intent-driven sales Archives

Looking Back on How Successful Technology Sales Reps Adapted During the Pandemic and Lessons for the Future

Posted on June 17, 2021 at 10:12 pm.

The global pandemic presented technology vendors with both opportunities and challenges simultaneously. Face-to-face events, a major source of leads for most vendors, and valued by sales reps as a way […]

Ramping Territory Revenue in Strategic Account Selling Using Intent Data

Posted on May 7, 2021 at 1:01 am.

Written by Fiona O'Connor

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, […]

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