RollWorks | October 03, 2022
Account-based marketing platform RollWorks, a division of NextRoll, today announced the results of a six-month survey designed to gauge ongoing B2B marketer priorities and challenges. The new study reveals that marketers overwhelmingly rely on ABM to increase ROI and achieve pipeline and revenue goals.
"Marketers are accepting that ABM is an efficient, effective marketing strategy that focuses on engaging the right accounts at the right time, through a variety of marketing channels. The success of the market isn't determined by the few who agree on one definition, but rather a focus on ABM's very clear value of helping to create the most efficient sales strategy that drives growth at scale," said Darragh Fitzpatrick, CRO of RollWorks.
"Marketers are accepting that ABM is an efficient, effective marketing strategy that focuses on engaging the right accounts at the right time, through a variety of marketing channels." said Darragh Fitzpatrick, CRO of RollWorks.
Critical Role of ABM in Key Initiatives + Challenges
B2B marketers indicated a growing dependency on ABM to help support key initiatives. Survey respondents overwhelmingly said that they are turning to ABM to help increase ROI and achieve pipeline and revenue goals (72%), followed by supporting faster sales cycles (53%), as well as faster growth and bridging the communications gap between marketing and sales (48% respectively).
And yet, nearly half of those polled said providing customized and relevant ad experiences to the right people on the sites they spend time on (44%), reaching the right targets on the sites they spend time on (43%), and scaling ABM programs (42%) have been the top challenges when implementing their ABM strategy.
Hyper Focus on Understanding Intent from In-Market Accounts
Many B2B organizations are realizing that ABM means efficiency and precision can coexist. Survey respondents indicated that their top two priorities are intent, or understanding what accounts are in-market to buy a solution like theirs, even if they haven't heard of the solution (48%), and ads and other forms of ABM engagement (40%).
Doubling Down on Digital and Webinars
Throughout the past six months of the survey, respondents have said that they are increasingly investing in digital advertising and webinars, with nearly 80% of respondents doubling down on digital advertising and 43% investing in webinars. Interestingly, only 18% (25% fewer than webinars) said they are investing in virtual events.
Respondents have increasingly adopted HubSpot over the past six months, with two-thirds of respondents indicating HubSpot is their primary CRM. RollWorks' integration with HubSpot provides marketers with easy-to-use, end-to-end solutions to drive their account-based strategies by enabling teams of all sizes to identify high-fit, high-intent accounts and buyers, reach them efficiently, and measure impact. The integration, which has given the majority of go-to-market teams consolidated account-level visibility, is a powerful illustration of ABM and CRM working together to deliver deep insights for revenue teams of all sizes.
The survey, conducted March through September 2022, consulted approximately 200 B2B marketing and sales professionals.
RollWorks, a division of NextRoll, offers ambitious B2B companies an account-based platform to align their marketing and sales teams and confidently grow revenue. Powered by proprietary data and machine learning, RollWorks' solutions address the needs of organizations large and small — from those with best-in-class ABM programs to those just beginning their exploration. By empowering teams to identify their target accounts and key buyers, reach those accounts across multiple channels, and measure program effectiveness in their system-of-record, RollWorks is an indispensable platform for marketers and sellers who believe that an account-based approach is just good business. To learn more visit www.rollworks.com
6sense | September 28, 2022
Today, Latané Conant, Chief Market Officer at 6sense, announced the second edition of her book, “No Forms. No Spam. No Cold Calls.,” a modern, must-have manual for sales and marketing leadership seeking to hone their craft and forgo the status quo by truly embracing their customers’ needs and habits. After the initial release of the book in 2020, Wiley, global leader in publishing, education and research, picked it up to distribute internationally. Over 15,000 first edition sales indicates the book’s intrinsic value and demonstrates the need to continue to help more teams with this expanded second edition.
“No Forms. No Spam. No Cold Calls.” shines light into an opaque business environment where an estimated $2 trillion in waste prevents companies from achieving predictable revenue growth. It is a step-by-step guide that will transform how professionals think about marketing and selling in the modern age, equipping them with the strategies and tools they need to eliminate guesswork and other outdated practices.
“This book was born to meet the needs of a new generation of sales and marketing leaders who are ready to ditch the traditional strategies, tactics, and technologies that are no longer working,” said Conant. “The nature of our work at 6sense and the scope of cross-industry customers we serve gives us a profound view of the need for a how-to guide to revolutionize sales and marketing efforts and enable all businesses to proceed with confidence. We put these strategies to work at 6sense, enabling us to achieve 1,136% three-year revenue growth and rank #550 on the 2022 Inc. 5000.”
In the two years since the book’s initial release, Conant has compiled more critical information to better equip sales and marketing leaders with the latest strategies and tactics to succeed in 2023 and beyond. As a result, in this version, readers can expect:
Conant’s and 6sense’s collective knowledge and industry expertise on modern marketing strategy and the tactics to make them happen.
An all-new chapter, “The Modern Sales Organization,” authored by Mark Ebert, 6sense’s Senior Vice President of Global Sales, dives deep into the latest and most effective selling principles from the Chief Revenue Officer perspective that put sales teams in a position to win.
Foreword by Jason Zintak, CEO of 6sense – someone who started and grew his own career as a business development representative (BDR), outlines the credibility and timeliness of the book, provides solid rationale for change and calls to action to create better B2B buyer and go-to-market experiences.
An FAQ chapter answers questions about how to put these modern sales and marketing approaches into practice — including a step-by-step guide to implementing an authentic, spam-free nurture program.
Key sales and marketing topics spanning data, AI, technology stacks, customer experience, B2B buyer behavior, prospecting, personalization, pipelines, the role of BDRs, lighting up the Dark Funnel™, all things account-based marketing, and more.
The mindset shift required to be a market expert, how it benefits your entire organization, and what you’ll need to leave behind to drive change.
“This book challenges sales and marketing leaders to engage customers the right way, in the right place, at the right time to achieve predictable revenue growth. It lays out exactly how to enable sales and marketing teams to take pride in the customer experience and put prospects at the center of everything,” said Ebert. “It’s a prescriptive roadmap to uncover customer demand, prioritizing which accounts to work, engaging the entire customer buying team, and measuring real success and revenue growth.”
“This book challenges sales and marketing leaders to engage customers the right way, in the right place, at the right time to achieve predictable revenue growth. It lays out exactly how to enable sales and marketing teams to take pride in the customer experience and put prospects at the center of everything,” said Ebert.
“No Forms. No Spam. No Cold Calls.,” is available nationwide today at Amazon, Barnes & Noble and other retailers. All proceeds from book sales will go to GoodSense, the charitable arm of 6sense, whose mission is to support communities they operate in.
For more information:
Get excerpts, read reviews and purchase the book on Amazon or Barnes & Noble
Visit the landing page, where you can read the first chapter for free
Follow Latané on LinkedIn and 6sense on LinkedIn and Twitter
Stay updated with announcements at the 6sense Newsroom
About Latané Conant
As CMO of 6sense, Latané is passionate about empowering marketing leaders with effective technology, predictive insights, and thought leadership so they can confidently lead their teams, company, and industry into the future. As a “recovering software saleswoman” she is keenly focused on leveraging data to ensure marketing programs result in deals, not just leads.
Latané leads the Empowered CMO Network, an organization focused on empowering women CMOs to realize their full potential professionally and personally through leadership, inspiration, and craft. She is a member of Pavilion and serves in Advisory Board Member roles for both Mediafly and Atrium.
Latané is creative, charismatic, and competitive. Her high energy, positive attitude, and sense of humor are contagious and it’s hard to find a customer, partner, audience, or employee who doesn’t want to work with her. Follow her insights, inspirations and updates on LinkedIn.
6sense reinvents the way organizations create, manage, and convert pipeline to revenue. 6sense Revenue AI™ captures anonymous buying signals, targets the right accounts at the ideal time, and recommends the channels and messages to boost revenue performance. Removing guesswork, friction, and wasted sales effort, 6sense empowers sales, marketing, and customer success teams to significantly improve pipeline quality, accelerate sales velocity, increase conversion rates, and grow revenue predictably. 6sense has been recognized for its market-defining technology by Forbes Cloud 100, Gartner, and Forrester, and for its strong culture by Glassdoor, Inc. Magazine, and Comparably. For more information, visit 6sense or follow us on LinkedIn and Twitter.
ACCOUNT BASED EXECUTION
Uberflip | September 27, 2022
Uberflip, the leading cloud-based content experience platform (CEP), today announces it has been named to 41 G2 Fall 2022 reports with recognition as a leader in four G2 grid reports. The G2 Grid® Reports are a result of real user ratings and reveal which solutions have the most satisfied customers and largest market presence.
"The recognition that comes with being a leader in content experience in the G2 Grids is impactful because they represent the true feelings of customers," says Jason Dea, vice president of product at Uberflip. "We're hyper-focused on providing innovative solutions to create engaging, relevant content experiences at scale for each stage of the buyer journey for our customers. The fact that so many are finding value is extremely rewarding."
Specifically, Uberflip was called out as a leader in the following reports:
Enterprise Grid® Report for Account-Based Web and Content Experiences
Enterprise Grid® Report for Content Experience Platforms
Momentum Grid® Report for Content Experience Platforms
Grid® Report for Content Experience Platforms
"Having founded the Content Experience movement and watching it take flight over the past few years has been extremely rewarding," said Yoav Schwarz, co-founder and CEO of Uberflip. "Recognition from customers shows us we're on the right path and gives me even more confidence that what we're building next will continue to delight our customers and expand our nascent market".
"Having founded the Content Experience movement and watching it take flight over the past few years has been extremely rewarding," said Yoav Schwarz, co-founder and CEO of Uberflip.
To learn more about what real users have to say, or to leave your own review of Uberflip on G2's review page, please visit https://www.g2.com/products/uberflip/reviews.
Uberflip is a content experience platform that empowers marketing and sales to create engaging, relevant content destinations quickly for every campaign, audience, and stage of the customer journey. Marketers use our platform to scale how they incorporate content into every touchpoint and remove friction from the customer journey by surfacing the right content at the right time. For more information, visit uberflip.com.