SiriusPerspectives® Blog
The Science of Selling – Three Things to Know
April 19, 2018 | By Nancy Maluso
- The art of selling is also a science, with advances in analytics helping organizations be much more scientific in their selling efforts
- Analytical engines can provide sales reps with great insights into buyers’ likelihood to buy
- These same engines drive proactive recommendations to reps on what to do or share with buyers
Summit 2018 Case Study Preview: An Interview With 6sense
April 18, 2018 | By Jessica Lillian
- This year’s SiriusDecisions Summit will feature several must-attend case studies showing how real-life organizations use the hottest b-to-b technologies
- 6sense’s case study will feature stories from Dell, Xactly and Sage Intacct
- Amanda Kahlow, founder and chief strategy officer at 6sense, recently spoke with us about her organization’s presentation
Four Search Engine Optimization Capabilities for the Demand Marketer’s Tech Stack
April 18, 2018 | By Jessie Johnson
- Search engine optimization (SEO) solutions help organizations drive organic listings in search engine results based on content quality, relevance and site authority
- B-to-b marketers must be able to make SEO insights actionable through diagnostics and optimization of content, as well as technical elements of the Web site
- See where SEO capabilities fit into the demand creation technology stack at SiriusDecisions Summit 2018
GDPR Compliance: Data Maintenance
April 17, 2018 | By Julian Archer
- Many marketing functions are choosing “consent” as their preferred lawful basis for processing personal data under General Data Protection Regulation (GDPR)
- Companies must adopt steps that allow data stewards to consistently evaluate the current state of the marketing contact database for compliance
- In preparation for when GDPR is enforced on May 25, activating compliance initiatives to drive consent capture is becoming the norm
Summit 2018 Preview: Harnessing Customer Data for Post-Sale Engagement
April 16, 2018 | By Kristin Farwell
- There are various data types and sources available to marketing leaders for post-sale customer engagement purposes
- Choosing and leveraging the right data depends on which phases of the customer lifecycle your organization is addressing
- At SiriusDecisions Summit this year, John Donlon and Kristin Farwell will discuss a method to identify data necessary for post-sale engagement
Lucy, Ethel, Chocolate and A New Look at the B-to-B Content Factory
April 16, 2018 | By Phyllis Davidson
- All factories, regardless of their end products, must manage a mix of resources, raw materials and process constraints
- B-to-b content factory teams face increased complexity as they work to support requirements associated with new audiences, assets and channels
- The SiriusDecisions Content Factory Model, to debut at SiriusDecisions Summit 2018, provides a construct for optimizing content factory operations
Are You Making the Most out of Your Webinar Technology Investment?
April 13, 2018 | By Cheri Keith
- Webinars continue to be a critical component of the demand marketing toolkit
- Webinar technologies have evolved in the past five years
- Marketers need to keep up with the evolving technologies and better enable their teams to deliver effective webinars
Looking Beyond Revenue to Forecast Channel Partner Growth
April 12, 2018 | By Eileen Corrigan
- Channel sales organizations tend to dedicate the majority of resources and investment to their top revenue-producing partners, which are also their biggest partners
- This strategy prioritizes past performance while overlooking partners most likely to adapt and grow with the supplier in the future
- Attend the SiriusLab session “How to Evaluate and Segment Your Channel” at SiriusDecisions Summit 2018 to learn how to identify high-growth-potential partners
Account-Based Marketing (ABM): The Ultimate SiriusDecisions Guide
April 12, 2018 | By Jessica Lillian
- Account-based marketing (ABM) can deliver significant benefits in pipeline, revenue alignment and more – but developing the right approach is critical
- Learn more about ABM and create or improve your organization’s own ABM strategy with SiriusDecisions research
- Organizations should consider ABM as part of an overall comprehensive marketing strategy and ensure alignment with sales, product and other teams
Building the B-to-B Customer Engagement Technology Stack
April 11, 2018 | By Jessie Johnson
- B-to-b marketing leaders invest in customer engagement to drive profitability through insight into customer needs, increased retention and upsell opportunities, and customer advocacy
- A successful customer engagement function requires supporting infrastructure that carries insights and interactions from the buyer’s journey into the customer lifecycle
- Learn how to build a best-in-class customer engagement tech stack at this year’s SiriusDecisions Summit
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