Welcome to our first weekly ABM Insights Newsletter! We're excited to share the latest industry news, insights, and resources to help you stay ahead in the world of account-based marketing. In this edition, we'll explore innovations from Demandbase and Twilio, discuss optimizing your GTM strategy, and share valuable resources on prospecting and content generation. Follow us on Linkedin for more insights and news!
Industry News
Demandbase is First GTM Platform to Offer Multiple Buyer Journeys for ABM Customers
Demandbase, a pioneer in AI-driven account-based go-to-market strategies, has introduced a groundbreaking feature allowing customers to create multiple buying journeys tailored to different products or business units. This innovation enables customers to customize journeys with numerous stages, even post-sale, and track account progress. Watch this demo for more details and video snippets of the new capabilities.,Demandbase has launched other enhancements including Database Folders for streamlined list management, Field Disable Controls to reduce data ingestion, and Sync Optimization for Salesforce for faster lead syncing. Read More
Twilio Lets Users Combine CDP and Warehouse Data
Twilio has unveiled new features at the Snowflake Summit 2024, enhancing interoperability between its Customer Data Platform (CDP) and data warehouses, enabling businesses to seamlessly convert disparate data points into complete, identifiable profiles to better understand and engage with customers. The Linked Audiences and Segment Data Graph (a framework that builds on Segment’s legacy of unifying customer profiles) features allow businesses to integrate real-time data from CDPs with comprehensive data from warehouses, enriching customer profiles and enabling more effective marketing campaigns. These advancements also facilitate the use of AI for predictive analytics, improving customer engagement and marketing ROI. Read More
ABX InsightsÂ
Advanced Techniques for Optimizing Your GTM Strategy
An optimized, advanced GTM strategy is crucial, especially as 80% of organizations now compete primarily on customer experience (CX), per Gartner. Meeting rising customer expectations requires an effective GTM approach. Demandbase delves into the following techniques to uplevel your GTM strategy.
Data-Driven Decision-Making: With the world producing staggering amounts of data, leveraging analytics is non-negotiable. Data insights help identify high-value accounts, optimize campaigns, and enhance customer experiences.
Automation: B2B automation aligns marketing and sales efforts, ensuring a seamless client experience. Automation increases efficiency, consistency, scalability, and offers real-time insights. From lead nurturing to customer support, automation streamlines operations and improves outcomes.
Integrating ABX (Account-Based Experience): ABX, an evolution of ABM (Account-Based Marketing), orchestrates relevant, trusted marketing and sales actions throughout the B2B customer journey. It’s customer-centric, focusing on personalized interactions tailored to individual account needs.
Resources
8 Attention-Grabbing Prospecting Phrases That Buck Conventional Wisdom
Source: Hubspot
This article, authored by Jeff Hoffman, a renowned sales executive and author of Your SalesMBAâ„¢, challenges traditional sales wisdom by promoting a more graceful approach to handling objections and rejections. The essence of fearless prospecting is not in stubborn persistence but in gracefully accepting a "no" and moving on to find new, more receptive prospects. Here are some unconventional opening phrases that can boost your prospecting efforts:
"We haven't met before."
"This call will take three minutes."
"I'm lost. Can you help me?"
"I don't know much about your company..."
These phrases aim to set clear expectations and foster honest communication from the outset, which can enhance the effectiveness of your outreach efforts. Read More
AI Content Generators: I Tested 5 of the Best; Here's What I Found
Source: Hubspot
AI content generators like Narrato's AI Content Genie are revolutionizing the way marketers create and schedule content. These tools are quick, intuitive, and capable of generating relevant content weeks in advance, thereby saving time and boosting efficiency.Â
This article reviews tools like Craiyon and Rytr, highlighting their pros, cons, and best use cases. Read More
B2B Buyer Report: Top Technologies by Job Role in 2024
Source: HGInsightsÂ
HG Insights has released a comprehensive report detailing the top technologies used by various job roles across different departments. Key findings include:
Most Widely Used Products:Â Salesforce CRM and Google Workspace dominate across multiple roles.
Top 25 Products by Popularity:Â Salesforce is particularly prevalent in Sales, while AWS is favored in Engineering.
Department-Specific Insights:Â Tailoring products to meet the specific needs of different roles within an organization is crucial for maintaining customer satisfaction and relevance.
This report is powered by HG Insights’ Functional Area Intelligence™, offering deep insights into the B2B technology landscape and helping companies make informed purchasing decisions .Read More
Cold Email vs. Spam: 9 Ways to Know the Difference
Source: Zoominfo
Email remains a cornerstone of digital sales and marketing, but it's crucial to differentiate between cold outreach and spam. Effective cold outreach is personalized, relevant, and ethical, while spam is generic, irrelevant, and often breaches privacy regulations. Here are some key differences:
Personalization vs. Generic Messaging
Relevance vs. Randomness
Ethical Sourcing vs. Dubious Collection
Zoominfo outlines nine key differences, focusing on personalization, relevance, and compliance to ensure your outreach campaigns are both effective and respectful. Read More
Salesloft's Unified Platform for Go-to-Market Teams
Source: Salesloft
Salesloft's integrated platform enhances team efficiency by consolidating tools for email marketing, customer intelligence, forecasting, and sales management. This unified approach reduces the time spent switching between applications and allows sales teams to focus more on customer interactions. By having all data and tools in one place, Salesloft users experience substantial and sustainable efficiency gains. Read More
Upcoming Events
June 11, 10:00am PT / 1:00pm ET. From Blame to Gain: Achieving Sales and Marketing Alignment to Drive B2B Growth. Webinar from Demandbase. Register Here. https://www.demandbase.com/resources/webinar/sales-marketing-alignment-b2b-growth/
June 12, 10:00am PT / 1:00pm ET. Signal to Sale - Faster: Strategies for Empowering Every Seller. Webinar from ZoomInfo. Register Here
July 9, Hong Kong. The MarTech Summit Hong Kong. Industry conference from BEETc. Register here with code CDPI20 for 20% discount.
We hope you find these insights useful for your marketing and sales strategies. Stay tuned for more updates next week!
Follow NextGenABM (https://www.linkedin.com/company/nextgenabm/) for more insights, news, and resources to help you succeed in account-based marketing. Visit our website (https://www.nextgenabm.io/) to learn more about our mission and expertise.
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