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Content As A Tool For Connecting & Closing

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Content has emerged as one of the key factors in the B2B decision-making process, not only in early engagement, but also in the latter stages of selection and validation. In this panel discussion, leading executives will share case study examples and insights into how:

-Marketers are helping to automate and curate tailored content experiences for key target audiences;
-Measurement, insights and analytics are helping sales teams be more responsive to the needs of buyers;
-Sales teams are delivering customized content experiences to help support ABM initiatives, and
-Organizations large and small are scaling content experiences across a variety of accounts.

Published in: Marketing
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Content As A Tool For Connecting & Closing

  1. 1. #B2BMX Content As A Tool For Connecting & Closing Samara Hamilton – Spartan Motors Stefanie Causey – Aspect Software Marlowe Fenne – Cisco Andrew Gaffney – Demand Gen Report
  2. 2. #B2BMX Cisco Seller Acceleration Personalized Opportunities, Enablement and Customer Content in one workflow
  3. 3. #B2BMX § 5,000 Sellers § 75,000 customers § 4-5X industry response rates § Higher quota attainment, larger deal § 35% Higher refresh rate ABM at Scale
  4. 4. #B2BMX Seller Acceleration Process Welcome from Sales Leadership Personalized Portal for each Seller NEW Progressive Seller Messages to Customers NEW Integrated SFDC Leads & Leadership Reports Reports by area on reps who open/read Reps who act on their leads Reps engaging customers & customers engaged Leads converted to opportunities and booked
  5. 5. #B2BMX Personalized Seller Portal
  6. 6. #B2BMX
  7. 7. #B2BMX
  8. 8. #B2BMX Personalized Customer Portal
  9. 9. #B2BMX
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  16. 16. #B2BMX Content Progression for Show Leads Show Leads Checklist: 10 Things to Ask before Buying an RV Why Class A Owners Love their Spartan Listicle: 5 Reasons Spartan Listicle: 5 Reasons Entegra Listicle: 5 Reasons Newmar
  17. 17. #B2BMX Content As A Tool For Connecting & Closing Samara Hamilton – Spartan Motors Stefanie Causey – Aspect Software Marlowe Fenne – Cisco Andrew Gaffney – Demand Gen Report

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