“This lead belonged to my zip code but you assigned it to Henry instead!” “I get only 5 leads a week for my territory whereas Jane gets 20 in hers. How do you expect me to meet my quota?” “Should we assign Mary to all New York territories?” Companies that manage sales teams via territories […]
Photo credit: TOPO Whew. Another year, another TOPO Summit. And with it, another incredible slate of great speakers and interesting takeaways. This year, conversations about account-based strategies and storytelling continued, and as always, sales and marketing alignment continued to dominate the chats we had in hallways, power lunches, and those scant seconds between panels. We’re […]
Account-based marketing seems simple. After all, it’s in the name, isn’t it? You pick an account. You pick your offer. You send the offer. You get the leads. It sounds good on paper, I’ll give you that much. But according to Megan Heuer, Vice President, Research at SiriusDecisions, successful account-based marketing requires a bit of […]
Having a ton of leads is a great problem for any business to have. But while 61% of sales leaders say their teams always follow up on marketing leads … … only 30% of marketing leaders say they believe sales follows up on marketing leads. That’s one heck of a difference. So at our panel […]
What if I told you it wasn’t about cleaning your dirty database—but about living with your dirty database? Hang on. I’m not saying you should live with your dirty database the same way you might live with an annoying roommate. Or that you should ignore it. (Kind of hard to.) I’m saying there are ways […]
LeanData CEO Evan Liang will make an exciting announcement next week as part of the annual Dreamforce extravaganza. We’re unveiling Routing with Insights, a lead-and-contact distribution solution that’s part of our expanding Demand Management Suite. Routing forms the core of every B2B company’s Demand Management strategy. It’s vital for businesses to immediately distribute incoming leads […]
Territory Management: Align Sales & Marketing on Revenue
/0 Comments/in Account-Based Sales Development, Sales Operations /by Satarupa Chatterjee“This lead belonged to my zip code but you assigned it to Henry instead!” “I get only 5 leads a week for my territory whereas Jane gets 20 in hers. How do you expect me to meet my quota?” “Should we assign Mary to all New York territories?” Companies that manage sales teams via territories […]
The Top 3 TOPO Takeaways
/0 Comments/in Events /by Andrew HsiehPhoto credit: TOPO Whew. Another year, another TOPO Summit. And with it, another incredible slate of great speakers and interesting takeaways. This year, conversations about account-based strategies and storytelling continued, and as always, sales and marketing alignment continued to dominate the chats we had in hallways, power lunches, and those scant seconds between panels. We’re […]
3 simple secrets to superior account-based marketing
/0 Comments/in Account-Based Marketing /by Andrew HsiehAccount-based marketing seems simple. After all, it’s in the name, isn’t it? You pick an account. You pick your offer. You send the offer. You get the leads. It sounds good on paper, I’ll give you that much. But according to Megan Heuer, Vice President, Research at SiriusDecisions, successful account-based marketing requires a bit of […]
How to follow up on every lead easily
/0 Comments/in Account-Based Marketing, Account-Based Sales Development, Marketing Operations /by Andrew HsiehHaving a ton of leads is a great problem for any business to have. But while 61% of sales leaders say their teams always follow up on marketing leads … … only 30% of marketing leaders say they believe sales follows up on marketing leads. That’s one heck of a difference. So at our panel […]
Dirty databases aren’t the problem
/0 Comments/in Account-Based Marketing, Account-Based Sales Development, Marketing Operations, Sales and Marketing Leadership, Sales Operations /by Andrew HsiehWhat if I told you it wasn’t about cleaning your dirty database—but about living with your dirty database? Hang on. I’m not saying you should live with your dirty database the same way you might live with an annoying roommate. Or that you should ignore it. (Kind of hard to.) I’m saying there are ways […]
LeanData Launches Next Generation Routing with Insights
/0 Comments/in Marketing Operations, Sales and Marketing Leadership, Sales Operations /by Satarupa ChatterjeeLeanData CEO Evan Liang will make an exciting announcement next week as part of the annual Dreamforce extravaganza. We’re unveiling Routing with Insights, a lead-and-contact distribution solution that’s part of our expanding Demand Management Suite. Routing forms the core of every B2B company’s Demand Management strategy. It’s vital for businesses to immediately distribute incoming leads […]