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Unlocking the Power of Marketing Account Intelligence Software

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This is the value of marketing account intelligence software. By leveraging the power of data and advanced analytics, marketers are able to develop targeted lists of accounts that perfectly align with their ideal customer profiles. This not only maximizes ROI, but also minimizes wasted time and resources on low-potential prospects.

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Account-Based Marketing Software: Top Tools to Target Your Accounts

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And account-based marketing software is what helps your team nail all three with perfection. Account-based marketing (ABM) is not a new discipline, but the tools that help fuel successful ABM are constantly evolving. What is Account-Based Marketing Software? Top 10 Account-Based Marketing Platforms 1.

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Sales prospecting made easier

Sales 2.0

This post describes a framework that I have found over the last two decades can really change the math on prospecting. They could be what Miller Heiman call a “ coach ”, someone that will give you information on what is going on in the account– the kind of information that can massively increase your chances of winning a deal.

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Where can I get the best prospect list?

Sales 2.0

Some sales people in my firm were discussing where they could get the best prospect lists. Some of the team were leaning towards a trial account with Hoovers. I jumped in to try and be helpful and told them I already had an Insideview account that they could use. The skinny on prospect lists is that one size does not fit all.

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Buyer’s Checklist: How to Evaluate a B2B Contact Data Provider

Leveraging a data provider to help identify and connect with qualified prospects supports company revenue goals by alleviating common headaches associated with prospecting research and empowers sales productivity. Many organizations fail to properly evaluate vendors during the selection process. So what’s the problem?

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How Account-Based Sales Reps Can Win New Clients from Lost Deals

No More Cold Calling

It was 20 years ago, when I was working as an account-based sales rep , and I lost the biggest deal of my career. We were one of 12 vendors under active consideration. We had a stellar account-based selling team. Spent time in Europe where the existing vendor was headquartered. But there’s one I’ll never forget.

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Why Your Account Based Sales Team Will Never Be Good at Referrals

No More Cold Calling

When I read a checklist of account based sales development strategies that omitted referral selling, I asked the creator why. There are no shortcuts to account based sales development, and no technology solution replaces building trusted relationships. Referral selling is a skill and a behavior change for account based sales reps.

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7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.