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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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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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 journey

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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.

B2B Appointment Setting Strategies


Information Technology Blog - - B2B Appointment Setting Strategies - Information Technology Blog. B2B appointment setting is a skill crucial to anyone trying to generate sales for big business. Most of the sales managers depend on the B2B appointment setting in order to close a deal. Selling and marketing in a B2B market are unique from general sales as you are generally trying to sell high-ticket items to decision-makers.

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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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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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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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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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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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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.

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.

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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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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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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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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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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!

B2B Sellers: Marketplaces Are Here, Are You Ready?

Forrester's Customer Insights

age of the customer B2B marketing digital business alibaba amazon b2b ecommerce channel sales marketplaces salesforceBusiness-to-business buying and selling is being disrupted the same way consumer models have fundamentally changed over the past decade due to digital transformation.

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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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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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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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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.

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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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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B2B Leaders Will Find CX North America Literally And Virtually Stimulating

Forrester's Customer Insights

Learn how we'll help firms master B2B customer experience at the CX North America live virtual experience on June 16-18, 2020. Age of the Customer B2B CX B2B marketing customer centricity customer experience customer experience management promoted

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Creating a B2B Brand Using an Emotion-Based Approach


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

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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.

Hotel Chains Demonstrate Common B2B eCommerce Website Blunders

Forrester's Customer Insights

B2B eCommerce sites should help business shoppers balance price with value, which is a nuanced combination of many factors, not a series of binary choices. age of the customer application development & delivery B2B ecommerce offshore services travel & leisure web development b2b ecommerce hotel travel valueWhy do hotel web sites fail to support business travellers' customer journeys, in both the digital and physical sense?

“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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The GDPR And The B2B Seller: Keep Calm And Sell On

Forrester's Customer Insights

B2B B2B marketing sales sales enablement B2B Marketing GDPRThe European Union’s General Data Protection Regulation (GDPR) went into effect on May 25, 2018.

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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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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:

Predictions 2019: B2B Marketing And Sales — Mission Possible

Forrester's Customer Insights

B2B marketing customer experience customer journey customer journey mapping predictions 2019

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Create More Video To Engage Your B2B Buyers

Forrester's Customer Insights

B2B buyers are wired to deal with visual information and to remember stories. age of the customer B2B marketing sales video & teleconferencing laura ramos Nick Barber online video platforms technology videoIf a picture is worth 1,000 words, then what is a video worth? 100,000? 1 million? The human brain processes video 60,000 times faster than text, so that’s a whole lot of words. Reading large blocks of text is the type of […].

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These Are the 3 Most Lucrative B2B Lead-Generation Channels Right Now

IT Toolbox

Email, organic search and social media are the three most lucrative B2B lead-generation channels right now, according to a recent study. Research from the Emeryville, California-based digital marketing agency DemandWave found these channels drive

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Summit 2020: Selling On B2B Marketplaces

Forrester's Customer Insights

Online marketplaces offer advantages to B2B sellers. Yet success requires a thoughtful approach. Read a few of the key questions to consider in this Forrester SiriusDecisions Summit session preview. Age of the Customer application development & delivery business technology (BT) promoted

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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.

The B2B Analytics Portfolio: Untapped Competencies To Develop Now

Forrester's Customer Insights

analytics applications B2B B2B insightsThis past year, I attended Forrester’s Data Strategy & Insights 2018 Forum. As I sat down to breakfast on the first day, I joined two attendees from a multinational package delivery and supply chain management company. During our conversation, they commented that they felt “behind” other attendees in terms of their analytics prowess. I might […].

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How To Become Self-Aware of your B2B eCommerce Digital Maturity

Forrester's Customer Insights

The B2B C-suite is demanding you accelerate your digital transformation. age of the customer agile commerce B2B B2B ecommerce customer experience maturity digital transformationNearly half of businesses are digital beginners. The other half are eating their lunch. Find out where you stand and what you need to do to defend yourself. This means you face more pressure to show progress and benchmark your maturity. My newly released […].

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Even in 2017, physical mailers still matter in B2B sales

IT Toolbox

Yes, believe it or not even in this digital age, high-impact mailers still represent an important part of the sales process. Direct mailers like printed or hand-written notes or cards, or gift cards, are a means of initiating a conversation with a new prospect, following up after a meeting, or onboarding a new customer. Research carried out by Utah-based has demonstrated

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The Future of B2B E-Commerce

Information Week

IT leaders can close the digital gap by taking product, customer, inventory, invoice and other information and make it a more modern user experience

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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.