The Ultimate Guide to B2B Sales Triggers and How to Track Them

This dysfunctional relationship between Sales and Marketing is the kiss of death in a buyer-driven world. Buyers begin their journey online, conducting research on the problems they are experiencing or the opportunities they would like to pursue. Marketing needs to own this initial stage of engagement, nurture buyers through the initial phases of t

In most companies, the marketing department’s job is to get the leads and the sales department’s job is to call on the leads and close the sale. But in between “getting the lead” and “closing the sale” there’s a huge gap. If you close the gap, your profits will skyrocket. To close the gap, you need to recognize that 1. Marketing’s job doesn’t begin

Volume-driven demand-gen produced a fundamental gap between marketing and sales incentives. ABM, which is the new B2B, arrived just in time to close that gap. Successful account-centric campaigns aren’t only about targeting the right accounts and executing personalized cross-channel marketing programs. That’s the first part. What comes next is cruc

Most sales professionals are better at managing the sales process around a lead, than they are at generating a lead themselves. Sure they will try and nurture some leads referred to them by the sales they have already created, but as the B2B cycle is fairly long, and new business people are typically not hunters, they will usually expect leads from

Marketing must activate salespeople by delivering advanced account intelligence and personalization tools to help prioritize and personalize their outreach.