[Day 2] Gartner Sales & Marketing Conference Daily Digest

Yesterday I left you with two questions: “How do we build Buyer Enablement?” and “How do we construct a Buyer Enablement ecosystem?.” I wasn’t trying to lure you into reading today’s post; Gartner just hadn’t told me the answers yet….

[Day 1] Gartner Sales & Marketing Conference Daily Digest

This week I’ll be “reporting” live from Gartner’s Sales & Marketing Conference in Las Vegas! Discussion topics will be posted on Twitter, and all the juicy details can be found in these Daily Digest posts concluding each day. With Day 1…

[Part 4] Execute on Account-Based Marketing: Account-Based Value Selling Addresses 5 Sales Challenges

The Question for Marketing.  Do B2B sales teams use marketing content?  It’s a legitimate question to ask as marketing leadership sets next year’s goals. For many marketing teams, Account-Based Marketing (ABM) is at the top of their priority list.  Marketing…

[Part 3] Execute on Account-based Marketing: Value Selling to Stakeholders at Key Accounts

Account-Based Selling (ABS) is necessary to execute effectively on Account-Based Marketing (ABM).  ABS in the best B2B commercial organizations is deployed effectively by using Value Propositions.  A Forrester survey of buyer executives found that the first vendor to communicate a…

[Part 2] Execute on Account-based Marketing: Value Propositions for Specific, Account-Centric Sales

Account-Based Marketing (ABM) can only fulfill its potential if it delivers consistent content that is useful for Account-Based Selling (ABS).  The best B2B sales teams already utilize ABS, having realized that one-dimensional, product-centric selling is not enough.  These sales teams…

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