Reconciling B2B salespeople with phone prospecting

This is real life observation. Whatever the company, whatever the field, B2B salespeople generally dislike “hard slog” prospecting. Nobody wants to spend the day on the phone cold...
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Sales Directors: How to calculate the value of each B2B customer

The calculation of customer value is essential in order to steer marketing action and also to guide sales teams. Current technologies now allow such calculations to be made individually for each...
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7 practical tips for improving your sales productivity

A study carried out by The Bridge Group in 2015 showed that sales productivity is the N°1 challenge for 65% of B2B companies. As a consequence, optimising this productivity should be a major...
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Finding Hidden Opportunities via Sales Triggers

The Internet has seriously upended the relationship between B2B buyers and sellers. A dozen years ago, buyers were much less informed about your company, products, and competitors than they are...
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What impact does Big Data have on decision making ?

The impact of Big Data on decision making is not necessarily linked to its volumetric nature, thus calling for the shift to Smart Data. A survey undertaken by The Economist on behalf of Capgemini...

Account-Based Marketing : a new form of B2B marketing?

What if, in order to innovate, you used a marketing technique that was more than 30 years old? And what if, with the power of today’s marketing tools, you could rejuvenate this technique in order...

Without Big Data, there is no 360° view of the customer!

At a time when all CEOs are declaring loud and clear that the customer is now at the centre of their strategy, the reality is much less flattering. Customer information is diffused within...
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The keys to scoring for your marketing automation

Behavioural scoring is probably the feature that will most (pleasantly) surprise marketing automation novices, whether they are marketers or sellers! But before directly discussing our topi...

10 secrets for a successful data strategy

The time has come for the digital transformation of companies. Data has become pivotal for all company activities. It will steer marketing activities while feeding sales representatives with...
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