Multi-Threading: Successfully Bring Buying Teams Together
Data shows that B2B buying decisions are made by collaborative groups – and the number of people within these buying groups is growing. According to Gartner, an average of 11 […]
Intent 3.0: Using Intent Data for GTM Strategy
Like with many new B2B solutions, early adoption of purchase intent data has depended on broad tactical use cases. Then as providers and users become more comfortable, they begin to […]
On the B2B Horizon: 2023 Priorities
Fourth quarter is almost upon us and 2023 planning should be ramping up. To make sure you have the inputs you need across your team, TechTarget’s BrightTALK folks are hosting […]
Becoming a Sales Professional Series: Yes, I’m an English Major. And Yes, I am Perfect for Sales.
This blog is part of TechTarget’s “Becoming a Sales Professional” series that chronicles the different skills, attitudes and paths that top salespeople have applied to build successful careers in sales […]
Beware of Black Boxes. Look for Actionable Outputs.
Science fiction is one of my guilty pleasures (after golf that is). And with young kids, though I don’t have as much time to read for pleasure as I’d like, […]
Anonymous Still Means Anonymous – Sales Needs More
With something like 10,000 RevTech solutions out there, it’s become super hard to understand who really does what, and most importantly, whether or not what is being said really stands […]
Set Up to Fail? How We’re Holding SDRs and Our Prospecting Back
Today’s increasingly crowded and competitive B2B markets are putting a premium on high-velocity prospecting. Buoyed by activity-focused thinking and salestech, organizations are aggressively hiring more and more SDRs to “get […]
Want to Close More Deals? Don’t Just Deliver What Buyers Need, Deliver What They Expect – Here’s How.
Engaging the right buyers with the right content at the right time is one of the biggest challenges in B2B sales. According to Salesforce, 76% of sales reps say that […]
Ramping Territory Revenue in Strategic Account Selling Using Intent Data
To date, strategic account executives (AEs) have had only two rather blunt instruments with which to pursue prospecting in their territories: “qualified” lead follow-up, which is low volume and imprecise, […]
5 Tips to Help B2B Sellers Cultivate More Positive Buyer Experiences
Have you ever been the recipient of a dozen emails and calls from a brand with a message that didn’t pertain to you? Maybe you opened a few emails, but […]
