Revenue Strategies

Increasing Leadership Expectations Fuel Account Targeting, Alignment Initiatives For B2B CMOs

With expectations from the CEO and the boardroom continuing to increase, B2B CMOs are deepening their focus on proper strategy and planning for the New Year to streamline the customer journey and drive measurable results within the marketing department. This includes reinforcing better alignment, targeting and measurement strategies that can…

November 14, 2019
Written by Brian Anderson

Why A ‘Sense Making’ Approach Wins B2B Sales

It’s no secret that B2B buyers are overwhelmed when it comes to making complex purchase decisions. In fact, most B2B buyers report they feel inundated with options, choices and noise. In this environment, providing prospects with yet more high-quality information and “thought leadership” is no longer a differentiator for sales…

November 6, 2019
Written by Brent Adamson, Gartner

B2B Ops Roles Expand Into Customer Experience Enablers To Streamline Revenue Engines

As operation teams’ responsibility in fueling the revenue engine continues to gain momentum within B2B organizations, individuals working in Marketing and Sales Ops will be tasked to grow their skillset beyond the tech focus. These newly developed skillsets will position teams to identify specifically how their company is driving revenue,…

October 16, 2019
Written by Brian Anderson

InsightSquared Acquires Olono

InsightSquared, an AI-powered revenue intelligence platform, has agreed to acquire Olono, a guided-selling solution for B2B sales teams, to bring real-time actionable intelligence to their revenue operations platform. Terms of the deal were undisclosed.

October 4, 2019
Written by Amanda Hollenbeck

Gartner To Acquire TOPO

Gartner has agreed to acquire TOPO, a research and advisory firm for sales and marketing organizations, to better help companies continue to grow revenue faster and sustain that growth. Terms of the deal were undisclosed.

October 3, 2019
Written by Amanda Hollenbeck

The SALT Group Doubles Productivity With Agile Sales Enablement

When The SALT Group, a company that provides operating costs and expense reduction services, needed a solution that could double sales, cut costs in half and standardize and improve their call center, they looked to VanillaSoft’s platform to achieve these daunting tasks within three to five years. VanillaSoft is a…

November 26, 2019
Written by Klaudia Tirico

Cisco Upgrades Marketing Velocity Program To Address B2B Buyers’ Digital Shopping Habits

For any channel marketer trying to keep pace with Cisco’s Marketing Velocity program, the challenge got a little harder this summer. Not only did Cisco connect and integrate the components of Marketing Velocity, its best-in-class channel program under one offering, the company expanded it to include a new co-marketing service…

October 2, 2019
Written by Terry Moffatt