Learner of stuff, believer in the power of an individual, a team, and of course content marketing. Loves the B2B space, especially IT. Intrigued by the way traditional media business is being redefined by the online onslaught. Inspired by youngsters who use social media fearlessly. Compulsive reader, ghost blogger, spiritual seeker, cartoons-watcher, happy mother. Holds an unused professional degree in architecture. Over 19 years of work behind her, nine years of that in trep-town.
B2B sales pipelines are more about accounts than leads. Now, if you have to add new accounts to your sales pipeline, you put your Inside Sales team on the job and let them do their magic. But with digital in play, you now have more ways to do this, and while you’re at it, get more targeted and engaged accounts into the pipeline. Let’s say you have to get more deals in a specific industry vertical. Brief your Inside Sales to build the new database. Great. Let’s look at what else you have in hand. The monthly newsletter that has…Read more
Your sales need to close bigger, better, juicier accounts. How do you enable them? By asking your digital marketing team to work up some magic. Here’s how our team is helping our clients in sales enablement. Account Profiling If you have a list of named accounts you want to focus on, it is not enough to simply to assign it various sales people on your CRM. Yes, they know what they are selling, and who they are selling to. But let’s save them some time, in fact a lot of time and give them a comprehensive document on the account. With…Read more