Sales Enablement

account scoring, account engagement score, abm

Optimize Your Account Scoring to Take Your ABM to the Next Level

One topic I often get questions about is account scoring. As clients begin rolling out their ABM campaigns, they want to track engagement with multiple buyers on a target account. To do this right, you need a solid foundation for account engagement scoring. Account scoring not only helps sales and marketing teams focus, but it …

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Conversational Marketing Trends (Q&A with Drift)

One of the many changes that the pandemic accelerated was the use of conversational marketing among B2B companies. If your company doesn’t yet employ this tool, you’ve likely interacted with a bot or chat agent as a B2B buyer or B2C consumer on a website you’ve visited in the past year. Conversational marketing helps leads …

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The alarm clock on the laptop indicates the importance of email campaign timing

When To Use Email Nurture Campaigns Versus Sales Sequences To Engage Your Buyers

Timing is everything. At least when it comes to nurturing your prospects and engaging potential buyers. We all know what happens when your message is too late. But sharing the wrong message too early can be equally unfavorable — an opportunity lost. When you hit your prospects with a sales-heavy message too soon, you risk …

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Colleagues work together to create sales sequence and sales enablement strategies.

Best Practices for Smarter Sales Sequence Strategies

Sales development reps (SDRs) need more than talent to win deals — support from management and cross-functional teams along with structured processes that incorporate best practices all play a role in sales readiness and success. Organizations that execute best practices for sales enablement that are ranked as best-in-class as a strategy experience a 14% increase …

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