Demanding Views

A Look Into The Magic 8 Ball: The Future Of B2B Sales

Readers may remember that fortune-telling toy from our childhood, the Magic 8 Ball. Simply ask the large plastic ball a yes or no question and turn it over to reveal one of the 20 stock answers to life’s greatest mysteries. Endless fun ensued… until it didn’t. While the Magic 8…

November 18, 2019
Written by Tara Bryant, Pipedrive

Why Are B2B Tech Firms Ripe For Social Selling?

One constant exists today in B2B tech sales: people buy from people. Most importantly, people buy from people they trust. In fact, LinkedIn’s State of Sales reports consistently find trust to be the most influential factor in buying decisions. In the last 10 years, companies have invested heavily in marketing technology…

November 11, 2019
Written by Mike Orr, Grapevine6

Why A ‘Sense Making’ Approach Wins B2B Sales

It’s no secret that B2B buyers are overwhelmed when it comes to making complex purchase decisions. In fact, most B2B buyers report they feel inundated with options, choices and noise. In this environment, providing prospects with yet more high-quality information and “thought leadership” is no longer a differentiator for sales…

November 6, 2019
Written by Brent Adamson, Gartner

Marketing Automation Must Give Way To Marketing Orchestration

The sales and marketing industry has exploded over the past decades, prospering thanks to marketing automation tools, digital advertising and the widespread availability of data. While these tools all come with the promise of making marketers’ lives easier, what they actually deliver is the ability to intrude on individuals’ daily…

October 25, 2019
Written by Marc Johnson, Bombora

Content Marketing & Demand Gen: Make The Synergy, Make The Sale

Content is king at the moment. But if an engaging webinar, white paper or video appears and hardly anyone sees it, what’s the point? Although content creation and demand generation teams share the goal of attracting customers and boosting sales, they work in distinct ways. Demand gen staffers work closely…

October 22, 2019
Written by Paul Heald, BrightTALK

5 Must Haves To Maximize Account-Based Experiences

In this era of digital transformation, it has become clear that people buy experiences, not products. Account-based marketing (ABM), a method traditionally focused on the accounts that will drive the most revenue, is picking up steam, and it’s proving to be an effective B2B marketing strategy to generate revenue and…