Openview

MARCH 16, 2018

You narrow in on a particular segment and make a hypotheses around what persona to target, what messaging to use, how to procure the targets, and how to prioritize outreach. You have to get clear on your measurements – for example, fully-loaded cost of lead acquisition and conversion rate to customer. Educate before you pitch.

Investors 89

Investors Prioritization Sales Decision-making 89

SBI

MARCH 5, 2019

Acquisition of leading email verification provider further enhances accuracy of DiscoverOrg and ZoomInfo B2B intelligence platforms. Nearly every week in 2018, we interviewed a different SalesTech company asking them how their solution changes the game for sales. The company signed 19 net-new clients in 2018, including its first.

B2B 32

B2B Procurement Acquisition Account Planning 32

Account Management Skills

AUGUST 24, 2021

And also the distinction between new business acquisition, so totally net new, and expansion and retention of existing. You know, maybe they came down on them originally from a procurement perspective and kind of squeezed them dry. We did it in 2018, 2019 took a break in 2020 for obvious reasons. Alex 44:06.

Account Management 98

Account Management Management Account Planning Co-Creation 98

SBI

NOVEMBER 7, 2019

Seismic , the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform. The acquisition will result in an offering that enables marketers to have full control and oversight into how their content impacts this new buyer landscape.

Acquisition 20

Acquisition Account Planning B2B Onboarding 20