news & press

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Avoiding Sales Burnout
Category: In the News
January 13, 2017 - Sales & Marketing Management

After 20 years of selling software and IT products, the one thing that’s been getting harder year after year is the one thing you can’t avoid in sales. You have to get people on the phone to have discussions. No matter how many articles people post about how cold calling is dead, it’s simply not – no way, no how. Why else would the big trend be to move to inside sales teams and business development rep models?

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ABM: What It Really Means And How To Make It Pay Off
Category: In the News
January 3, 2017 - DemandGen Report

Among B2B communities, 2016 will be remembered for several new concepts, trends and technologies. But perhaps none have captured more attention than the re-emergence of account-based marketing as a viable growth strategy.

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How to Follow up After a Tradeshow
Category: In the News
December 19, 2016 - DemandGen Report

Did you know that tradeshows are often one of the most significant expenses in the marketing budget? An incredible amount of planning and effort go into preparation and execution for tradeshows, often leaving marketers to wonder what the return on investment (ROI) was.

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3 Ways to Scale Finding Contacts for Your Target Accounts in ABSD
Category: In the News
December 7, 2016 - Engagio

Keeping a healthy Account Based Sales Development operation means providing a steady source of new contacts for each account across all account tiers. We’ve talked at length about selecting and tiering your accounts.

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