The document discusses a new sales intelligence technology called Opportunity Intelligence from InsideView that helps sales reps identify key selling opportunities in real time. It detects opportunities, identifies decision makers, and provides strategic information to close deals. This transforms sales into a highly targeted and efficient process. Traditional sales tools are missing these capabilities and Opportunity Intelligence addresses this challenge by helping reps recognize opportunities and capitalize on insights ahead of competition.
Target the most valuable sales opportunities and customer segments.
Web-based tool, which can increase sales success through systematic qualification, planning, and managing progress to target the most valuable and profitable sales opportunities.
The vast majority of my clients are looking to give the “Sales Process Recommendation and Guided selling” or Artificial Intelligence (AI) -driven sales enablement, a more authentic industry term.
CRM software helps your business to manage contact information in an organized way, making it easy to follow up on your interactions and activities with customers.
https://runfrictionless.com/b2b-white-paper-service/
Is the-future-of-sales-ops-as-successful-process-innovatorsDemandFarm
Is The Future Of Sales Ops As Successful Process Innovators?
Experience the transition of sales ops from data aggregators to value creators and now process innovators
1
Evolution of Sales Ops. Stay at the top of your game.
2
How Sales Ops have changed from having a passive role to have an active role in large organizations
3
How sales process innovators will disrupt the industry of sales operations
ITSMA Online Survey: Account Based Marketing and ROI: Building the Case for ...ITSMA
ABM is a structured approach to developing and implementing highly customized marketing campaign to markets of one. Investment in ABM in 2013 was at an all-time high and predicted to grow even more in 2014.
Nearly all B2B solution providers that measure Account Based Marketing (ABM) ROI find that ABM delivers higher ROI than other marketing initiatives. So why then is the number one ABM challenge getting adequate budget to support ABM programs and resources? Why isn’t investing in ABM an easy decision? Even more importantly, what can you do to ensure that your ABM program builds momentum and continues to deliver outstanding results?
This survey report provides detailed data on the most current status of:
ABM adoption stages
Primary ABM objectives and achievements
Key benefits of ABM for sales and customers
Size and growth of the ABM budget
Measuring ABM results
ABM best practices
In addition, you will get ITSMA’s recommendations on how to document and communicate positive ABM outcomes that will help sustain an ABM program and build momentum.
Methodology
Web-Based Survey
Survey invitations were emailed during October 2013 to ITSMA member and select non-member companies
88 primarily marketers at B2B technology and business services companies completed the survey
ITSMA Analyzed the Data Three Ways
Stage of ABM Adoption
Standardizing & Scaling ABM
Planning, Piloting, & Building ABM
Size of Company (annual revenue)
Less than $500M
$500M–$9.9B
$10B or More
Company Type
Sells products & services
Primarily services
With sales enablement foraying its way into the mainstream, selling has now become more technology oriented with continued focus on incremental revenue impact. Businesses aim to find right combination of skilled people, uniformly standardised processes, break-through innovation via leveraging new-age technologies. These are the basic elements to help conceive a robust sales enablement strategy catering to increasingly personalized but less humanized remote sales environment.
My Puget Sound AMA Slides on B2B Customer Acquisition StrategiesBrian Hansford
The Puget Sound AMA invited me to present ideas on B2B customer acquisition and demand generation. Paul Judy, Avalara's VP of Customer Marketing presented B2B customer marketing concepts.
Target the most valuable sales opportunities and customer segments.
Web-based tool, which can increase sales success through systematic qualification, planning, and managing progress to target the most valuable and profitable sales opportunities.
The vast majority of my clients are looking to give the “Sales Process Recommendation and Guided selling” or Artificial Intelligence (AI) -driven sales enablement, a more authentic industry term.
CRM software helps your business to manage contact information in an organized way, making it easy to follow up on your interactions and activities with customers.
https://runfrictionless.com/b2b-white-paper-service/
Is the-future-of-sales-ops-as-successful-process-innovatorsDemandFarm
Is The Future Of Sales Ops As Successful Process Innovators?
Experience the transition of sales ops from data aggregators to value creators and now process innovators
1
Evolution of Sales Ops. Stay at the top of your game.
2
How Sales Ops have changed from having a passive role to have an active role in large organizations
3
How sales process innovators will disrupt the industry of sales operations
ITSMA Online Survey: Account Based Marketing and ROI: Building the Case for ...ITSMA
ABM is a structured approach to developing and implementing highly customized marketing campaign to markets of one. Investment in ABM in 2013 was at an all-time high and predicted to grow even more in 2014.
Nearly all B2B solution providers that measure Account Based Marketing (ABM) ROI find that ABM delivers higher ROI than other marketing initiatives. So why then is the number one ABM challenge getting adequate budget to support ABM programs and resources? Why isn’t investing in ABM an easy decision? Even more importantly, what can you do to ensure that your ABM program builds momentum and continues to deliver outstanding results?
This survey report provides detailed data on the most current status of:
ABM adoption stages
Primary ABM objectives and achievements
Key benefits of ABM for sales and customers
Size and growth of the ABM budget
Measuring ABM results
ABM best practices
In addition, you will get ITSMA’s recommendations on how to document and communicate positive ABM outcomes that will help sustain an ABM program and build momentum.
Methodology
Web-Based Survey
Survey invitations were emailed during October 2013 to ITSMA member and select non-member companies
88 primarily marketers at B2B technology and business services companies completed the survey
ITSMA Analyzed the Data Three Ways
Stage of ABM Adoption
Standardizing & Scaling ABM
Planning, Piloting, & Building ABM
Size of Company (annual revenue)
Less than $500M
$500M–$9.9B
$10B or More
Company Type
Sells products & services
Primarily services
With sales enablement foraying its way into the mainstream, selling has now become more technology oriented with continued focus on incremental revenue impact. Businesses aim to find right combination of skilled people, uniformly standardised processes, break-through innovation via leveraging new-age technologies. These are the basic elements to help conceive a robust sales enablement strategy catering to increasingly personalized but less humanized remote sales environment.
My Puget Sound AMA Slides on B2B Customer Acquisition StrategiesBrian Hansford
The Puget Sound AMA invited me to present ideas on B2B customer acquisition and demand generation. Paul Judy, Avalara's VP of Customer Marketing presented B2B customer marketing concepts.
Enough Hype - Your Roadmap to Operationalize ABM in 2018G3 Communications
View this #sps17 Webcast on-demand here: http://dg-r.co/2fXxihY
Account-Based Marketing: You know you need it because you keep seeing statistics such as 97% of marketers report higher ROI with ABM than any other tactic, and 300% higher close rates are linked to ABM. But how can you operationalize an ABM program that is “right” for your company?
In this webinar, join The Mx Group’s Tim Cook as he provides an overview on how to crawl, walk and then run in the seven key activities needed to develop and implement ABM initiatives. You’ll get the insights you need, along with a seven-page workbook to create a real roadmap that outlines every element necessary to operationalize ABM for your organization now, in 2018 and beyond.
Account Based Marketing (ABM) is when you implement highly customized marketing campaigns where each account is considered to be a market of one. ABM uses the latest technology to help you send the right messages to influencers who are actively researching products like yours.
https://runfrictionless.com/b2b-white-paper-service/
It used to be that marketing was top down: big ideas thought up in the C-suite and executed
downwards, designed to ‘touch’ the lives of prospects and customers. How the tables have turned!
Marketing is now clearly bottom-up: the ideas come from multiple micro interactions with real
customers and the execution happens almost simultaneously in multiple playing fields.
B2B Sales & Marketing Trends for the Modern OrganizationSkaledConsultuing
Skaled sales & marketing consulting firm believes in reaching the buyer that exists today - not the one from ten years ago. Follow along as we explain how the landscape has changed in the B2B space and now to navigate it today through outreach, technology, people, and roles.
In this exclusive webinar, you’ll hear B2B expert Howard J. Sewell detail a pragmatic approach to ABM planning, execution, and orchestration. Step by step, Howard will show how to leverage the Opportunity-Based Marketing (OBM) Framework, a stage-based B2B demand marketing model, in determining the best tactics for your ABM initiative and how to measure ROI.
5 Ways to Improve Sales Performance with AnalyticsQlik
In this e-book, we'll look at some trends in the use of analytics by sales—including what's working and what's not—then look at 5 ways to improve sales performance with analytics.
Account based heralds the dawn of new breed marketers who take their marketing strategy very seriously.In lakeb2b we practice account based marketing for fruitful results.
website:https://www.lakeb2b.com/
contact us:https://www.lakeb2b.com/contact-us
email us:info@lakeb2b.com
call us:(800) 710-5516
ITSMA and ABM Leadership Alliance Leadership Survey: Driving Growth with Thre...ITSMA
The recent rise of Account-Based Marketing (ABM) is nothing short of remarkable. From a special initiative that a handful of B2B pioneers developed to drive growth with top accounts in the early 2000s, ABM is now a mainstream strategy that companies are implementing with hundreds or even thousands of accounts with a wide range of programs and objectives.
The 2017 ABM Benchmark Study conducted by ITSMA and the ABM Leadership Alliance highlights the main reason for such dramatic growth: ABM works! In fact, as this research report shows, a full 87% of marketers implementing ABM say that it provides higher ROI than any other type of marketing. Similarly, strong majorities say that ABM drives improvement in the “Three R’s” of strategic marketing: Reputation, Relationships, and Revenue.
This report provides an essential review of the current state of play with ABM in 2017, with data and insight on such issues as budgets and staffing, account selection, collaboration with sales, tools and technology, campaign tactics, programmatic challenges, and business benefits.
In particular, the report explores the three distinct types of ABM that have emerged in recent years: One-to-One, One-to-Few, and One-to-Many. Most companies are currently engaged in just one of these types, but a growing number are experimenting with two of them, and many more plan to move to a blended strategy over the next few years. The research underscores the key challenges marketers are facing and the specific ways they are addressing each type of ABM.
About the Research
159 marketers and related titles from 134 B2B technology and business services companies completed an online survey during June 2017
Company size:
Less than $500 million annual revenue: 52%
$500 million-$4.9 billion: 20%
$5 billion or more: 28%
Job title or level:
VP and above: 22%
Director: 39%
Manager: 29%
Individual contributor: 10%
Location:
North America: 66%
Europe: 21%
Asia/Pacific: 10%
Latin America: 3%
Middle East: 1%
The study also included qualitative interviews with ABM program leaders from 12 companies:
Betterworks
Deluxe
Fujitsu*
HCL
Juniper Networks, Inc.*
KPMG LLP*
Localytics
NTT DATA Services*
O2
Oracle
SAP*
Global B2B Information Services Company
* Denotes member of the ITSMA Account-Based Marketing Council
Additional Data for ITSMA Member Participants
An extended report with additional data from the study, including detailed data and cross-tabs for the three types of ABM, is available to survey participants from ITSMA member companies. Contact Lisa Hafer at lhafer@itsma.com if you are interested in the extended report or a private online briefing.
Account-based marketing is a hot topic for B2B marketers. But to succeed, ABM campaigns need to align sales, marketing, lead generation and sales development. This framework by Craig Rosenberg of TOPO will help you get started.
Databook White Paper - Precision Selling (Nov 2018)Anand Shah
This white paper distils two years of learning on how Professional Sales executives are using Technology to prioritize prospects, prepare for line of business meetings and present compelling solutions with value outcomes.
Enough Hype - Your Roadmap to Operationalize ABM in 2018G3 Communications
View this #sps17 Webcast on-demand here: http://dg-r.co/2fXxihY
Account-Based Marketing: You know you need it because you keep seeing statistics such as 97% of marketers report higher ROI with ABM than any other tactic, and 300% higher close rates are linked to ABM. But how can you operationalize an ABM program that is “right” for your company?
In this webinar, join The Mx Group’s Tim Cook as he provides an overview on how to crawl, walk and then run in the seven key activities needed to develop and implement ABM initiatives. You’ll get the insights you need, along with a seven-page workbook to create a real roadmap that outlines every element necessary to operationalize ABM for your organization now, in 2018 and beyond.
Account Based Marketing (ABM) is when you implement highly customized marketing campaigns where each account is considered to be a market of one. ABM uses the latest technology to help you send the right messages to influencers who are actively researching products like yours.
https://runfrictionless.com/b2b-white-paper-service/
It used to be that marketing was top down: big ideas thought up in the C-suite and executed
downwards, designed to ‘touch’ the lives of prospects and customers. How the tables have turned!
Marketing is now clearly bottom-up: the ideas come from multiple micro interactions with real
customers and the execution happens almost simultaneously in multiple playing fields.
B2B Sales & Marketing Trends for the Modern OrganizationSkaledConsultuing
Skaled sales & marketing consulting firm believes in reaching the buyer that exists today - not the one from ten years ago. Follow along as we explain how the landscape has changed in the B2B space and now to navigate it today through outreach, technology, people, and roles.
In this exclusive webinar, you’ll hear B2B expert Howard J. Sewell detail a pragmatic approach to ABM planning, execution, and orchestration. Step by step, Howard will show how to leverage the Opportunity-Based Marketing (OBM) Framework, a stage-based B2B demand marketing model, in determining the best tactics for your ABM initiative and how to measure ROI.
5 Ways to Improve Sales Performance with AnalyticsQlik
In this e-book, we'll look at some trends in the use of analytics by sales—including what's working and what's not—then look at 5 ways to improve sales performance with analytics.
Account based heralds the dawn of new breed marketers who take their marketing strategy very seriously.In lakeb2b we practice account based marketing for fruitful results.
website:https://www.lakeb2b.com/
contact us:https://www.lakeb2b.com/contact-us
email us:info@lakeb2b.com
call us:(800) 710-5516
ITSMA and ABM Leadership Alliance Leadership Survey: Driving Growth with Thre...ITSMA
The recent rise of Account-Based Marketing (ABM) is nothing short of remarkable. From a special initiative that a handful of B2B pioneers developed to drive growth with top accounts in the early 2000s, ABM is now a mainstream strategy that companies are implementing with hundreds or even thousands of accounts with a wide range of programs and objectives.
The 2017 ABM Benchmark Study conducted by ITSMA and the ABM Leadership Alliance highlights the main reason for such dramatic growth: ABM works! In fact, as this research report shows, a full 87% of marketers implementing ABM say that it provides higher ROI than any other type of marketing. Similarly, strong majorities say that ABM drives improvement in the “Three R’s” of strategic marketing: Reputation, Relationships, and Revenue.
This report provides an essential review of the current state of play with ABM in 2017, with data and insight on such issues as budgets and staffing, account selection, collaboration with sales, tools and technology, campaign tactics, programmatic challenges, and business benefits.
In particular, the report explores the three distinct types of ABM that have emerged in recent years: One-to-One, One-to-Few, and One-to-Many. Most companies are currently engaged in just one of these types, but a growing number are experimenting with two of them, and many more plan to move to a blended strategy over the next few years. The research underscores the key challenges marketers are facing and the specific ways they are addressing each type of ABM.
About the Research
159 marketers and related titles from 134 B2B technology and business services companies completed an online survey during June 2017
Company size:
Less than $500 million annual revenue: 52%
$500 million-$4.9 billion: 20%
$5 billion or more: 28%
Job title or level:
VP and above: 22%
Director: 39%
Manager: 29%
Individual contributor: 10%
Location:
North America: 66%
Europe: 21%
Asia/Pacific: 10%
Latin America: 3%
Middle East: 1%
The study also included qualitative interviews with ABM program leaders from 12 companies:
Betterworks
Deluxe
Fujitsu*
HCL
Juniper Networks, Inc.*
KPMG LLP*
Localytics
NTT DATA Services*
O2
Oracle
SAP*
Global B2B Information Services Company
* Denotes member of the ITSMA Account-Based Marketing Council
Additional Data for ITSMA Member Participants
An extended report with additional data from the study, including detailed data and cross-tabs for the three types of ABM, is available to survey participants from ITSMA member companies. Contact Lisa Hafer at lhafer@itsma.com if you are interested in the extended report or a private online briefing.
Account-based marketing is a hot topic for B2B marketers. But to succeed, ABM campaigns need to align sales, marketing, lead generation and sales development. This framework by Craig Rosenberg of TOPO will help you get started.
Databook White Paper - Precision Selling (Nov 2018)Anand Shah
This white paper distils two years of learning on how Professional Sales executives are using Technology to prioritize prospects, prepare for line of business meetings and present compelling solutions with value outcomes.
Revenue Operations Analytics: A Strategic BlueprintKwanzoo Inc
The true value in your KPIs is understanding how they complete the bigger picture of the customer journeys that drive the most impact for your business.
Best Metrics to Optimize B2B Demand GenAsad Haroon
B2B marketers who need to do more than simply create brand awareness through outbound marketing have adopted Account Based Marketing (ABM) in order to focus on key accounts. Successful ABM campaigns can produce highly qualified, valuable prospects.
This Mindmatrix presentation on sales enablement offers a step-by-step process for enabling your direct sales teams. Watch this presentation to learn-
-Why is sales enablement is so important?
-What does direct sales enablement involve?
-Why is it time to move beyond traditional marketing automation and CRMs?
-What are the 12 steps to holistic sales enablement
Best Metrics to Optimize B2B Demand GenGlennEndriga
B2B marketers who need to do more than simply create brand awareness through outbound marketing have adopted Account Based Marketing (ABM) in order to focus on key accounts. Successful ABM campaigns can produce highly qualified, valuable prospects.
B2B marketers who need to do more than simply create brand awareness through outbound marketing have adopted Account Based Marketing (ABM) in order to focus on key accounts. Successful ABM campaigns can produce highly qualified, valuable prospects.
Best Metrics to Optimize B2B Demand GenFrankAliyar
B2B marketers who need to do more than simply create brand awareness through outbound marketing have adopted Account-Based Marketing (ABM) in order to focus on key accounts. Successful ABM campaigns can produce highly qualified, valuable prospects.
Sales Intelligence: The GPS of ProspectingThe Naro Group
Today, sales people are expected to fill at least half their pipeline on their own. Sales people have access to an abundance of external data sources to do this. However, sales people are opportunists and they are paid to sell, not research and manipulate data. Services that aggregate these data sources make it easier for sales people to readily incorporate external information into their day-to-day prospecting activities.
Driving Sales & Increasing Profits with the Right Demand Generation ToolLeadFormix Inc.
Generating sales and leads is important for every business and demand generation can make a massive difference. When your business is attracting new and potential customers, demand generation is a necessity to ensure brand recognition and customer engagement.
How abm strategy can be enhanced with actionable sales data
OpIntel_White_Paper
1. Executive Summary
Sales productivity solutions such as CRM/SFA and data providers don’t ensure sales
performance. Managing pipelines and accessing account data is necessary but not sufficient to
sales success. In fact, the extra data entry steps imposed by CRM/SFA can take time away from
customer engagements. First-generation sales intelligence and lead qualification tools deliver too
much irrelevant information, leaving reps with a big research burden.
To achieve real performance breakthroughs, sales must become more quality-driven and less
quantity-driven. Reps need a way to rapidly target key selling opportunities and provide the fact-
based justifications to close the deal.
A new class of sales intelligence technology from InsideView, called Opportunity Intelligence,
delivers the critical capabilities missing from earlier-generation tools.
Opportunity Intelligence:
• Detects and alerts sales reps of opportunities, in real time
• Identifies decision makers and your connections to them
• Provides the precise strategic information needed to engage and
close the sale
InsideView transforms sales into a highly targeted, efficient and effective process, and gives sales
organizations a decisive advantage in an increasingly competitive marketplace.
Conventional Sales Tools: What’s Missing
In today’s accelerated selling environment, traditional methods such as cold calling are less and
less effective. Sales success has become highly opportunity-based. Maximizing revenue means
focusing on the right opportunity, the right offering, and the right call to the right person at just the
right time.
Traditional sales tools don’t address the challenge. They don’t help sales reps recognize
opportunities, identify key prospects and capitalize on strategic insights and connections ahead
of the competition.
Opportunity Intelligence:
Sell Smarter, Exceed Quota.
No More Hit or Miss
Until now, finding
opportunities has
been hit or miss. Sales
organizations compiled
account lists, made
large volumes of cold
calls and occasionally
got lucky. Today, there
is a different and far
more efficient way to
build your sales pipeline.
A new-generation
sales technology from
InsideView called
Opportunity Intelligence
can rapidly identify
opportunities for you--
and deliver the critical
information you need to
turn those opportunities
into deals.
In today’s complex and fast-changing sales environment, working harder isn’t
enough. To consistently meet or exceed quota, sales organizations have to
work smarter–by quickly identifying the best selling opportunities and taking
advantage of them before the competition does.
2. Introducing Opportunity Intelligence
Opportunity Intelligence provides this key missing piece. It applies recent advances in information
aggregation, search and analysis to automate the most difficult and time-consuming aspects of
the sales process, informing sales reps when and where new opportunities arise, who to call and
why. Using InsideView Opportunity Intelligence, salespeople can go straight to engagements and
do what they do best: sell.
InsideView Builds a Better Pipeline
Opportunity Intelligence was technically impractical until now. Recent technology advances and
market dynamics have made it possible. These changes include:
• Information Aggregation
Intelligent aggregation reduces data fragmentation and information overload due to
the exponential growth of content on the Internet.
• Interchange Standards
Data interchange standards like RSS and XML make it possible to aggregate information
from many sources in real time.
• Relevancy
Relevancy filters use proven analytic techniques that recognize patterns and determine
meaning in data to identify vital information.
• Web 2.0
Social networking and user-contributed content is revolutionizing the way information
is shared.
InsideView leverages these advances in its proprietary Opportunity Discovery technology.
InsideView creates rich profiles on all major North American companies, including their market
and personnel data, business news and events, financial filings and competitive information
from hundreds of verified sources such as Hoover’s, Reuters and ZoomInfo. Company profiles
are continuously updated in real time and enriched with details that give salespeople significant
leverage when engaging prospects and customers.
Additionally, InsideView monitors the target companies and uses techniques such as language
processing and semantic analysis to extract the information relevant to each sales rep in the
organization. It identifies top selling opportunities such as leadership changes, new product
offerings, acquisitions, expanding operations, and positive or negative financial results. Users
choose which events to look for by selecting from a range of predefined Selling Triggers. Users
can also quickly create their own custom Selling Triggers. Custom Selling triggers are company-
or product-line specific and are based on the individual needs of each sales rep.
3. When it detects relevant opportunities and company activity, InsideView notifies users proactively
by sending automatic Opportunity Alerts. Sales guidance is delivered through InsideView’s
easy-to-use web-based account dashboard. The dashboard is designed specifically for busy
salespeople, providing the information they need at a glance.
Using the dashboard, sales reps can view Opportunity Alerts, ranked by Selling Trigger activity to
highlight the most promising opportunities. The InsideView dashboard also displays details on the
target company, key decision makers and business connections that reps can leverage to engage
and make the sale.
4. For example, InsideView finds decision makers who are linked to your company through your
reference customers, boards of directors and current executives. Sales reps can also drill down to
research executive biographies, SEC fillings, company news and competitors.
InsideView’s prospecting capabilities let users combine traditional search terms describing the
company, its market and geography with Selling Triggers. For example, InsideView could find
all the medium-sized software companies in a territory that are expanding operations or have
made recent acquisitions. This ability to find companies based on opportunities enables far more
targeted and effective prospecting than conventional tools.
5. InsideView also supports seamless integration with a leading CRM/SFA provider, Salesforce.com,
via Appexchange. Overall, InsideView gives sales teams all the information they need to quickly
and easily target, contact, engage and sell.
Transforming Sales
InsideView’s Opportunity Intelligence changes the rules of engagement. It takes time-consuming
research and cold calling out of the equation, and delivers big gains in productivity. It enables
sales to go immediately to engagements and greatly improves the success rates of those
potential deals. It transforms selling from a tactical, reactive process into a proactive, strategic
discipline that is more effective and more efficient.
InsideView builds a better sales pipeline by
locating the best prospects and customer
opportunities. It helps sales organizations
make better forecasts and increases the
number and size of closed deals. It levels
the playing field for all sales reps, and
closes the gap between the middle 60
percent of reps who are below quota and
the top 20 percent who are above quota.
These benefits are more than a promise.
Companies are already using InsideView
with impressive results. One InsideView
customer, a top vendor of computer security solutions, estimates that InsideView will save nearly
21,000 hours of research time over the next year, increasing sales by $16 million over that time.
This estimate is based on usage by 105 sales reps.
In an increasingly complex and fast-changing business environment, sales can no longer
get by on cold calls and luck. Successful organizations will be those who are first to see and
seize critical opportunities as soon as they appear. By enabling strategic selling, InsideView’s
Opportunity Intelligence is positioned to reshape the competitive landscape and become a must-
have tool for high-impact sales teams.