sales enablement

Defining Late-Stage Prospects – B2B Marketing Article

When you talk about prospects who are in the later stages of the buying journey, what does that mean? How do you identify where a prospect is in the buying/decision journey? These are questions that every sales professional will define a little differently. And marketing might have another definition yet again. That is if your marketing team even thinks in these terms. In our experience, most executive teams have no expectations of marketing in the later stages of the sales…

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Practical Tips for Sales Leaders – Email Marketing Article

  Joe Caprio is passionate about finding ways to enable your sales team to thrive. He was a loyal Chorus.ai customer before joining the sales enablement software company as VP of Sales. During his tenure running training and sales enablement at InsightSquared, he recognized the need to hire people into sales roles who are relatively new to sales. But they needed to execute a relatively complex sale in a way that required higher business acumen. That’s where Chorus came in.…

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Connect, Manage, and Analyze Your Marketing Data » Martech Zone – Mobile Marketing Article

One project I’m continuing to work on for one of my clients is to build out marketing dashboards that provide some real data to make decisions on. If that sounds easy, it’s really not. It’s not easy. Every search, social, ecommerce, and analytics platform have their own means of tracking data – from engagement logic to returning or current users. Not only that, but most platforms don’t play well with pushing or pulling data to other platforms. Let’s face it……

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(Post 3) A deeper dive into effective late-stage marketing and sales – B2B Marketing Article

First, let’s recap the six stages of the customer decision journey and simplify things a bit. The first five stages lead you to an exchange, a closed deal. How to simplify those five steps? Focus on the four conversion points. The first conversion point is helping a person move from being unaware to thinking about a change.

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Why marketing fails and what to do about it – B2B Marketing Article

Eleanor, a key marketing executive at a middle-market company in the Southeast, sat at her desk and studied the numbers. Over the past few years, pressure had been ramping up, and leadership team meetings were an hour of the week that she dreaded. More questions, more demands for answers, more weight on her shoulders. The pressure to produce the revenue that the company needed to hit its quarterly number was unrelenting.

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Which Intent Data Use Case is Right for You? – B2B Marketing Article

Using intent data to fuel your marketing activities seems like a no-lose situation. It’s an opportunity to gain deeper insight into the behavior of individuals in your target audience. With that information at hand, you should be able to improve the effectiveness of your marketing activities. At least that’s the promise of quality intent data. It’s why about half of B2B companies are already investing in intent data to some extent. But intent data shouldn’t be used as a magic…

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Sales Engagement – The Definitive Guide for Platform Selection – Marketing Article

Sales Engagement – The Definitive Guide Sales engagement, interactions between sales reps and buyers or customers, is overwhelmingly named by sales leaders as their top priority. They are focused on the quality and volume of sales reps engagement with buyers as they look to drive higher conversion rates and larger average deal sizes. Sales engagement is such a high priority that 90% of sales leaders plan to invest in technologies and methodologies to help their sellers engage effectively with…

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