Top 10 Tips for Lead Nurturing Success

whitePaper | October 31, 2022

Conceived in the early 2000s as a way to bring marketing and sales organizations together around a teambased approach to nurturing their most important accounts, ABM is now used by 70% of marketers, up from just 15% a year ago, according to HubSpot. Technology marketers have taken a particular interest in ABM, given the complex factors that influence IT purchases. Foundry’s second global survey of 500 B2B technology marketers found that satisfaction with ABM continues to be high, particularly at the largest companies. While most organizations are still early in their adoption journey, the results to date indicate that ABM is on track to not only become a mainstream marketing discipline but even displace more traditional methods.

whitePaper | January 30, 2023

Since the beginning of the Pandemic in 2019 through the end of 2021, 75% of all sales roles that were terminated have been re-hired. At the current trend, we will be at or above 98% recovery by the end of 2022 even in a recessionary market. To offset these results, the best sales leaders are focused on using AI-assisted real-time rep support and are increasing their automation of digital channel engagement. Our review of 11.5M sales engagements and conversation outcomes from Sales Development Reps (SDRs) underscores the need for automated conversation guidance to improve seller performance.

whitePaper | December 21, 2022

The B2B technology world is built on a foundation of trust. A glut of software options and a lack of credible content in a perpetual buying cycle of increasing complexity make building trust with buyers more difficult than ever. G2’s 2022 Software Buyer Behavior Report illustrates the crisis of trust in the market today and the avenues through which sellers can empower a diverse slate of buyers with the information they need.

whitePaper | August 4, 2022

Buyers are influenced by brands they know. By leaning into the entire customer journey, B2B brands can start to think beyond lead-based strategies with account-based experiences (ABX). Delivering account-based experiences (ABX) helps you find and keep customers by staying active in the market and nurturing meaningful account relationships. Learn what successful account-based experiences look like and how to get started on a full-funnel, always-on ABX approach. You’ll discover: Why brand building creates more value than sales activation Key differences among account-based targeting, marketing, and experience Tips on how to implement ABX strategically, one ecosystem at a time How to align your go-to-market teams and accelerate revenue

whitePaper | August 23, 2022

Your buyers’ lives, preferences, and expectations have changed. Two-thirds or 67% of buyers prefer remote or digital interactions - and they expect those interactions to be substantive and valuable. They hold your sellers to a high standard. That means the buying experiences of the past - in-person meetings, transactional conversations, and linear sales funnels - no longer deliver. So forget your old sales playbook. Your best value proposition is an impactful buying experience that guides people to the best possible decision.

whitePaper | November 17, 2022

Alyssa Raine, Group VP of Customer Marketing Platforms at Walgreen’s, knows the importance of customer experience. “Our mission at Walgreens Boots Alliance is to help our customers lead happier, healthier lives — and one of the ways we’re making that happen is through hyper-personalised customer experiences,” she explains. But Alyssa knows that delivering those hyper-personalised experiences is both a technical and logistical challenge. There is so much to consider, from delivering post-sale emails to customers at scale, to reacting to real-time events with tailored push notifications.