Acting on Account Intelligence for Higher Win Rates
There is a simple strategy that allows sellers to craft hyper-contextual outreach programs for higher win rates: collecting account data on a more granular level than contact information—or, in Peter Buscemi’s words, a Strategic and Visionary Marketing Leader: “[Investing] in developing
Target Multiple Contacts in a Single Account to Improve Your Response Rates
Sellers are growing more convinced that deals should simply not go through a single thread—and they’re certainly right. The evidence comes from Backlinko’s study, which analyzed 12 million outreach emails to confidently proclaim that engaging more than one contact within
How Account-Based Marketing Evolves into Account-Based Engagement
Only 30% of industry players are not currently rolling out Account-Based Marketing (ABM) programs. The remaining 70% are laser-focused on delivering highly personalized and integrated pre- and post-sales experiences, sometimes without necessarily forging greater integration across compartmentalized departments—which is necessary
Why Sellers Leverage Account-Based Prospecting
There is an accelerating push for sellers to run targeted Account-Based campaigns. Industry players are encouraged to spot new opportunities during the economic slowdown, and targeting a constrained list of high-potential accounts is rapidly becoming a top priority. The reason is
Understanding the Hidden Costs of a Bad Lead
Experts have said for years that sellers need to prioritize lead quality over quantity. The great thing about pivoting to this strategy is that fewer—yet higher quality—leads provide sellers with the opportunity to close faster deals. This happens in part because
Don’t Try to Sell, Be a Trusted Advisor
B2B buyers have made dramatic leaps in terms of self-sufficiency. When a business issue is identified, 60% of buyers prefer to address it independently rather than interacting with reps who are instantly pushing for a sale. Julia Hubbel, President at The Hubbel
Cold Calling vs. Cold Emailing: How to Lead Highly Effective Sales Prospecting Conversations
The essence of all sales-oriented activities is trust; and trust is built when sellers accurately understand the prospect’s business problem, create value proactively, and establish credibility—all of which can be achieved through dialogue. Some sellers decide to lean on cold emailing
A Technographics-Driven Approach to Account-Based Selling
7 out of 10 corporate leaders are quick to reveal their shift towards account-based selling (ABS)—a hyper-personalized customer engagement approach that: Focuses on a select list of highly-valued accountsTreats each account as an independent revenue stream As ABS allows sellers to hone
The Impact of Bad Quality Buyer Information
While B2B buyer data validates a company’s sales strategy and helps sellers hyper-personalize offers based on their client’s buying patterns, the bad news comes quickly: data has its limits. Executives aren’t prematurely jubilant over any type of information gathered on a
How Leads Fit into Your Account-Based Marketing Strategy
Account-Based Marketing (ABM) is a clear-cut approach to winning enterprise-level business. Every ABM initiative centers around a narrow list of high-profile accounts and readily eliminates low-value targets—which allows industry players to craft hyper-personalized experiences to enrich relevancy, engagement, and trust. “Salespeople talk