customer Success with Intelligent Virtual Assistants
Report: 451 Research Report: Augmenting Customer Success with Intelligent Virtual AssistantsCustomer Success teams help establish healthy relationships with customers, which in turn results in revenue. This requires building trusted, valued relationships with...
Report: 451 Research Report: The Augmented Workforce A Maturity Model for Intelligent Virtual Assistant Usage
Report: 451 Research Report: The Augmented Workforce A Maturity Model for Intelligent Virtual Assistant UsageChatbots are a familiar piece of the customer experience landscape as these simple, rules-based technologies help manage FAQs, routing and notifications....
Report: The New Sales and Marketing Divide: It’s Not What You Think
Report: The New Sales and Marketing Divide: It’s Not What You ThinkAccount-Based Marketing (ABM) is an essential weapon helping organizations better target, engage, and ultimately close deals with best-fit, high-value accounts. But that’s only part of the equation....
Report: 451 Research Report: Bridging Marketing and Sales With Intelligent Virtual Assistants
Report: 451 Research Report: Bridging Marketing and Sales With Intelligent Virtual AssistantsMarketing teams are beginning to see the value of intelligent automation as a competitive advantage. The reality is that few companies really do get meaningful ROI from their...
Report: 451 Research Report: Augmenting Sales with Intelligent Virtual Assistants
Report: 451 Research Report: Augmenting Sales with Intelligent Virtual AssistantsSales teams only have so many hours in a day to touch leads, educate prospective customers and close deals. Luckily, Sales teams can dramatically expand their capacity by adopting an...
SiriusDecisions: When to Implement the Demand-Unit Waterfall
SiriusDecisions: When to Implement the Demand-Unit WaterfallThe Demand Unit Waterfall, developed by SiriusDecisions, is a lead management framework focused on Account-Based Marketing (ABM). This model is focused on lead intent so that Marketers and Salespeople can...
SiriusDecisions: Identifying and Resolving Second-Lead Syndrome in Demand Management
SiriusDecisions: Identifying and Resolving Second-Lead Syndrome in Demand ManagementWhich is more important, elevating new leads or following up with additional leads from the same account? Unfortunately, many organizations place disproportionate value on new leads...
SiriusDecisions: Three Steps to Determine the Right Digital Approach to Customer Engagement
SiriusDecisions: Three Steps to Determine the Right Digital Approach to Customer EngagementWhich is more important, elevating new leads or following up with additional leads from the same account? Unfortunately, many organizations place disproportionate value on new...
SiriusDecisions: Identifying and Overcoming Buying Group Blindness
SiriusDecisions: Identifying and Overcoming Buying Group BlindnessThe buyer in most B2B purchases is a team of individuals within a prospect organization who work together to research and acquire a solution that solves a business problem. For most B2B organizations,...
SiriusDecisions: Improving Lead Development Team Culture to Drive Teleprospecting Effectiveness
SiriusDecisions: Improving Lead Development Team Culture to Drive Teleprospecting EffectivenessWhich is more important, elevating new leads or following up with additional leads from the same account? Unfortunately, many organizations place disproportionate value on...