The B2B sales technology landscape is continually evolving, driven by advancements in digitaltransformation and the ever-increasing demand for efficient and effective sales. In fact, LinkedInresearch found that 76% of sales professionals cite sales technology as “critical” or “extremely critical” to closing deals. With that in mind, it’s imperative that B2B practitioners ensure their sales technology is diverse, competitive and modernized.…

As we enter the second half of 2023, it’s evident that customer-centricity will remain crucial in B2B go-to-market (GTM) strategies. Companies realize that delivering exceptional customer experiences is vital for success — and it’s something they must prioritize to stay competitive. According to a recent study by McKinsey, successful GTM strategies focus on genuinely understanding customers and tailoring offerings to…

Due to the rise of revenue operations (RevOps) and a deeper focus on account engagement, B2B teams are pivoting from top-of-funnel, “activity”-based metrics to prioritize revenue-generated opportunities (47%) over MQLs (37%). Successful revenue teams are collaboratively tracking prospect engagement and advancing buyers through key funnel stages by tightening the lens on conversion rates and velocity. As more progressive organizations examine…