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Auto-Detecting Sales-Opportunity Contacts With AI

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How would you like to see a plethora of buyers lurking around each opportunity in your sales pipeline? I mean all the buyers, including those that don’t directly engage, but show some level of interest. The ones that don’t expose themselves. Buyers who are included in email threads and meetings, but haven’t been added to the CRM by sales reps. Or what about buyers that are exploring your website and looking at your solution, but aren’t included in sales’ emails or meetings?

RollWorks’ Account-Based Platform Launches Account Scoring Capabilities

RollWorks’ new account scoring capabilities expand upon the company’s account-based platform and identification solution. The account scoring feature is designed to enable account-based sales and marketing teams to score and prioritize target account lists using a predictive machine learning model, which is positioned to score accounts based on firmographic and technographic fit characteristics. 

Data: The Key Differentiator In B2B Marketing

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B2B buying cycles are getting longer and more complex. According to Demand Gen Report research, 58% of buyers said their decision process was longer in 2017 than in 2016, while only 10% said purchase time had decreased. Most buyers are conducting more detailed ROI analyses before making a purchase decision (77%), using more sources for research and evaluation (75%) and increasing the number of buying group members (52%).

VanillaSoft CEO Chats Sales Engagement Evolution, Promoting Change Management & More

Sales enablement is only the first step towards sales success. B2B companies must also ensure that their sales teams are using and fully engaged with the content and tools provided to them. In an interview with Demand Gen Report, David Hood, President and CEO of VanillaSoft, a sales software and engagement platform provider, shared his thoughts on the sales engagement space, as well as how companies can promote change management from within.

Keap CEO Discusses Recent Rebrand, Rising Need For CRM Among SMBs

clate maskTo kick off 2019, small business CRM provider Infusionsoft announced it would rebrand as Keap. The new name is designed to reflect the company’s core mission to help small businesses continue to grow even though the odds may be stacked against them. In an exclusive interview with Demand Gen Report, Keap CEO and Co-Founder Clate Mask opened up about the company’s rebrand and shared his perspective on the current state of CRM.

SalesLoft Debuts New Mobile App, Machine Learning & Reporting Capabilities At Annual Rainmaker Conference

SalesLoft, a sales engagement platform, announced the launch of a new mobile app, machine learning capabilities and a new reporting framework at the company’s annual Rainmaker conference in Atlanta, Ga. The new features are designed to help companies uncover insights and embed intelligence into their SalesLoft platform and CRM to optimize their sales performance and achieve new levels of engagement with prospects.

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