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Reports

2023 State Of B2B Sales Technology: Buyer & Practitioner Demands For Diversity, Modernization Guiding B2B Sales Tech Evolution

The B2B sales technology landscape is continually evolving, driven by advancements in digitaltransformation and the ever-increasing demand for efficient and effective sales. In fact, LinkedInresearch found that 76% of sales professionals cite sales technology as “critical” or “extremely critical” to closing deals. With that in mind, it’s imperative that B2B practitioners ensure their sales technology is diverse, competitive and modernized.…

State Of GTM Strategies: AI-Augmented Content, Tech Helping B2B Orgs Put Customers First

As we enter the second half of 2023, it’s evident that customer-centricity will remain crucial in B2B go-to-market (GTM) strategies. Companies realize that delivering exceptional customer experiences is vital for success — and it’s something they must prioritize to stay competitive. According to a recent study by McKinsey, successful GTM strategies focus on genuinely understanding customers and tailoring offerings to…

2023 State Of Growth Marketing: Orgs Focusing On AI & Data To Improve Efficiency & Increase Customer-Centricity

Given the recent innovations in B2B, traditional marketing strategies are no longer up to snuff. With 83% of B2B buyers indicating that personalized content enhances their purchasing experiences, the industry is rapidly shifting toward hyper-personalized marketing strategies and customer-centric approaches. This places the onus on growth marketing, as practitioners must devise new and efficient ways of reaching their ideal customers.…

The Principles Of Pipeline Velocity

Due to the rise of revenue operations (RevOps) and a deeper focus on account engagement, B2B teams are pivoting from top-of-funnel, “activity”-based metrics to prioritize revenue-generated opportunities (47%) over MQLs (37%). Successful revenue teams are collaboratively tracking prospect engagement and advancing buyers through key funnel stages by tightening the lens on conversion rates and velocity. As more progressive organizations examine…

State Of Non-Traditional Advertising: Digital OOH & CTV Take Center Stage

In the era of oversaturated newsfeeds and stuffed inboxes, B2B buyers are infamously hard to engage. To connect with more prospects and customers, practitioners are taking cues from their B2C counterparts and incorporating new advertising techniques — such as digital out-of-home (OOH) and connected TV (CTV) — into their marketing fold. However, leveraging these techniques in the B2B marketplace isn’t…