Posts by Kaitlin Flores

Christian Kletzl discusses how to get every BDR to perform like your best BDR by utilizing signal-based prospecting. Key Points Prospecting in 2024 is more challenging than ever. We need to be more targeted and change our outbound approach. Instead of sending out generic messages to everyone, we need to be more precise. Signal-based prospecting…

Dani Woolf discusses navigating the trust barrier and building effective marketing strategies for skeptical IT buyers. Key Points Despite consistent year-over-year recommendations to conduct customer research, many marketers and sales professionals still don’t understand why IT buyers are skeptical. We need to stop pushing for attention and put our audiences first. It is essential to…

Lisa Farris discusses the value of multi-channel implementation, common challenges marketers are facing, and the importance of audience research. Key Points Marketers are facing a major challenge with paid ads. Strategies that have worked in the past are no longer successful, and drastic changes across conversion rates and CPCs make it difficult to test and…

Clint Betts stresses the importance of authenticity in professional communities and discusses strategies to drive revenue. Key Points An authentic community is built with intentions beyond advancing one’s company or personal desires. Some of today’s most successful companies have been founded with the purpose of serving their communities. Stories are at the core of every…

Neeti Patel addresses the importance of finding quick wins throughout a successful marketing strategy. Key Points Opportunities to improve performance in the typical B2B funnel usually fall into one of two categories: process improvements (such as leaks in the funnel) or marketing tactics (such as lead nurture, persona-based content, case studies, and sales enablement materials).…

Olga Karanikos and Sabih Ahmed discuss launching account-based marketing as account-based engagement to drive alignment. Key Points Alignment between sales and marketing is crucial, as is obtaining support from top management. A unified strategy that has the full backing of the sales, marketing, and customer service teams as a single revenue unit can be a…

Declan Mulkeen defines some of the hardest parts of account-based marketing and highlights ways to overcome them. Key Points It’s important to have clarity in any ABM strategy. Define what ABM means for your organization, write it down, and ensure everyone agrees with the definition. This will help you measure results against the agreed-upon definition…

Annie Mosbacher and Jake Reni discuss how to leverage demand through storytelling. Key Points The hero’s journey is the story of your customer and how your brand plays a role in what they’re looking to accomplish. They highlight seven key areas of this consumer journey. You can use the seven key areas of the hero…

Dan Swift highlights the future of the successful B2B go-to-market strategy and the potential of maximizing your LinkedIn feed. Key Points LinkedIn has more than a billion members and is still growing at two new members every single second. Salespeople are facing tough competition and buyers are fed up with cold outreach and bombardment of…