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5 Fresh Takeaways That Changed Even My View On Account-Based Strategies

At Demand Gen Report, as well as at our sister publication ABM In Action, we have made it our mission to ensure that we’re providing the latest trends and best practices in the growing realm of account-based strategy. But during a recent webcast we produced with our friends at Engagio, I realized that there is always something to learn when it comes to one of the hottest trends in B2B business today.

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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.

New Budget Reality: B2B Marketers Look At Alignment Of Strategy And Spend In 2018

2018 may introduce a climate of receding marketing budgets, according to the most recent Gartner 2017-2018 CMO Spend Survey. The survey shows that marketing budget levels, which are typically allocated a year in advance, declined for 2017-2018, reversing three consecutive years of increasing budgets. Some experts say that this decline is the result of marketing’s inability to prove its contribution by showing how its activities create business results that matter to the C-suite.

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