Emissary
JUNE 25, 2021
In the Emissary Buyer Snapshot for Summer 2021 Playbook, we asked 191 senior executives, responsible for billions of dollars in technology spend, how they view the barrage of outreach they receive from IT vendor and technology marketers and sellers. Of course, getting the attention of buyers has never been easy. Download Now.
Gong.io
JANUARY 1, 2021
Here is the 7-step framework for crafting a bullet-proof sales strategy in 2021. SALES STRATEGY STEP 2: SET UP BUYER PROFILES/PERSONAS. Now that you know which accounts to (and not to) target, it’s time to identify the individual buyers within those accounts — buyer personas/profiles. Without accounts, there are no sales.
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Sales and Marketing Management
FEBRUARY 22, 2021
Author: Mandy Truong With 2021 in full swing, marketers are making their plans for recovery and business growth. Here are lessons from two of our key programs last year that we plan to incorporate into our 2021 demand generation strategy: Revamped Webinars.
Zoominfo
APRIL 20, 2022
“It assumes a first-touch or last-touch attribution model and doesn’t take into account the multiple buyers and touchpoints involved.” A 2021 Business Wire survey of senior-level B2B sales and marketing leaders revealed that 66% reported suboptimal alignment. This misalignment is a big issue facing B2B businesses today.
Speaker: Brian Carroll, CEO & Founder of markempa
The highest priority for B2B marketers is effective demand generation (increasing lead quality and quantity). But connecting with and converting buyers has never been more challenging. Learn how a company increased sales opportunities by 303% by being uber helpful to buyers.
Emissary
JUNE 6, 2022
Technology companies were early adopters of account-based marketing (ABM): utilizing personalization strategies to engage B2B buyers earlier, uncover more opportunities, and close bigger deals. When Emissary surveyed our buyer network of 10,000+ executives, over three-quarters reported larger YOY budgets for technology investment.
Crunchbase
DECEMBER 13, 2021
The trick to virtual selling is to focus on top purchase decision factors and prioritize the discovery of buyer concerns, wants and needs. Being prepared: This includes doing your research and understanding your buyer’s values and their pain points. Be organized and have all your materials ready when you make your call.
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