BUYER INTENT DATA
Folloze | September 12, 2022
Folloze, the easiest and most powerful buyer experience platform for B2B marketers, today announced it has appointed a leader in transformational marketing Mary Gilbert as the company’s permanent Chief Marketing Officer (CMO). As CMO, Gilbert will help drive the revolution in B2B marketing with her unique perspective on cultural transformation and marketing technology innovation.
“We are thrilled to have Mary on the Folloze leadership team as she brings an incredibly unique perspective regarding the shifts that are needed today to navigate the dynamics of our current markets,” said Etai Beck, Co-Founder and CEO of Folloze.
“We are thrilled to have Mary on the Folloze leadership team as she brings an incredibly unique perspective regarding the shifts that are needed today to navigate the dynamics of our current markets,” said Etai Beck, Co-Founder and CEO of Folloze. “Our company is changing how marketers connect with customers throughout the digital buyer journey, and with Mary’s passion for marketing organization effectiveness, and digital transformation, we will continue to evolve our platform that is driving exponential growth for top B2B marketing organizations across the globe.”
Gilbert brings 20+ years of experience standing up, modernizing, and leading high-performing integrated B2B marketing organizations through the digital transformation age. The early part of Gilbert’s career was spent leading the digital transformation of marketing for organizations like Microsoft, HP, and Cisco on both the brand and agency side of the business through the early introduction of B2B buyer journey alignment. Gilbert launched a handful of the earliest ABM programs for companies like Centrify, Microsoft, and Ingram Micro CloudBlue. She also helped scale new digital platforms including eBay and Facebook.
Gilbert initially served as the company’s fractional CMO through its recent Folloze Buyer Experience Platform 3.0 launch, a new experience engine that unlocks powerful design tools and data insights to easily create content-rich, relevant experiences for an engaging and connected buyer journey. In addition to her new role as the company’s permanent CMO, Gilbert, will continue her work as the founder of Infinite Edge Consulting, which is building the next generation of “future-ready” CMOs.
“I continue to be delighted with the Folloze team, and its approach to the buyer journey. The platform and services combination is empowering marketers across some of today’s most successful B2B organizations to drive a connected customer journey. It’s a problem that many marketers have been trying to solve for decades. I am humbled to be joining the leadership team to continue to scale the company’s efforts,” said Gilbert. “During the recent launch of its Folloze Buyer Experience Platform 3.0, I learned that our core values around people and culture truly aligned, which is key for driving this paradigm shift in B2B marketing. I look forward to continuing the work with Folloze to bring best-of-class technology, modern marketing discipline, and organizational design to the masses.”
Gilbert also combines her expertise transforming marketing organizations, and brings with her a team of top marketing talent to help scale ups turn marketing into a value accelerator. Her recent work has significantly increased the valuation of scale ups like 1Password, PatientPop/Kareo (now Tebra), and P3 Health Systems.
Learn more about Mary Gilbert’s philosophy and connect with her here.
About Folloze
Folloze, the easiest and most powerful B2B Buyer Experience Platform, is used by B2B marketing, sales, and revenue teams. Requiring no code, Folloze empowers any marketer to easily build data-driven, highly engaging, personalized content destinations across the entire B2B buyer journey to drive deeper account engagement and revenue growth. Top B2B brands, including Oracle, Google Cloud, Cisco, Autodesk, MetLife, and UL, trust Folloze to boost customer engagement, revenue growth, and expansion across their target accounts. To learn more, visit https://www.folloze.com/.
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BUYER INTENT DATA
Apollo.io | September 27, 2022
Apollo.io, the integrated B2B sales intelligence and engagement platform, is partnering with the leading intent data provider, LeadSift (a Foundry company), to integrate its buying intent data into Apollo’s platform. All Apollo plans, including the free plan, will now include intent data with the option to choose among 1,600 intent topics at no additional cost helping sellers convert more in-market buyers.
Buying intent data takes the guesswork out of prospecting. Prospects showing buying intent have a higher chance of converting since they have engaged in online activity that correlates to purchasing activity toward certain products and services.
With buying intent, sellers can target prospects with precision. They can see who is in the market for a specific product or service, which empowers them to reach out with the right message at the right time.
This strategic partnership between Apollo and LeadSift makes intent data accessible to all. Powered by LeadSift’s intent data, Apollo now offers accurate and quality buying intent data across thousands of categories right in its prospecting tools, making it the most seamless experience for sales professionals.
Three key differentiators with Buying Intent from Apollo powered by LeadSift are:
Multi-source intent with accuracy guaranteed. LeadSift (a Foundry company) merges signals from the public web, social networks, events, job postings, technology installs, and more. Each signal is crawled from public data with no guesswork involved.
Easily filter by Buying Intent when prospecting. Buying Intent is seamlessly built into Apollo Search and Chrome Extension so sales professionals can save time and prospect faster.
Comprehensive buyer intelligence and effective engagement, all-in-one. Beyond intent data, sales professionals can easily access comprehensive lead intelligence and effectively engage interested buyers all in one platform.
"Our mission is to make world-class go-to-market solutions simple and accessible for all. Being the first data provider to offer a fully free version of an intent data solution brings us one step closer to our mission," says Apollo.io VP of Product, Krishan Patel. "After evaluating multiple intent data providers, we partnered with LeadSift (a Foundry company) for their accurate and quality intent data.”
“The buyer's journey is complex and never happens in one place. For sales outreach to make an impact, reaching the right buyer, with the right message, at the right time is essential."- Tukan Das, Co-Founder of LeadSift.
“The buyer's journey is complex and never happens in one place. For sales outreach to make an impact, reaching the right buyer, with the right message, at the right time is essential. This is where intent data can help create efficiency in sales and prospecting. We are excited to partner with Apollo.io, allowing more sales professionals to find and engage the most relevant accounts that are actively in-market.” - Tukan Das, Co-Founder of LeadSift.
Apollo.io helps over one million professionals across 160,000 companies automate their sales processes and grow revenue. Apollo has consistently been ranked on G2 as the leading sales intelligence and sales engagement platform, beating over 200 companies across the reviewer's website.
Learn more about Apollo’s Buying Intent feature at apollo.io/product/buying-intent
About Apollo.io
Apollo.io is the leading B2B sales intelligence and engagement platform, trusted by over 160,000 companies and more than one million users globally, from rapidly growing startups to some of the world's largest enterprises. Apollo.io provides sales teams with easy access to contact data for over 250 million contacts, along with tools to engage with these contacts in one single platform. By helping sales professionals find the most accurate contact information and automating the outreach process, Apollo.io turns prospects into customers.
About LeadSift (a Foundry company) :
Founded in 2012, LeadSift enables B2B tech companies to scale revenue by reaching decision makers in buying mode. By layering intent signals mined from the public web, with research-based intent and proprietary tech, they deliver actionable and relevant leads. LeadSift was acquired by IDG in December 2021. Moving beyond targeting by static profile elements like title or company size, LeadSift shows you who is engaging with competitors, custom keywords, events, technographics and topics that are relevant to your company from the broadest intent data sources on the market. Leads are then scored based on trends so you are always reaching the warmest accounts first.
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ABM ACCOUNTS
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.
About 6sense
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.
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