by Kevin Holland | Feb 13, 2025 | Uncategorized
Companies that invest in multi-threaded customer relationships experience higher renewal rates, stronger profitability, and more defensible revenue streams. It is this powerful business logic that is leading the Account Management function to step back into the...
by Brent Keltner | Feb 11, 2025 | Uncategorized
Intent data can transform cold sales outreach into personalized invitations to a conversation, but only if marketing integrates it into the sales team’s daily work. As Michael Passanante, SVP of Marketing & Communications at Capital Rx, explains, “Our goal is to...
by Brent Keltner | Jan 30, 2025 | Uncategorized
Shared sales playbooks are a key to top sales performance, but only when aligned with individual skill development needs. That’s the view of Mark Guthrie, VP of UW Solution Sales at Verisk. He stresses that playbooks must be embraced at the individual level: “As...
by Yan Gonzalez | Jan 30, 2025 | Uncategorized
Delivering personalized website experiences is essential for engaging potential clients in the competitive world of B2B marketing. Demandbase offers a model for tailoring websites to meet buyer’s unique needs. By leveraging account intelligence and AI-driven...
by Kevin Holland | Jan 23, 2025 | Uncategorized
While AI, automation, and other sales tech have gotten the lion’s share of headlines and investments over the last few years, savvy organizations are recognizing that true competitive advantage lies elsewhere: Continuously developing the skills and knowledge of...
by Brent Keltner | Jan 21, 2025 | Uncategorized
With the buyer journey now 70% digital, buyers have become sophisticated content consumers. If your content isn’t contextually relevant, you quickly lose engagement. Ren Chin, CMO at GoFormz, emphasizes this: “Contextually relevant content speaks to situational value...
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