Blog

Alaysia Brown

Arming Sales Teams in An ABM Approach

March 16, 2017 | by: Alaysia Brown

According to ITSMA, Account Based Marketing (ABM) provides “a vital strategy for companies that want to create sustainable growth and profitability within their most important client accounts.”. The core idea behind Account Based Marketing is to create a completely aligned sales and marketing process that builds relationships with a very …

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John Bara

How To Give Your Sales Team An Unfair Competitive Advantage

February 28, 2017 | by: John Bara

After graduation for college in 1991, my first job was in sales at one of the largest banks. As the “rookie” in the group the accounts and territories assigned to me were considered “dead or dying”. I decided to dig in and research these accounts at a deeper level. There …

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Lisa Riecken

Developing Love Between Sales and Marketing

January 30, 2017 | by: Lisa Riecken

How many times have we been in meetings where Sales is expressing frustration that Marketing is not providing enough leads, or more importantly that they are not providing the right leads, to allow them to be the rockstar sales professionals they know themselves to be? On the same hand, how …

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John Bara

Mintigo Innovation: “AI for Business”

November 29, 2016 | by: John Bara

When Mintigo co-founders, Jacob Shama and Tal Segalov, formally left their longheld leadership roles in the world of military intelligence, they brought with them a powerful catalyst – artificial intelligence. The artificial intelligence engine that powers Mintigo’s predictive analytics platform has the ability to scan massive troves of data for …

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John Bara

Predictive Analytics Exposes Digital DNA of Salesforce Users

September 30, 2016 | by: John Bara

San Francisco during Dreamforce is like Disneyland for business executives. There is plenty of entertainment (U2 is playing this year), fun and some long lines too. More than 150,000 guests attend the event in downtown San Francisco. Who are these people, really? What are some of the common attributes of …

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Tony Yang

ABM Thought Leaders Interview: Josh Hill at Marketing Rockstar Guides

September 8, 2016 | by: Tony Yang

Josh Hill, Author of Marketing Rockstar Guides Yesterday we posted our interview with ABM practitioner and Marketo Champion Charlie Liang where he shared some of his thoughts on what it takes to successfully run an ABM program. Today we have the pleasure of hearing from Josh Hill, author of Marketing …

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Tony Yang

ABM Thought Leaders Interview: Charlie Liang at Engagio

September 7, 2016 | by: Tony Yang

Charlie Liang, Marketing Director at Engagio Account-based Marketing (ABM) is undoubtedly one of the hottest topics and buzzwords in B2B today. While B2B marketers don’t need to be convinced of the value of an ABM approach, many are still wondering how to implement ABM effectively within their organizations. In light …

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John Bara

Empower Sales Using Predictive Marketing

May 19, 2016 | by: John Bara

According to Forrester’s Scott Santucci, “Sales enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer’s problem-solving life cycle to optimize the ROI of the …

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Tony Yang

Outbound Demand Orchestration & ABM – Interview with Integrate CMO Scott Vaughan

March 30, 2016 | by: Tony Yang

Scott Vaughan, CMO of Integrate Account-based marketing (ABM) has been the hot buzzword in B2B marketing. One of the recognized thought leaders on this topic has been Scott Vaughan, CMO of Integrate. We’ve been friends with Scott and the Integrate crew for awhile now, so we caught up with him …

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Lauren Goldstein

3 First Steps to Speed Up Account-Based Marketing Success

March 3, 2016 | by: Lauren Goldstein

“If we did realize the difference between the vital few and the trivial many in all aspects of our lives, and if we did something about it, we could multiply anything that we valued.” — Richard Koch (acclaimed author on how to apply the 80/20 rule) When it comes to …

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