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September 28, 2020
B2B Data

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

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September 21, 2020
Sales Strategy

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

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September 14, 2020
B2B Data Marketing Strategy Sales Strategy

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

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September 7, 2020
B2B Data Sales Strategy

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

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Post Categories

  • B2B Data (18)
  • Marketing Strategy (10)
  • Sales Strategy (21)
  • Uncategorized (2)
  • Voice From the Field (2)

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