Articles
Tag: sales
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4 Global ABM Challenges All Marketers Share
Four main ABM challenges kept coming up over and over and over during my conversations with martech pros around the world.
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Why SaaS Brands Should Care About LTV
Lifetime Value (LTV) is a key metric for companies, and SaaS companies in particular. But why is it so vital, and how can a SaaS company calculate LTV?
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Multi-Touch Attribution Has Come a Long Way
Martech stacks have come a long way in terms of attribution.
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How MQL and SQL Can Enhance Your Customers' Experiences
We discuss the difference between a marketing qualified lead (MQL) and a sales qualified lead (SQL) and how to use them to improve the customer experience.
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B2B Customer Experience Fundamentals: Starting Off on the Right Foot
There is no excuse for delivering a poor customer experience once a prospect has been qualified.
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How Flow Science Helped Us Align Marketing and Sales
What if we look to behavioral science and organizational design to solve marketing and sales misalignment?
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How Martech Is Shifting the Sales and Marketing Relationship
The martech explosion continues and as it does it's bringing sales and marketing teams closer. Here's why.
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My ABM Wish List for 2019
Here are a five things on my wish list for ABM this year. Let’s make them happen.
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How to Deliver Credible Marketing Pipeline Forecasts
Delivering credible forward-looking marketing-generated pipeline forecasts helps marketer's secure more funding and level the power equation in organizations
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Why the 'R' in CRM Is the Most Important Letter in Customer Experience
Relationships are complicated. But businesses tend to overcomplicate them and thus avoid building them altogether.
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The Account-Based Marketing One-Team Approach: More Than a Catchphrase
Account-based marketing can thrive when sales and marketing act as one team.
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Social Media Marketing: Looking Beyond Reach
Marketers have long focused on the reach of their social media messages as a key measurement but it requires more than reach to be successful.
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The Customer Experience Metrics Retailers Are Missing
Sales metrics are lagging indicators that just tell retailers how they did in the past — and often too late to prevent CX failures from impacting future sales.
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How Technology Can Humanize Sales
A look at how businesses can make sales more human while incorporating smarter technologies.
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