Weekly ABM Insights Newsletter - June 24

3rd Edition

Welcome to our third June newsletter, where we bring you the latest updates and insights from the ABM/ABX industry. This week, we cover significant industry news from 6sense and ZoomInfo, provide actionable ABX and B2B sales landscape insights from industry thought leaders (Hubspot, Warmly), share valuable sales video campaign resources, and highlight upcoming ABX events you won't want to miss.

Discover how you can leverage these advancements to elevate your ABM strategies.

Industry News

6sense and Gong Expand Partnership to Accelerate Revenue Generation

6sense, one of the industry leading ABM platforms, and Gong, have expanded their partnership with a new integration that provides enhanced predictive analytics capabilities to help sales teams accelerate revenue. The integration connects Gong Engage, the AI-powered sales engagement solution, with 6sense Revenue AI for Sales™, providing sellers with a centralized workflow and the buyer intelligence and contact data needed to generate pipeline and close deals​. Read More

ZoomInfo Releases Industry’s First AI-Powered ABX Solution

ZoomInfo has introduced ZoomInfo Copilot, an AI-powered platform that allows salespeople to seize time-sensitive opportunities in real time with Breaking Alerts delivered through Slack. This new platform brings together all your data with high-quality ZoomInfo data and offers generative AI to predict your pipeline, providing AI-guided recommendations on outreach and engagement. Watch the Demo

GrowthLoop Launches AI-Powered Audience Generation as a Snowflake Native App

GrowthLoop, a leading CDP provider, is among the first MarTech players that has launched its AI-powered audience generation as a Snowflake Native App, enabling demand gen marketers to build AI-assisted audience segments, orchestrate cross-channel journeys, and assess campaign results without their data ever leaving Snowflake. Watch It in Action

ABX Insights

Signal-Based Go-To-Market Approach and Implementation Guidance

Chris Walker, LinkedIn Top Voice, Serial Entrepreneur and founder of Refine Labs, and Alan Zhao, CEO of Warmly, discussed the increasingly popular signal-based go-to-market approach, which has become a hot topic due to the rise of ABM/ABX strategies and AI-powered intelligences automations.

Key Insights:

• Signal-based go-to-market: An evolution in sales team strategy to identify high-potential prospects based on engagement.

• Optimizing signals has its "lifecycle": Right fit → Right time → Right message (powered by AI). We're in the stage of the "Right time", Many companies are striving to fully leverage buying signals in their GTM efforts.

• B2B sales signal data: Tons of data, but a lack of consistent measurement creates chaos, also making it difficult to determine at scale which signals are effective.

• Tips for signals implementation: The scrappy way: using SFDC campaign members; The ideal way: using a custom object to track all the signals, unify the objects architecture, and attribute opportunities to signals.

• Signal-Based Analytics: Uncover immediate improvements to pipeline, and gain clear insights to optimize the expensive process of converting in-market accounts to revenue.

• Watch the Full Webinar

Hubspot’s 2024 B2B Sales Report - Challenges + Opportunities in the 2024 Sales Landscape 

Sales professionals in 2024 are facing difficulties such as inflation, competition, and longer deal cycles, but the report suggests that hybrid work models and AI tools are helping to improve efficiency and relationship-building. 

Key Insights: 

• 96% of prospects do their own research before talking to a human sales rep — and 71% prefer to just do their own research instead of talking to a rep. 

• 45% of sales pros are overwhelmed by the amount of tools in their tech stack

• 52% of sales pros say B2B customers use self-serve tools more than last year. 

• 63% of sales leaders say AI makes it easier for them to compete with other businesses in their industry. 

• In 2023, the average sales win rate is 21%. 28% of sales pros say the sales process taking too long is the biggest reason prospects back out of deals. 

• There’s an average of 5 decision-makers involved in every sales process today. 

• 72% of company revenue comes from existing customers, with 28% coming from new customers. 

• Read the Full Report 

Resources

Less Waste, More Revenue: How to Grow a Higher-Quality Pipeline

Learn how to optimize your sales efforts and enhance revenue generation​ by focusing on targeted outreach and leveraging data insights. Learn More

LinkedIn Top Sales Voice’s Insights on Using Video to Accelerate Your Sales Pipeline 

Morgan Ingram shares his expertise on utilizing video in B2B sales. This resource provides practical steps for incorporating video into your sales strategy, helping you stand out and effectively engage with potential clients. Read More

Sending InMails Directly From CRM: LinkedIn Sales Navigator And HubSpot Integration

By enriching CRM data with valuable insights, this recently launched integration enables sales teams to personalize connections and streamline their workflows (yes! sending InMails directly from the CRM, automating activity logging, etc.). Watch Now 

Upcoming Virtual Events

• Incorporating Drift into Your GTM Strategy - Learn about inbound and outbound applications, software setup details, and best practices on June 26 @ 11 AM ET. This session also includes an in-depth Q&A. Register here. 
  

• Predictive B2B Revenue Attribution with Deepinder Singh Dhingra - Join this event hosted by Warmly on June 27, 2024, from 9:00 AM - 10:00 AM to learn about predictive B2B revenue attribution. Register here.
  

• Demandbase Virtual User Group - Learn best practices around using Demandbase One and Account-Based Marketing principles on June 27, 2024 from 9:00 AM – 10:00 AM PT. Register here.

Thank you for reading the Weekly ABM/ABX Insights Newsletter! I’d love your feedback, ideas and tips: oceane@nextgenabm.io. If you think someone else might enjoy this newsletter, please pass it forward or they can sign up here. Subscribe to our Weekly Newsletter and follow us on LinkedIn to get the latest insights on industry trends, tips, and useful resources on ABX.

About Us

NextGenABM is a consulting and solution firm aiming transforms B2B marketing and sales strategies with ROI driven pipeline results through account-centric pipeline marketing. Looking to start your ABM journey or need help with your current program? Let's talk.