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Demanding Views

This section provides insights from some of the most prominent industry thought leaders in the space.

The Top 5 Elements Of Successful Account-Based Strategies

The Top 5 Elements Of Successful Account-Based Strategies

When deciding how to target your marketing efforts, you’ve probably made a choice between “casting a wide net” or “fishing with a spear.” Traditional B2B marketing tactics give your organization a solid foundation and, depending on where your organization is in its development, the net has its place. But let’s…
3 Things That 2023 Will Demand Of B2B Marketers

3 Things That 2023 Will Demand Of B2B Marketers

As we turned the page on 2022 and entered 2023, it’s clear that B2B leaders are bracing for a bumpy start to the year. Concerns about inflation, stubbornly high interest rates, lagging demand and the prospect of a looming recession have forced go-to-market (GTM) leaders to rethink their approaches to…
3 Questions To Ask For More Efficient Marketing

3 Questions To Ask For More Efficient Marketing

The world looks a lot different these days. Amidst an uncertain economy, companies are retiring the “growth at all costs” mindset of last summer, where growth rates of 70% and burn rates of 30% were okay (and even preferred) to a much more conservative goal of, say, 40% growth and…
In A Down Economy, Leverage Data-Driven Insights In Your ABM Strategy

In A Down Economy, Leverage Data-Driven Insights In Your ABM Strategy

During times of economic uncertainty, marketers need to understand the evolving purchase decision-maker patterns and reevaluate their strategies accordingly. Defined as a period of a significant decline in economic activity, a recession directly impacts marketing. As companies tighten their budgets, B2B sales funnels have become longer, more complex and involve…
Harness 3 Key Trends In The RevTech Stack

Harness 3 Key Trends In The RevTech Stack

Faced with inflation, persistent enterprise talent challenges and ongoing supply chain issues, Chief Sales Officers (CSOs) are under pressure to optimize selling, general and administrative costs while still driving revenue growth.
5 Steps To Simplify Sales

5 Steps To Simplify Sales

Regardless of how sales (and salespeople) are perceived, there’s one thing everyone agrees on: Selling is tough. Breaking through in a competition-filled marketplace is hard, and it's even harder when you need to appeal to a multichannel audience with a short attention span.
5 Privacy Questions That Every B2B Marketer Should Ask

5 Privacy Questions That Every B2B Marketer Should Ask

In Q3 2022, U-Haul, TIC International, TikTok and Uber announced that they experienced data security breaches, highlighting the increased importance of data privacy and security — and B2B marketers are no different. Ensuring data privacy across every touchpoint is no longer just good for business: It’s a requirement. Regulators are working…
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