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Demanding Views

This section provides insights from some of the most prominent industry thought leaders in the space.

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…

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…

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…

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…

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…
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