Revenue Strategies

Demand Metric Summit: Finding Common Ground For Sales Enablement

Jesse Hopps, Founder and CEO of Demand Metric, said one of the key challenges for companies looking to improve their sales enablement process is a lack of a common definition. The strategy is defined by its functions rather than benefits, he explained during a keynote presentation at global marketing research…

April 21, 2014
Written by Sal LoSauro, Senior Editor

Using Predictive Modeling To Boost Conversions

CA Technologies’ marketing department was generating a steady flow of leads through a variety campaigns, so volume wasn’t a top concern. However, the management software and solutions firm wanted to get better at identifying which of those leads would most likely convert to sales. To accomplish that goal, Beki Scarbrough,…

April 14, 2014
Written by Brian Anderson

Content Is The Currency Of The Social Selling Professional

Social selling is the new way to work for many sales people. As they tap into social networks to interact with potential and current clients and extend their personal brand, B2B marketers are beginning to navigate this new selling approach and determine the best strategy to support the efforts. “Is…

April 8, 2014
Written by Kim Ann Zimmermann, Managing Editor

Skura Upgrades Sales Enablement Platform For Greater Visibility

Sales enablement provider Skura Corp. enhanced its Skura SFX technology platform to provide greater levels of insight, visibility and auditability throughout the entire sales process. This next generation technology, which the company calls adaptive sales enablement, is designed to align customer interests and behavior with the content, messaging, and activities…

March 27, 2014
Written by Kim Zimmermann

Need For Nimble, Customer-Centric Marketing Highlights 2014 Sales Acceleration Summit

B2B marketing and sales professionals must work together to meet the ever-changing needs of buyers. To be successful, marketing and sales teams need to personalize their communication with their audiences as they nurture them through the buying cycle. At the 2014 Sales Acceleration Summit — hosted by InsideSales.com — more…

March 18, 2014
Written by Brian Anderson, Associate Editor

Demandbase Adds Automated Audience Building To Retargeting Platform

Demandbase, a B2B targeting and personalization platform provider, announced a new advertising feature to automate the creation and optimization of business audiences for B2B retargeting. The new functionality builds on the company’s recently released retargeting solution designed to help B2B marketers increase awareness and build influence. The complete retargeting solution…

February 28, 2014
Written by Kim Zimmermann

Turning Up The Volume On Revenue Marketing at REVTalks

Revenue marketing impacts a number of initiatives — sales and marketing alignment, demand generation and lead management, just to name a few. The Pedowitz Group recently brought together a number of senior marketing executives for targeted discussions about the topic of ROI and how it relates to the various aspects…