Unfolding the complexities of generating revenue

whitePaper | April 24, 2023

Selling your products or services directly to your highestvalue accounts can give you the best profits. And with account based marketing strategies, you can make that possible.

whitePaper | December 23, 2022

Selling or marketing to someone you have limited insights on is like trying to hit a piñata blindfolded. You have a general idea of where it is, but without knowing its exact whereabouts, you’re taking swings in the dark, and more often than not—you’ll miss your target. Gaps in buyer insights—pain points, account needs, and goals—are a huge issue for accountbased marketing (ABM) teams looking to deepen relationships with existing customers and target high-value prospects. Personalization lives at the core of ABM, and yet, personalization at scale toward target accounts (35 percent) and developing targeted content for accounts and personas (30 percent) are in the top five ABM challenges, according to Demand Gen Report.

whitePaper | December 23, 2022

ABM gets better with age - but unfortunately, practitioners don't have the luxury of pouring it into an oak barrel for a couple decades to let it mature. Demand Gen Report's "2022 ABM Benchmark Survey" uncovered that 59% of experienced practitioners (those with ABM programs more than a year old) indicated their ABM programs are meeting or greatly exceeding their expectations, while only 45% of novices (those with ABM programs less than one year old) could say the same.

whitePaper | October 16, 2022

While sales technology has been an essential component of the modern sales team for decades, the past two years have seen a notable evolution in the role of technology in the selling process. According to data from Demand Gen Report, just over half (51%) of companies implemented new sales technologies to keep up with buyer demands. The rising dependence on sales technology became particularly evident as sales teams transitioned from in-person sales to completely remote to hybrid work over the course of the pandemic. Sales leaders had to equip their staff with tools that could perform in any environment, with all the functionality and security they would get working from the office.

whitePaper | September 12, 2022

With face-to-face touchpoints being replaced by virtual interactions, learn how to succeed in this new landscape. B2B marketers need to scale up ABM 1.0 principles to generate more revenue from a larger number of target accounts. In this white paper, ABM 2.0: 3 Paths to More Productive Revenue Capture in a Changing Interaction Landscape, we discuss how changes in B2B interaction are impacting relationship-creation and how you can use intent data to connect buyers to the solutions they need.

whitePaper | January 10, 2023

Today’s B2B buyer is better informed than ever before, which comes with a growing preference for self-service buying experiences (i.e., opting to research products on their own as opposed to connecting with a salesperson). In fact, when surveyed, 87% of B2B buyers said they would prefer to self-serve all or part of their buying journey – meaning by the time a buyer fills out a contact form from your website, they are likely in the final stages of their decision-making process.