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. 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...
Today’s question: Hi everyone, I would love to get your fresh take on the ownership of Salesforce governance across Marketing Ops, Sales Ops, and RevOps (within an independent department – analytics or finance team). Also, any decisions you feel should be led by...
(as published on CMS Newswire). It’s a complex time to be in business. Marketing has been elevated within the C-Suite as the driver of digital transformation and a key leader in the customer journey. At the same time it is facing renewed pressure to generate top line...
How should you be thinking of your integration strategy with over 7000 MarTech vendors? How do I think of an ABM MarTech strategy? Whether you are a B2B CMO or an aspiring one, these are key areas to consider in your integration strategy based on our experiences over...
In our previous post, I interviewed Tessa Barron who heads marketing for On24 on what she finds helpful for her clients (full disclosure, we’ve done integrations with On24 with our Marketing Automation and ABM clients prior to this interview). Here are...
