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 […]

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