The Next Wave of ABM: Optimizing Scale, Personalization and Agility with Real-Time Account Insights

The right word used at the right time can energize deals and differentiate you. But one wrong word, can be a deal killer. The most important tool salespeople have to engage buyers and standout in a noisy marketplace is word selection: words they use (and don’t use). Join Lee Salz, sales management strategist and bestselling author of Sales Differentiation and Sell Different! for a masterclass on word selection.

During the pandemic, Vya’s main sources of demand, events and direct mail, essentially collapsed. Website form fills declined dramatically. How did Vya adapt? Vya’s sales and marketing team went all in on Person-Based Advertising (PBA). By building a person-based strategy that aligned marketing to the sales organization, it helped ensure that marketing was able to effectively support a unified outbound process. Martha France, VP of Sales and Marketing at Vya, joins Joe McNeill, Influ2’s CRO to discuss how sales and marketing can align on accounts to drive pipeline growth. Vya is a B2B end-to-end marketing resource management platform for businesses that need to distribute their marketing materials across a widely distributed salesforce and enable customization at the local level.

New research from Demand Gen Report shows that marketers are increasingly focusing on quality engagement over quantity and are rethinking their investments and traditional tracking metrics to adjust to evolving buyer needs. This webcast, featuring John Dering of Demandbase, highlights the latest benchmark data on the channels, metrics and tools practitioners plan to leverage in order to better attribute marketing campaigns and leads to revenue.

Your revenue engine works best when sales and marketing are working in lockstep, yet for many organizations, this is just a dream. Their tools, tactics and workflows stand in the way of making this fantasy a reality. In this presentation, we'll share how top performing teams are using modern B2B strategies to align and drive more revenue. Engagio and DiscoverOrg cover: How to get actionable account intelligence and deliver it to your sales team.