Partners in Excellence
MARCH 2, 2024
Preface: I first met Alex Shootman when he was running sales at Eloqua. He’s a master at building companies, including Apptio, Workfront, and now as CEO of Alkamai. We had talked on the phone a few times, but our first meeting was on the exhibit floor at Dreamforce. Since then, we talk, periodically, sharing ideas.
Zoominfo
OCTOBER 28, 2018
Here’s the scenario: Company ABC and Company 123 have identified the same exact target audience to sell their software to. Both companies have access to the same demographic and firmographic prospect data—yet Company 123 also has access to technographic data. 5 Ways Technographics Improve Sales Prospecting.
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SBI Growth
AUGUST 25, 2012
Reviewing them on his laptop, Rick excludes companies from the list if: His previous sales efforts have come up dry. The company isn’t in one of the industries where Apex sells most of their products/services. Bring case examples from Eloqua, Marketo or our consulting firm to show what successful lead generation looks like.
Drift
APRIL 26, 2018
Jill Rowley has an impressive track record: 20 years in Silicon Valley and 52 quarters in software sales at companies like Oracle, Salesforce, and Eloqua. Over the last ten years she’s served as an advisor to over a dozen or so of tech’s most noteworthy companies, and been a keen observer of trends in both sales and marketing.
Sales and Marketing Management
AUGUST 23, 2018
The research to do this involves understanding the buyer, their company, their interests, and recent events in their lives. Who (or whose company) has had interesting news events lately? Artificial intelligence does the research on every person and company who matters. Where have relevant executives changed jobs?
Zoominfo
OCTOBER 28, 2018
What happens when two companies have identified the same target audience and have access to the same demographic and firmographic prospect data? The company with technographic data that is going to have the upper hand. Take this example—Say your target market is made up of e-commerce companies who receive a lot of web traffic.
Score More Sales
JANUARY 10, 2013
If your B2B company has been slow to get more involved in what some call the Social Selling movement, you can still do some very simple things right away while your company debates how, when and why to jump in. Reserve your company name and use Twitter to listen to what is going on in your buyer’s niche, sector, and company.
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