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It’s time to improve your aim
May 3, 2023
Most revenue teams have more prospects in their CRM than they can handle. The problem, frankly, is not building up contact lists—the problem is maximizing the pipeline to identify the best prospects and engage them effectively. The sub-par prospects that clog your pipeline still consume resources but are more unlikely ever to close. If they […]
Expand and maintain your accounts in an economic downturn
November 9, 2022
The positive side of economic downturns is that they remind our companies to focus on what matters. A big part of that is your existing customer base. But too often, the reaction to economic hard times is to cling to our best customers and fight against churn. Preventing churn is essential. Absolutely. But reacting to […]
What are exegraphics?
July 22, 2022
Straight up, the B2B world does not get measured and tracked the same as the B2C world. Years ago, consumer sales vendors used to track just demographics. Today, they know a ridiculous amount beyond your age, your gender or your location: the large data attractors (think Amazon or Google) can predict what you’ll want to […]
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7 steps to effective lead management
May 31, 2023
Lead management isn’t a totally new idea, especially in the demand gen world. But, as your business grows and scales, you’ll need to make sure everyone understands what it is so they can follow the process you’ve built. Empowering your team with visibility into your lead management process not only creates a smoother experience for […]
8 actually helpful ways for SDRs to navigate this sales environment
May 24, 2023
Right now, Sales teams continue to face one of the toughest sales environments in memory. We may not technically be in a recession, but for years now, companies have been tightening their belts against spending that’s anything less than a sure thing. It’s no longer enough to have a kick-ass product or the best service […]
How (and why) RevOps teams use exegraphic data, with Intelligent Demand’s Nicole Davolt
May 17, 2023
RevOps teams are under enormous pressure to grow their companies, and to grow them efficiently. Even C-suites are feeling this pressure. When they do, they turn to Nicole Davolt, a RevOps strategist at Intelligent Demand. “We align their tactics, their technology and their people into a strategic growth strategy and a program that allows them […]
9 account based marketing (ABM) tactics to help maximize your ROI
May 10, 2023
We get it. Account based marketing (ABM) on paper sounds like a great idea. All you have to do is create a campaign that targets a specific account or set of accounts, track the results and adjust your strategy as needed. But where do you start? What ABM tactics should you use? And how do […]
How to win with multi-level selling, with Pegasystems’ Judy Buchholz
April 26, 2023
Multi-level selling creates more direct conversations at all relevant levels of your prospects’ org charts. It’s clearly a solid strategy—but one that you do not want to implement cold. “It all starts with a strategy,” says Judy Buchholz, SVP of Global Partner Ecosystems at Pegasystems. “You make a map of the critical constituents at your […]