Account-based marketing and sales strategies deliver a 171% uplift in annual contract value (ACV) according to TOPO research published in Q4 2016. These strategies consistently outperform traditional marketing methods for firms that sell to large enterprise accounts or have a high lifetime customer value. What Is an Account-Based Strategy? In complex B2B sales, there is […]

A couple years ago, I did a loss analysis for a customer-onboarding software vendor. The sales team for this vendor were convinced (all the way up to the global head of sales) that the buyer for their product was the head of the onboarding team – essentially the product users and their direct boss. So […]

The following is a guest post by Emilie Totten, Marketing Manager at Synthesis Technology. It addresses challenges faced by sellers of investment products such as fund wholesalers and advisors. There is an increasing drive in this industry to be more customer-centric, but the sales people are hampered by dated approaches to creating marketing and sales materials. […]

The following is a guest post by Ken Molay, President at Webinar Success and originally appeared here. Make Your Presentations More Effective While vendors continue to push for greater use of live video in web conferences, the lion’s share of conferencing is still audio-only or audio plus visual materials such as slides or documents. What can you do […]

Competitive analysis is a key component of your marketing, sales and product strategy. If you don’t know where your company fits into the competitive landscape, you won’t know how to position your offering, what alternatives your prospects might consider, or what improvements are most critical in order to compete. But effective analysis is really hard […]