Today salespeople face a challenging reality – B2B buyers are increasingly adopting a digital self-service approach. Data sourced from Forrester B2B Buying Studies and online surveys conducted by Forrester have detected that 67% of buyers prefer not to interact with a sales rep and 61% prefer to gather information on their own. Yes, customers continue to shift to online channels for their transactional purchases. But the fact is that when making critical purchasing decisions, B2B buyers still rely on human relationships with sellers.
In this on-demand webinar, Guest Speaker and Forrester Principal Analyst, Seth Marrs, will be talking to Upland Altify Managing Director and Strategic Consultant, Travis Hill, to discuss why strategic account planning matters, how it helps you increase revenue, and improve sales velocity across your most important accounts.
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Multiview
Account-based marketing is a powerful way to engage B2B buyers. From an elementary level, ABM is a marketing strategy that concentrates resources on a specific set of target accounts. In all cases, it uses personalized campaigns designed to engage a client or prospect. Sounds like a great case for email, right? Not so fast. ABM goes well beyond the inbox.
With 85% of marketers saying ABM delivers higher ROI returns than any other marketing approach, it should be a major part of your marketing arsenal. This free webinar provides a look at strategic ABM tactics that can lead to shorter sales cycles, clearer ROI and fewer wasted resources and marketing dollars.
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Gartner
Technology and service providers (TSPs) have rapidly adopted account-based marketing (ABM) programs over the past few years. When done right, ABM programs can provide significant lift across a range of marketing and sales metrics, including pipeline contribution, larger deal sizes and higher win rates. But ABM programs are far more complicated than traditional demand generation and prospecting efforts. In this complimentary webinar, we reveal the secrets to getting significant lift from ABM programs, sharing primary research, best practices and examples of successful ABM programs.
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This session is packed full of practical tips you can implement straight away. Our experts will cover how to:
Minimize wasted time and effort in the wrong areas
Find good fit accounts when they are ready to buy
Leverage marketing insights and intent data
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