Deploy AI in B2B Sales


AI technology has become a companion for our daily life with one notable exception: The B2B sales organization. B2B sales especially could benefit tremendously from AI support.”. Gartner predicts that by 2020, 30% of all B2B companies will employ some kind of AI to augment at least one of their primary sales processes. AI for sales is still in its infancy, but B2B CIOs should start their path now and adapt as new trends and technologies arise,” Hansen says. “If

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The Future Of B2B Mobile Enterprise Services

Forrester IT

Business-to-business (B2B) ecosystems facilitate the continuous exchange of information and collaboration. B2B ecosystems will play a central role for all businesses because they form the basis for redefining approaches toward innovation, knowledge management, supply-chain optimization, product development, sales, and marketing. Mobility will be a central enabler for these B2B digital ecosystems. Read more Categories: #B2B. B2B customer experience.

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How to Market to B2B Technology Buyers


When it comes to today’s B2B technology buyers, how you market your technology has become as important, if not more so, than what you sell. “As one B2B customer put it, ‘I appreciate a company that is able to create a customized experience to meet the needs of my company.’”

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Trust Must Be The Foundation Of Your B2B Digital Ecosystem

Forrester IT

As the foundation of your B2B digital ecosystem, trust has a significant impact on your bottom line as: Read more Categories: B2B. B2B CIO culture digital ecosystems identities trust valuesFar from being a soft issue, trust underpins the management of your digital business and digital ecosystems. Trust is one of the most vital elements of any business relationship.

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B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Future of Sales 2025: Data-Driven B2B Selling to Drive Digital Commerce


The Gartner Future of Sales 2025 report reveals that 60% of B2B sales organizations will transition from experience- and intuition-based selling to data-driven selling by 2025.

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Five Ways To Plan For B2B Journey Mapping Success

Forrester's Customer Insights

As advisors to B2B CX and Marketing Leaders in the Forrester Leadership Boards (FLB), we come along on many journey mapping “journeys”. age of the customer B2B B2B marketing customer experience measurement customer journey mapping employee journeyJourney mapping can be an energizing and eye-opening exercise in customer empathy. The most common question we receive from executives is, “How do I ensure the journey mapping process is actionable and aligned […].

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Happy B2B “Contentukkah”: Spinning The Editorial Dreidel

Forrester's Customer Insights

In the eighth post in Forrester’s 12 days of Christmas blog series, we offer the eight B2B content best practices of “Contentukkah,” the annual holiday commemorating well-written assets. B2B Marketing Content Strategy and Operations Demand and Account-Based Marketing SiriusDecisions Research

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It’s Time To Crack The B2B Sales Gender Diversity Code

Forrester's Customer Insights

Although women make up more than half of the global workforce, they represent fewer than one-third of all B2B sales and one-quarter of all B2B tech sales roles. While gender diversity in B2B sales is severely lacking, company […].

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It’s Time Chatbots And Virtual Assistants Play A Bigger Role In The B2B Buyer Journey

Forrester's Customer Insights

With collective commute times down to zero and face-to-face meetings all but impossible, we’ve seen the B2B buyer journey become an almost exclusively digital experience.

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Predictions 2021: B2B Marketers Build Digital Pathways To Distanced Businesses

Forrester's Customer Insights

The events of 2020 changed how B2B marketers engage with buyers. Age of the Customer B2B Marketing predictionLook for the transformation to continue in 2021.

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Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

Navigating Your Way Through The Maze Of B2B Marketing Data Providers

Forrester's Customer Insights

B2B Marketing Data Analysis Data Insights

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Mobile Highly Relevant to B2B Customers

Perficient - Digital Transformation

We commonly think that B2B customers don’t really need mobile. After all, most B2B sales are highly driven by actual sales people, with web sites supporting them through content like white papers, product information, etc. B2B customers are also thought to be desk-bound, mainly accessing your B2B content through traditional desktop browsers. Recently, however, we see more and more evidence that B2B customers are equally likely to be mobile users.

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2020 B2B Marketing Practices That You Should Keep (Or Adopt) In 2021

Forrester's Customer Insights

Eager as B2B marketers may be to turn the page on 2020, there were clear positives amid the challenges. Age of the Customer B2B Marketing Chief Marketing Officer SiriusDecisions Research

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B2B Marketing Should Organize Around The Customer In 2020

Forrester's Customer Insights

The theme of Forrester’s “Predictions 2020: B2B Marketing And Sales” report was “accelerating response to the great expectations for the B2B buying experience.” age of the customer B2B marketing organizational design B2B B2B Marketing Predictions 2020The report made five unique calls; one of them was mine: The number of organizations with audience-based structures will more than double. Since we published the report late last year, I’ve had […].

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Value Proposition for your B2B Brand


Information Technology Blog - - Value Proposition for your B2B Brand - Information Technology Blog. In this article, we have collected tips, strategies, and recommendations that will help you build your B2B brand for maximum benefit and value proposition. The Goals of Creating a Brand in the B2B Segment. Features of Creating a B2B Brand. B2B brands can take lessons from other B2C brands. Here are key features of creating your B2B brand.

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ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

The 10 Best Ways To Spend Your B2B Paid Media Budget In 2021

Forrester's Customer Insights

Advertising B2B Marketing Demand and Account-Based Marketing SiriusDecisions ResearchWhat are the best ways to spend your paid media budget in the new year? Here are 10 ideas you can explore, test, or implement depending on your organization’s level of paid media emphasis and sophistication.

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B2B Martech in COVID-times

Forrester's Customer Insights

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Welcome to the B2B Marketing Renaissance

Forrester's Customer Insights

A long time ago, Peter Drucker, a man who BusinessWeek once called the father of business management, wrote: Even though this was written a long time ago, it was still a few years before I embarked on my long career as a B2B marketer. B2B B2B marketing

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15 Stats About High-Tech B2B

Perficient - Digital Transformation has an interesting article on some key stats in the B2B world. B2B digital leaders drive five times more revenue growth than their peers. Digital Experience b2b digital marketing marketing trendsBy that we are talking about buying software or using solutions meant for business to business rather than a consumer facing solution. Think campaign management software rather than a shopping cart. I won’t quote every single stat but here are my top three: 2.

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Five Essential Pieces of a Prospecting Solution

As organizations chase new revenue targets, B2B sales leaders must examine cutting edge prospecting solutions that proactively help reps identify, connect with, and close qualified buyers faster. This eBook aims to help B2B sales leaders better understand the five essential features your prospecting solution must include.

Introducing the B2B IT Forum

The Investing Edge

To fill this unmet need, we are hosting a new series of meet-ups we call the B2B IT Forum , with the inaugural event taking place on June 26 th. Each B2B IT Forum will focus on a core enterprise IT topic: security, social media, mobility, big data, etc. Events News Ann Halford B2B IT Forum CloudLock ContentRaven Copiun Enterprise IT John Stafford NERD Center Raytheon Staples Webinno As a VC firm focused on technology, it’s no accident we’re located in the heart of Boston.

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Piaggio’s personal cargo robot Gita seeks new life in B2B

Venture Beast

Piaggio Fast Forward has announced that it's making its Gita service robots available to businesses as part of a new B2B program. Read More. AI Business Commerce Enterprise Mobile category-/Business & Industrial Gita Piaggio Piaggio Fast Forward Vespa

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The Grand Trine Redux: Achieving More Effective B2B Marketing Post-Pandemic

Forrester's Customer Insights

In her latest blog post for Forrester, Phyllis Davidson shares how three elements are coming together to fuel more effective B2B marketing. B2B Marketing Content Strategy and Operations SiriusDecisions Research Content Strategy

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Sales startup raises $2 million to expand its data strategy with automated chatbots

Venture Beast

B2B enterprise sales platform Cloud Commerce Enterprise VB Home Page ai ai chatbot AWS B2B category-/Business & Industrial category-/Computers & Electronics/Enterprise Technology CRM data strategy funding daily

Forrester Research Report: How Sales and Marketing Intelligence Drive Improved Business Outcomes

In 2019, DiscoverOrg commissioned Forrester Consulting to evaluate sales and marketing intelligence practices in the B2B space. The primary takeaway? Forrester found only 1.2% of companies achieved a score indicating maturity in data management practices. However, organizations are fighting back - and winning.

Predictions 2020: B2B Marketers Pivot From Products To Experiences

Forrester's Customer Insights

Learn why experience will be the gift that keeps on giving for B2B marketing and sales. age of the customer B2B marketing prediction promoted

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After A First Date, Would Your B2B Website Get A Second?

Forrester's Customer Insights

More than 500 B2B marketers told Forrester their company’s website is the most effective demand generation tactic for building awareness and increasing consideration.[i] i] This same study shows B2B websites surpass digital advertising, search engine optimization, sales enablement, partner enablement, or events for early-stage demand-gen effectiveness. B2B marketing content marketing customer experience B2B B2B Marketing

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Top Benefits of Hiring a B2B Marketing Agency


Information Technology Blog - - Top Benefits of Hiring a B2B Marketing Agency - Information Technology Blog. If you fail to reactivate your sales, despite having a marketing strategy implemented, you will probably need to look into some B2B marketing agencies as a partner. When your B2B Company does not have enough structure to develop its own marketing department. – Also open the doors of your company to the external help of a B2B marketing agency.

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WATCH: How Marketplaces Are Disrupting B2B Tech Buying And Selling

Forrester's Customer Insights

But growing frustration with outdated sales processes (and channels) and shifting buyer preferences are creating a perfect storm for B2B marketplaces to come into their own and disrupt large […]. age of the customer application development & delivery chief marketing officer (CMO) digital business b2b ecommerce B2B Marketing Channels marketplaces SaaSThe idea of online marketplaces is not new. Especially on the consumer front.

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Buyer’s Checklist: How to Evaluate a B2B Contact Data Provider

Many organizations fail to properly evaluate vendors during the selection process. Download ZoomInfo’s data-driven eBook for guidance on effectively assessing the vendor marketplace. After reading, you’ll gain insight into the following components:

B2B Marketing And Sales: Combat Digital Sameness With Video

Forrester's Customer Insights

Video has incredible power for B2B marketing and sales to deliver lots of information in a small, engaging package. age of the customer B2B marketing marketing measurement & optimization marketing technology (martech) social marketing B2B cheri keith content denver Forrester Marketing Nick Barber personalized video sales sirius decisions techx video virtual events webinar

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Bizible founder Aaron Bird raises $5.1M for new Seattle B2B startup studio Pienza


The studio plans to launch a small portfolio of B2B software companies. Aaron Bird. After selling a startup and traveling around the world with his family, Aaron Bird set out to build the next great Seattle tech company.

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Modern B2B Buyers Expect To Be Treated As Partners, Not Targets

Forrester's Customer Insights

To navigate successfully through the cataclysmic changes in B2B buying behaviors accelerated by the coronavirus pandemic, your organization will need to […]. B2B marketing B2B B2B buyer insights B2B MarketingToo many companies — especially those that enjoy initial success — ultimately fail because they cannot (or will not) meet their buyers’ evolving needs. That risk has never been higher than it is today.

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“Crap” Content Continues To Describe B2B Marketing – Don’t Let It Describe Yours

Forrester's Customer Insights

In 2013, Doug Kessler and the crew at Velocity Partners published “Crap: the single biggest threat to B2B content marketing” – a work of thought leadership genius that I still tell marketers to read today. B2B marketing buyer engagement content marketing B2B B2B Marketing content strategy

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Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

Is It 2021 Yet? Five Things B2B CMOs Must Do to Prepare for the Year Ahead

Forrester's Customer Insights

In this environment, successful B2B CMOs must be agents of change within marketing and across the revenue engine by introducing well-established proven best-practice processes that can be adjusted quickly to create alignment between functions and meet the changing needs of the business.

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Redefining Influencer Marketing: Key Insights For B2B Marketing Leaders

Forrester's Customer Insights

B2B B2B marketing customer advocacy B2B Marketing social mediaInfluencer marketing is often characterized as a trendy tactic for B2C marketers to tap into the far-reaching audiences of the Insta-famous. As a result, the practice regularly receives negative coverage for short-term-oriented, poorly executed B2C campaigns where consumer brands pay vapid lifestyle influencers outrageous sums in exchange for questionable ROI. There’s no doubt that the […].

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Use Direct Mail To Get The Attention Of Your Digital-First B2B Buyers

Forrester's Customer Insights

account-based marketing (ABM) B2B B2B marketing digital marketing B2B Marketing MarketingWhen was the last time you answered a phone call from a phone number you didn’t recognize or opened an email from an unfamiliar sender? Like, never? Same here. The sad truth about most modern marketing tactics is that they’re too cheap and too easy. When anyone can do it, everyone will — which also […].

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Empathetic B2B Content During The Pandemic: Client Stories

Forrester's Customer Insights

B2B marketing B2B Marketing content marketing content strategy thought leadershipTechnology buyers fall into one of three categories in response to the pandemic: Survivors, Adaptors, and Pioneers. As a technology marketer, you cannot operate “marketing as usual” if you want to truly help your customers survive, adapt, or pioneer — and build interest and trust along the way. Forrester Consulting sees our marketing clients taking […].

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The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.