Demand Gen Report

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Demand Metric Summit: Finding Common Ground For Sales Enablement
Revenue Strategies
Written by Glenn Taylor, Associate Editor   
Monday, 21 April 2014 09:15

DemandMetric EnablementSummitJesse Hopps, Founder and CEO of Demand Metric, said one of the key challenges for companies looking to improve their sales enablement process is a lack of a common definition. The strategy is defined by its functions rather than benefits, he explained during a keynote presentation at global marketing research and advisory firm’s inaugural Sales Enablement Summit.

Demand Metric defines sales enablement as “the practices, technologies and tools that improve the performance and productivity of the sales organization” and “sales enablement drives revenue by directly impacting the sales teams’ ability to close more deals,” Hopps noted.

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Marketo Webhooks for DiscoverOrg Provide Real-Time Intelligence
Industry News
Friday, 18 April 2014 10:22

DiscoverOrg Marketo LogoDiscoverOrg, a provider of information technology sales and marketing intelligence tools, announced Marketo Webhooks for DiscoverOrg, an application designed to provide real-time data on customers and prospects.

DiscoverOrg and Marketo joint customers can activate a Webhook from within their Marketo environment. When a customer or prospect fills out a web form, Marketo queries the DiscoverOrg database for any missing information. The new data is captured and sent back to Marketo where it is automatically appended to the existing contact or lead information in the customer’s account.

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Richardson Partners with SAVO to Maximize Sales Training Investments
Industry News
Thursday, 17 April 2014 09:13

Richardson SAVO logoRichardson, a sales training and performance improvement company, partnered with sales enablement technology provider SAVO to develop SAVO Sales Process Pro Richardson Edition, an application to help sales and marketing leaders reinforce training and execute best practices through coaching at each stage of the sales cycle.

Through seamless integration with CRM solutions, the application is designed to help improve productivity and sales forecasts and ensure overall deal quality.

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SAVO Debuts Sales Productivity Platform At Sales Enablement Summit
Industry News
Thursday, 17 April 2014 08:51

SAVO logoSAVO Group unveiled Sales Process Pro, a new application designed to improve sales efficiency and productivity, at its 2014 Sales Enablement Summit.

The platform encompasses a wide variety of activities — from training reinforcement, automated proposal creation and insight-driven data to further sales conversations.

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Act-On Secures $42M In Funding To Fuel Sales And Marketing Efforts
Industry News
Thursday, 17 April 2014 05:26

Act-On-TransparentAct-On Software has secured $42 million in funding, bringing the company’s total venture capital financing to $74 million since it was founded in 2008. This round of funding, led by Technology Crossover Ventures (TCV), will be used to grow the business on a number of fronts, including sales, product development and brand recognition.

"The new capital will be used to increase our sales capacity and our marketing efforts, as well as to expand our product team,” said Act-On CEO Raghu Raghavan in an interview with Demand Gen Report. “We will continue to grow our international presence, first in the UK and European Union, and then in Australia and New Zealand later this year."

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Demanding Views

Best Practices For Aligning Marketing And Sales Content With Customer Needs

Loren Padelford headshotBy Loren Padelford, EVP of Sales, Skura Corporation

Companies are now required to hone their sales and marketing efforts to the individual needs and interests of each prospect in order to provide positive customer experiences amid the cacophony of today’s marketing-soaked landscape.  After all, 81% of companies with strong customer experience competencies outperform their competition, according to Peppers & Rogers Group.

Getting the right content to the right people remains a challenge for B2B marketers, and yet, there are a number of best practices that can be applied to sales efforts and marketing content creation that, even if a prospect hasn’t told you what their exact needs are, can improve your chances of delivering a responsive, and timely sales pitch that aligns with your prospect’s needs.

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The 2014 B2B Buyer Behavior Survey

Demand Gen Report’s 2014 B2B Buyer Behavior Survey provides insights into how B2B buyers make their decisions. Buyers are waiting longer to engage with sales, but they are more satisfied with the process than in years past. For an in-depth look at this research, download the report now!

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Solution Spotlight

KnowledgeTree Content Marketing App For Salesforce

KnowledgeTree LogoThe KnowledgeTree content marketing app for Salesforce matches relevant content to leads and opportunities. The tool is designed to identify the most germane, current and effective content for each sales interaction with prospects.

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Industry Events

The Marketing Nation Summit

When: April 7 – 9, 2014

Where: San Francisco, CA

Join the Marketing Nation as over 3,500 of your peers, colleagues and thought leaders gather to celebrate Innovation in the Nation. Summit 2014 will provide an engaging experience to grow your expertise and network over two and a half days. Connect with ideas, marketers, and resources to help YOU achieve success faster!

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#ICON14

When: April 23 – 25, 2014

Where: Phoenix, AZ

#ICON14 is the eighth annual conference for small business, hosted by Infusionsoft. This 3-day event brings together the brightest minds in small business from around the world to learn, network and share best practices for success. The event provides everything from inspiring keynote speakers to hands-on Infusionsoft training, plus tips on lead generation, conversion and customer delight. Breakout sessions cover a range of topics like Infusionsoft product training, marketing strategy, social media, business management, automation, branding, copywriting, affiliate marketing and more.

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SiriusDecisions Summit 2014

When: May 21 – 23, 2014

Where: Orlando, FL

The SiriusDecisions’ annual Summit is a unique three-day conference where SiriusDecisions analysts and top sales and marketing leaders from Fortune 500 companies and major SMBs share how b-to-b organizations are solving critical issues that hinder predictable growth. Each year, the theme focuses on aspects of how sales and marketing can, and should, intersect.

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