OUR POINTS OF VIEW ON SALES & MARKETING REVENUE STRATEGY

Resources for you

Read and listen to how we think of our Account Based and Revenue Acquisition Strategies.

READ BLOG

WATCH VIDEO SEE PRESS

Resources

Read and listen to how we think of our Account Based and Revenue Acquisition Strategies.

READ BLOG

Watch Videos

See Press

5 common missed revenue reasons related to Sales and Marketing

Jul 26, 2024

2024 has been a super challenging year for acquiring net new revenue. Consequently, many Sales and Marketing teams are experiencing exceptionally slow revenue growth 1H of year, and missed revenue numbers on revised quotas, Consequently, a number of Sales team members...

Enhanced Website Visitor Identification with LinkedIn Profile

Jul 18, 2024

Today’s question: Has anyone used person level identification on their website? Today’s answer: Yes. In fact, we recommend it to our ABX clients who need our help with reporting and enablement. It is best suited for US centric companies, though. Let’s start with some...

Mistakes with Sales Teams – ABM

Jul 18, 2024

What is the #1 mistake that B2B Sales teams make with ABM/ABX based on our experiences and conversations at B2B Fusion with GTM teams? (Lessons learned over years in ABX/ABM, a LinkedIn series, see comments) 𝐍𝐨𝐭 𝐩𝐫𝐨𝐩𝐞𝐫𝐥𝐲 𝐚𝐥𝐢𝐠𝐧𝐢𝐧𝐠 𝐭𝐡𝐞𝐢𝐫 𝐬𝐚𝐥𝐞𝐬 𝐩𝐫𝐨𝐜𝐞𝐬𝐬𝐞𝐬, 𝐬𝐤𝐢𝐥𝐥𝐬 𝐚𝐧𝐝...

Salesforce just increased their own pipeline goals by 50% from 2x to 3x.

Jul 18, 2024

🤯 Salesforce just increased their own pipeline goals by 50% from 2x to 3x. 8️⃣ 𝐬𝐮𝐠𝐠𝐞𝐬𝐭𝐢𝐨𝐧𝐬 𝐫𝐞𝐠𝐚𝐫𝐝𝐢𝐧𝐠 𝐩𝐢𝐩𝐞𝐥𝐢𝐧𝐞 𝐢𝐧 B2B Fusion 𝐞𝐧𝐠𝐚𝐠𝐞𝐦𝐞𝐧𝐭𝐬: 1️⃣ Focus on active, qualified pipeline rather than just top-of-funnel quantity. Leads or accounts that don't translate into real...

9 Common Mistakes non-marketing execs make

Jul 18, 2024

9 𝐂𝐨𝐦𝐦𝐨𝐧 𝐦𝐢𝐬𝐭𝐚𝐤𝐞𝐬 non-Marketing execs and Board members make in marketing discussions (based on my last 4 years of 💯s of conversations): 1️⃣ Not having a clear understanding of marketing terminology, KPIs, metrics, and objectives 2️⃣ Viewing marketing solely as a cost...

ABM Marketing and the Role of Customer Support

Jul 10, 2024

When adding an Account Based motion to a lead based go-to-market motion, a common question is, ‘what will be our organizational impact - specifically to the Customer Support/Service function in working with Marketing? What could be different from what we do today?’...