Enhanced Website Visitor Identification with LinkedIn Profile

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

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 𝐩𝐫𝐨𝐩𝐞𝐫π₯𝐲 𝐚π₯𝐒𝐠𝐧𝐒𝐧𝐠 𝐭𝐑𝐞𝐒𝐫 𝐬𝐚π₯𝐞𝐬 𝐩𝐫𝐨𝐜𝐞𝐬𝐬𝐞𝐬, 𝐬𝐀𝐒π₯π₯𝐬 𝐚𝐧𝐝...

ABM Marketing and the Role of Customer Support

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

What is a RACI framework for ABM?

A common question we get in our ABM/ABX enablement engagements is, β€˜who owns what in an ABX environment?’ Let’s use a RACI framework – for definition sake, a RACI framework is a responsibility assignment matrix used in project management and business process...

ZoomInfo Copilot: Streamlining Sales Prospecting with AI and Intent Data

You may have read my first part of ZoomInfo’s recent release of Copilot.Β  While we are waiting to get hands on experience with it for our clients, I thought I’d summarize in part two our private demo in a question and answer format. TLDR;Β  this approach really is for...

Enhancing Sales Efficiency: An In-Depth Look at ZoomInfo Copilot

This is a 3 part series on ZoomInfo Copilot.Β  In part 1, I summarized what I heard on launch day.Β  Since that time, I wrote part two on our demo of the capability and this section below is another reference to the demo in a question and answer format.Β  We’re in the...