B2B Marketing

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April 23, 2020

Marketing to Buyers in Crisis: How to Position Your Brand When Buyers Buy Again

When your buyer is in crisis, the savvy marketers and sellers instinctually know they must pivot. Yet everything you’ve known before might now be different, from your ideal customer to the messaging to reach them to the channels where you’ll find them. Where do you begin? What’s mission critical to address immediately? These questions were answered in a webinar with…

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March 8, 2020

The Secret to Sales Enabled Marketing Campaigns: RACI

How often have you and your fellow marketers complained about the lack of sales help in your marketing efforts? From help to drive attendance at your events to the usage of your content and collateral, for marketing campaigns to be their most effective, sales participation is critical. Yet, too often marketers silo the strategy, planning and execution of their campaigns outside sales’…

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February 25, 2020

How to Budget for Effective Customer Visits

Sales cycles provide many opportunities to spend money invest. Every industry benefits from investing in the customer relationship (supported by our recent research), but we’ve found the stakes are highest in hypergrowth B2B SaaS companies. In this niche, funding is often the lifeblood of outpacing the competition and growth. If you aren’t investing in your customers, investors won’t invest in…

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February 3, 2020

Improve Lead Routing Through Sales and Marketing Alignment

Lead routing continues to be a struggle for the majority of B2B organizations. In its State of Lead Management report, LeanData found, “More than 57 percent of respondents expressed doubts that their lead workflow allows them to create an ideal customer experience. In other words, they’re finding it a challenge to make sure the right person at their company is…

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January 21, 2020

Conduct the Perfect Customer Visit: Before, During and After Tactics

Customers are the lifeblood of any organization. While we all think this, sometimes it remains there: a nice thought. Do your customers feel like they are at the core of all you do? Is your team aligned around them and their needs? When was the last time you actually visited them onsite? If you’re like many business leaders, you might…

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January 10, 2020

Improve Your Customer Journey Through Sales Alignment and Enablement

Are you working inside out? Weird question, I know, but stay with me. Many people approach their sales, marketing and customer success processes in an inside out manner. They start with themselves, their brand and their product as the center and then project that onto the customer and their journey. But brands that aim to delight customers work from the…

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