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Salesforce State Of Sales Research: AI, Data Insights, Alignment Necessary To Keep Pace With Buyer Expectations

As buyers become more sophisticated and able to navigate their own buying journeys, the role of sales is drastically evolving to align with their needs. Combine that with technological innovation and sales teams face a number of challenges to cater to expectations. Unfortunately, new research from Salesforce has revealed that a majority of sales teams are lagging in terms of meeting these expectations. According to the third edition of the company’s State of Sales report, more than half of sales reps (57%) expect to miss their quotas in 2018.

ABM Workout Plan: A Crawl, Walk, Run Approach To Obtaining Buyer Data

Most marketers don’t automatically think of data and analytics when it comes to ABM. However, industry experts agree that ABM is a data and analytics challenge because you have to leverage data and analytics to understand who you’re going to target, what you’re going to say to them and how you’re going to drive action throughout the company based on the accounts that matter most to you.

  • Published in Blog

Your Attention Please! 4 Keys To Capturing & Maintaining Buyer Engagement

1vinceIt’s no secret. The explosion of information available to us has created the ultimate battle for attention. There are simply too many attention demands put on us:  advertisers want attention in and out of home. Friends and family want attention on Facebook and Instagram. Colleagues and every marketer alive vie for attention in our inbox.  

Yet, there’s only so much to give and the stakes are high. Marketers must ask, “How do we adapt to this to rise above the barrier of marketing noise, gain buyer attention, maintain it and convert engagement into opportunity?”

3 Tips To Refine Your Database Strategy In 2018 And Beyond

You often hear the phrase “Content is King” in the B2B marketplace, but everyone knows that content — and almost every other aspect of engaging with prospective customers — is fueled by the data and insights you have in your database.

We recently conducted our 2nd annual Database Strategies & Contact Acquisition Survey and learned that a desire for more advanced marketing and sales tactics is driving the ongoing need for an accurate, dependable database.

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