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Navigating Trust, Transparency & Transformation: Insights Into Modern Sales Strategies

Navigating Trust, Transparency & Transformation: Insights Into Modern Sales Strategies

February 22, 2024  - avatar Kelly Lindenau

Tensions and distrust between salespeople and buyers are reportedly at an all-time high: G2's “Software Buyer Behavior Report” found that 75% of buyers want sales to be involved earlier in the process, while 68% don't want to bring sales reps into the conversation until the final purchasing stage.

Protecting Privacy: Understanding The Role Of Data Restrictions In B2B

Protecting Privacy: Understanding The Role Of Data Restrictions In B2B

January 30, 2024  - avatar Elise Schoening, Contributing Writer

Personalization is paramount when it comes to catching the eye of top accounts in today’s crowded digital landscape, but collecting buyer-related information has become somewhat of a minefield for marketers as the list of privacy laws grows longer each year.

Live Agents Have Less Than 2 Minutes To Engage Site Visitors, Drift Research Reveals

Live Agents Have Less Than 2 Minutes To Engage Site Visitors, Drift Research Reveals

January 16, 2024  - avatar Kelly Lindenau

Live agents who connect with site visitors within two minutes of the prospect interacting with a chatbot have the highest chance of booking a meeting, according to new Drift research. The conversational sales and marketing company released the 2024 edition of its “Conversation Trends Report,” which uncovered that the clock is ticking for live reps to connect with prospects. Specifically...

6sense Research: 84% Of B2B Deals Are Decided Before Marketers Even Know About Them

6sense Research: 84% Of B2B Deals Are Decided Before Marketers Even Know About Them

December 27, 2023  - avatar Kelly Lindenau

B2B buyers don’t directly initiate contact with sales until they’re about 70% through their buying journey — and 84% of the time, they already know what vendor they’re going to pick, according to a new report released by revenue AI-powered ABM platform 6sense. The “2023 B2B Buyer Experience Report” discovered that marketing awareness efforts play a more critical role in the...

How AI Is Re-Shaping Automated Scheduling Processes In B2B

How AI Is Re-Shaping Automated Scheduling Processes In B2B

November 28, 2023  - avatar Kelly Lindenau

Inefficient scheduling is curbing productivity as one in four workers spend three to four hours a week — or half a workday — scheduling meetings alone, while HR professionals spend the equivalent of four weeks a year scheduling meetings.

The #B2BMX Agenda Is Brewing: Here Is Your First Look

The #B2BMX Agenda Is Brewing: Here Is Your First Look

November 14, 2023  - avatar Klaudia Tirico

If you’re an avid reader, follower and subscriber to Demand Gen Report, you’ve probably already seen promotional emails, LinkedIn posts and updates about our biggest event of the year: The B2B Marketing Exchange (#B2BMX) in Scottsdale, Ariz. (coming this February 26-28, 2024). You also may have already gotten information about our Super Early Bird and Early Bird rates…

Podcast Preview: Strategies For Consistency, Collaboration & Success In Sales Enablement

Podcast Preview: Strategies For Consistency, Collaboration & Success In Sales Enablement

November 8, 2023  - avatar Kelly Lindenau

In the keynote session at the 2023 B2B Sales & Marketing Exchange this past August, industry thought leader and author Roderick Jefferson dove into the profound significance of consistency, collaboration and success, emphasizing their role in driving business growth and customer satisfaction. 

3 Boogeyman Strategies B2B Practitioners Must Leave Behind In 2023

3 Boogeyman Strategies B2B Practitioners Must Leave Behind In 2023

October 25, 2023  - avatar Kelly Lindenau

Between dwindling budgets, mass layoffs and economic volatility, 2023 was a scary time for B2B practitioners. Whether they were attempting to motive their remaining team members or trying to make the most of existing technology, practitioners often felt they were cobbling together marketing strategies à la Dr. Frankenstein.

The Top B2B Intent Data Trends That Drive Marketing Success

The Top B2B Intent Data Trends That Drive Marketing Success

October 10, 2023  - avatar Karen Axelton, Contributing Writer

B2B marketers intent-ions are clear: Some 65% of B2B companies plan to invest more in buyer intent data in 2023, even though 61% of them face shrinking or static budgets. But despite their eager embrace of intent signals, many B2B marketers lack a systematic approach to using the data. More than half of marketers using intent data admit they have...

6sense Breakthrough Preview: CRO Latané Conant On How The Event Will Help Marketers ‘Be More’

6sense Breakthrough Preview: CRO Latané Conant On How The Event Will Help Marketers ‘Be More’

October 3, 2023  - avatar Kelly Lindenau

6sense, an ABM platform powered by revenue AI, is hosting its annual customer event, Breakthrough 2023, at the Omni PGA Resort in Frisco, Texas from Oct. 16 to 19, 2023. The flagship event — featuring a “be more” theme — seeks to showcase the business impact of leveraging AI to generate high-quality pipeline, maximize conversions and reduce the waste and guesswork go-to-market teams...

Meet ABM CTV, Madison Logic’s New Channel That’s ‘Closing Gaps’ In The CTV Space

Meet ABM CTV, Madison Logic’s New Channel That’s ‘Closing Gaps’ In The CTV Space

September 26, 2023  - avatar Kelly Lindenau

Connected TV (CTV) advertising spend in the U.S. is expected to grow by nearly 20% by the end of 2023, and 56% of U.S. viewers watch content from CTVs. As B2B marketers prioritize engaging prospects and customers where they are and in more personalized ways, CTV is emerging as lucrative channel. With that in mind, ABM platform Madison Logic released...

Lights, Camera, Conversion: The 4 Uses Of A/V Content Across The Buyer’s Journey

Lights, Camera, Conversion: The 4 Uses Of A/V Content Across The Buyer’s Journey

September 20, 2023  - avatar Brian Anderson, Contributing Writer

Audio/video (A/V) content has revolutionized storytelling, unlocking a new dimension of engagement. As revealed in the “2023 State Of Audio/Video Content,” B2B enterprises are effectively sharing industry insights, thought leadership and case studies by leveraging podcasts, audiobooks, webinars and video outreach.

Revolutionizing B2B Marketing: 5 Content Trends Set To Dominate 2024 Strategy

Revolutionizing B2B Marketing: 5 Content Trends Set To Dominate 2024 Strategy

September 12, 2023  - avatar Kelly Lindenau

As organizations start fleshing out their 2024 plans, their content marketing strategies are undoubtedly top of mind. Content can’t be treated as a one-and-done effort; instead, it should be treated as a living document that’s continuously evaluated and enhanced to meet the needs of B2B buyers.

3 Strategies Marketers Can Take From The NFL’s Playbook

3 Strategies Marketers Can Take From The NFL’s Playbook

September 6, 2023  - avatar Kelly Lindenau

For the 72% of Americans that consider themselves football fans, tomorrow night marks the start of a journey that ends in heartbreak or victory. Although I’m the first to admit the NFL is deeply flawed, there are a couple key lessons that B2B marketing practitioners can learn from the sports conglomerate. So, in honor of tomorrow night’s kick-off, here are...

Q&A With Justin Keller, Drift: Why 2023 Is A ‘Watershed’ Year For Artificial Intelligence

Q&A With Justin Keller, Drift: Why 2023 Is A ‘Watershed’ Year For Artificial Intelligence

August 29, 2023  - avatar Kelly Lindenau

New research revealed that 91% marketers are ready to embrace the spoils of AI, labeling the technology as critically, very or somewhat important to marketing success over the next 12 months. The findings were uncovered in Drift's third annual “State Of Marketing & AI Report,” which was released in conjunction with the Marketing AI Institute.