Selling may feel harder than ever nowadays, but it doesn’t have to. In partnership between Foundry and SugarCRM, this white paper discusses the current state of selling, and how sales teams can leverage next-generation prospecting…
We’ve all heard the stats that buying groups are growing to be larger than ever, but in case you need reminding, the typical B2B deal involves an average of 25 people in the buying committee,…
If you’ve ever navigated a cross-country journey with a paper map and a passenger who likes to stop for directions, you are not alone. The B2B buyer’s journey is more complicated than attempting a road…
Psychologists say it only takes 7 seconds to make a first impression, and nobody recognizes the importance of first impressions more than salespeople. However, with today’s intent data and machine learning, sales teams are making…
For me, productivity doesn’t hit until I’ve had my morning cup of coffee. In comparison, I like to think about ABM as a cup of coffee for sales. Using an ABM strategy will provide your…
Welcome to the third installment of our ABM Crash Course series. In part one we covered launching successful display ad campaigns, and in part two we discussed delivering a personalized experience. In this post, we’re going to…
Marketers know the struggle of trying to do it all on a shoestring budget, especially post-pandemic. If you’re a marketer keen on ABM for your company, here are some tips for how to convince your…
This survey was conducted in Q4 2022, as the global technology industry reached the peak of the long boom that started after the Great Financial Crisis. 2022 was also a year in which the proportion…
Sales development is a key driver for the success of any organization, ensuring that leads are identified, properly qualified and identified as a near term prospect before being swiftly transferred to sales representatives when the…
We all know that leads are the lifeblood for business opportunities. No matter the organization or industry, lead generation is hugely important and demands a lot of employees, time, and money. However, a successful lead…
We know that high-quality leads have a clear business need and immediacy for the solutions you offer. The question is: How do we get these leads to sales development for nurturing in a quick and…
Studies show that 65% of companies don’t have a lead nurturing strategy in place. Why is this an issue? Because companies that have a working lead nurturing strategy produce 50% more sales-ready leads, at a staggering one-third of…