COVID-19 Update

B2B Sellers: Get Smarter About Service or Become the Latest Churn Statistics

Jason Michaels HeadshotToday’s B2B sellers face an unprecedented challenge when it comes to customer retention. Accenture Interactive’s Service is the New Sales study of more than 700 B2B buyers revealed that 80% of frequent buyers have either switched sellers in the past year, or plan to in the coming year — and those are just the frequent buyers. B2B buyers cite a number of motivations behind switching sellers, including uncompetitive pricing, long lead times for delivery and fulfillment, missed delivery dates, lack of integration between sales channels and poor commerce functionality. B2B sellers positioned to meet these needs have a tremendous opportunity: half of buyers switching will make more purchases — and more expensive ones.

5 Ways To Make Your CDP Data Chewable

Ed King 4 4 1 2 1 1Kids can’t swallow pills, so children’s vitamins are offered in chewable forms instead. While the ingredients matter, the delivery mechanism is equally important if you want your child to eat the vitamins instead of throwing them on the floor. It’s the same concept with anything you want your sales team to use. The delivery is just as important as the content.

No Playbook, No Problem: 3 Steps To (Re)build Pipeline In 2020

Jodi HeadshotWe’re all familiar with the usual content flow for the first quarter of the year. It’s usually chock-full of titles such as “How to do XYZ in 2020” or “5 Top XYZ Trends for 2020,” — the list goes on. Hey, we did it too, because the first quarter is usually a good time to reset and refocus priorities. But all that first-quarter advice has come to a screeching halt, and to be honest, we’ve been left with no real playbook to win in 2020.

The High-Tech CMO’s Marketing Imperatives For 2020

Everyone is talking about the importance of customer experience across the marketing landscape, and CMOs in the high-tech vertical seem to be feeling the most pressure. In high-tech, customer experience is fundamental, as it relates to the experience that a company’s products deliver to its users. But these days, customer experience must extend well beyond products to encompass every touchpoint along a customer’s path to purchase and beyond — and must do so in real-time.  

New Trends In Sales Tech: Driving Business In 2020 And Beyond

Screen Shot 2020 03 30 at 4.42.47 PMAs we enter a new decade, emerging trends in sales technology are creating new opportunities for businesses that embrace them. We’re seeing tremendous growth and evolution in areas like virtual reality (VR), speech recognition and new applications of concepts like artificial intelligence (AI) and the Internet of things (IoT). Below are three ways businesses can harness these trends in sales tech to move the needle in 2020 and beyond.

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