by Brent Keltner | Nov 14, 2024 | Uncategorized
A strategic focus on capturing inbound intent through personalization is the key to successful demand-generation investments.A focus on capturing intent of in-market customers will not only transform how you engage customers but also how you convert prospects into...
by Brent Keltner | Nov 12, 2024 | Uncategorized
All too often, marketing leaders focus on generating MQLs through sophisticated intent scoring, but ask yourself, are you measuring the right things? Candice Mueller, a marketing leader at ABC Fitness, Aforza, Salesforce, and Oracle, argues that MQLs often miss the...
by Kevin Holland | Oct 31, 2024 | Uncategorized
Teams, individual athletes, dancers, musicians, actors, and public speakers who excel all engage in regular practice and coaching routines. In previous posts, we have discussed the link between these professions and those of us who interact with prospects and...
by Brent Keltner | Oct 29, 2024 | Uncategorized
Everyone owns the top of the funnel. It’s an old expression that needs a new definition for a buyer journey that has become 70% digital and self-directed. Let’s take a look at recent research from Salesloft and the Bridge Group to see how this new buyer journey is...
by Brent Keltner | Oct 24, 2024 | Uncategorized
Sales playbooks are the most basic building block for any high-performing sales organization. That’s the view of Phil Charland. He’s learned the critical role of sales playbooks in more than a decade as a CRO and VP Sales leader at companies including...
by Yan Gonzalez | Oct 22, 2024 | Uncategorized
Personalization has become more than just a trend—it’s a necessity. Companies that contextualize for individual buyers earn not just customer loyalty but also a significant competitive edge. Contextualizing for each buyer means delivery of impactful proof...
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