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Compelling Retention Messaging Strategy Boosts ABM Efforts

If the goal of account-based marketing is about acquiring and retaining the best long-term customers within organizations, the customer story you tell includes two crucial parts—the acquisition message (why change from what you’re doing today?) and the retention message (why stay with us now and in the future?).

Using Unconsidered Needs To Defeat The Status Quo

tim riesterer corporate visions 2014In multiple experiments, a professor at the Stanford Graduate School of Business found that sellers who demonstrated more self-assured arguments had lower buyer involvement and showed less persuasiveness than speakers who projected less certainty in their deliveries.

Next Step For Sales And Marketing Alignment: Content To Drive Sales Conversations

sales marketing alignment shutterstock 106052801Collaboration among the extended sales team — which includes sales, marketing, marketing ops, and sales ops — is one of the critical attributes of a world-class sales organization, according to the latest research from Miller Heiman.

“Being able to provide perspective for the buyer as to how your solution addresses their challenges is a major behavior that differentiates the world-class sales professional from the sales person,” said Joe Galvin, Chief Research Officer of Miller Heiman, at the recent 2014 SAVO Sales Enablement Summit. Citing the 2014 Miller Heiman Sales Best Practices Study, he said there is a 25% performance gap between world-class sales organizations and others.

B2B Content2Conversion Preview: Content’s Impact On Engagement And Campaign Results

C2C 2014 Logo 440This year’s B2B Content2Conversion conference, slated for May 6-7 in New York City, is going to take an in-depth look at the role of content in customer engagement and driving buyers through the sales funnel.

Now in its third year, the event will feature three tracks — content strategy, demand generation and sales enablement — and 30 speakers. Among the major themes are next-generation metrics, understanding content consumption behaviors and strategies for aligning content with sales objectives.

Content Is The Next Frontier In Aligning Sales And Marketing

shutterstock 106895984The sales and marketing relationship once focused on the quality of the leads being generated by marketing. Now,  attention is shifting to the quality and availability of content.

Aligning sales processes, content and resources specifically to buyer needs is critical to improving win rates. However, more than half (53%) say their selling processes and content are only somewhat or not aligned to the buyer stages, according to the recently released annual Sales Execution Trends survey from Qvidian.

Corporate Visions Reports 111% Jump In Revenue For Fiscal 2013

CVI Logo 2014Corporate Visions, a provider of solutions designed to help B2B companies enhance customer interactions, reported an 111% increase in revenue and a 95% increase in bookings for fiscal 2013.

The company’s growth was fueled by the acquisition of Executive Conversation in November and BayGroup International this past April. Other highlights include:

Study: Marketing And Sales Alignment Boosts Revenues, Lead Quality

CORP-VISIONS-LOGO-1y-1-1-1357658506MRDriving more revenue is the top reason to focus on sales and marketing alignment, but improving lead quality and messaging to prospects are other important benefits. There is also a need to better understand the role of content in moving prospects through the sales pipeline.

These were some of the key takeaways from a study titled: Sales Enablement: Fulfilling the Last Frontier of Marketing-Sales Alignment. The research, which was based on responses from 260 sales and marketing professions surveyed by Aberdeen Group, was presented by Corporate Visions.

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