Demanding Views

Solving The Conversation Gap: A New Funnel-Building Approach

We need to talk about the “conversation gap” impacting today’s marketing and sales funnels. The conversation gap is the gap between customer expectations for personalized, 1:1 interactions and your revenue teams’ ability to meet them at scale. If you’ve ever been unsure if a lead is truly ready for a…

May 20, 2022
Written by David Greenberg, Conversica

3 Tips For Building The Ideal RevOps Team

Many B2B businesses, particularly those in tech, are embracing the rise of revenue operations (RevOps). I waded through the operations trenches for 15 years and felt the impact of inadequate operations as a functional marketer and marketing leader — RevOps is a long-overdue change.

May 13, 2022
Written by Camela Thompson, CaliberMind

3 Key Ingredients In The Secret Sauce Of Value Selling

As CFOs and executives increasingly become more involved in buying decisions, sellers are finding one dreaded question that ends potential sales in no decision: “Why buy now?”

May 6, 2022
Written by Tom Pisello, Mediafly

How The Loss Of Data Interoperability Will Impact Advertising

The promise of the open web starts with data interoperability — and third-party data has traditionally served as the key to digital advertising. No matter what website a brand advertises on, they know third-party cookies can track and manage engagement data across the web and enable targeting, attribution management and…

April 29, 2022
Written by Nancy Marzouk, MediaWallah

Claim & Commit: Using Total Addressable Market To Improve Sales Force Segmentation

When working to define total addressable market (TAM), this is what we landed on: A measure for analyzing the total market demand for a specific offering and determining the maximum amount of revenue a business could possibly generate by selling in a specific market. Though it’s virtually impossible for a…

April 25, 2022
Written by Tom Hill & George Lagone, Axiom Partners

Debunking Myths Of The Sales Role

When you picture a career in sales, what springs to mind? High turnover rates? Burnout? Cold calling an endless list of strangers trying to push your product? No matter what image just popped in your head, you’re not alone.

April 19, 2022
Written by Hayden Stafford, Seismic

Make Account & Individual Insights Work Together To Drive Better ABM

B2B marketers have turned an important corner in their ABM approach: With most prospects working from home, many practitioners are starting to incorporate more B2C-style strategies. The lesson the Covid-19 pandemic taught B2B marketers is that an “account” is actually made up of individuals — aka people.

April 12, 2022
Written by Gil Barzilay, Anteriad

Demanding Views

Solving The Conversation Gap: A New Funnel-Building Approach

3 Tips For Building The Ideal RevOps Team

3 Key Ingredients In The Secret Sauce Of Value Selling

How The Loss Of Data Interoperability Will Impact Advertising

Claim & Commit: Using Total Addressable Market To Improve Sales Force Segmentation

Debunking Myths Of The Sales Role

Make Account & Individual Insights Work Together To Drive Better ABM

More...

Solving The Conversation Gap: A New Funnel-Building Approach

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