Details

No Forms. No Spam. No Cold Calls.

The Next Generation of Account-Based Sales and Marketing
Revised and Updated

von: Latané Conant
21,99 €
Verlag:	Wiley
Format:	PDF
Veröffentl.:	22.09.2022
ISBN/EAN:	9781119982968
Sprache:	englisch
Anzahl Seiten:	272

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Beschreibungen

Titelbeschreibung

Unlock the full potential of modern marketing and sales In the newly revised and updated edition of No Forms. No Spam. No Cold Calls: The Next Generation of Account-Based Sales and Marketing, celebrated speaker, writer, and Chief Market Officer of 6sense, Latané Conant, delivers an eye-opening and engaging guide for salespeople and marketers to use technology to identify prospects and put them at the center of everything they do. You’ll learn how to prioritize which accounts to work, engage the entire buying team, uncover hidden intent signals, and measure real success. You’ll also discover: <ul> <li>Strategies for building a tech-stack that prioritizes your customers</li> <li>Ways for chief marketing officers to stop playing defense and go on offense</li> <li>Insights for the modern sales leader, including how to sellers up to win, design successful territories, and hire and retain top sellers</li> <li>How the modern era of marketing and sales is different from what it used to be and how to capitalize on your new capabilities</li> </ul> A can’t-miss handbook for marketers, salespeople, and team leads, No Forms. No Spam. No Cold Calls. is an original and thought-provoking journey through the techniques and strategies made possible by modern revenue technologies.

Inhaltsverzeichnis

Foreword v Introduction 1 Chapter A New Era of Sales and Marketing 15 Chapter 2 It’s Time for CMOs to Play Offense 27 Chapter 3 Building the Customer-First Tech Stack 57 Chapter 4 Our Bold New Vision in Action 97 Chapter 5 The Modern Sales Organization 137 Chapter 6 Are You Ready to Break Through? 183 Afterword 243 About the Author 256 Index 257

Autorenportrait

LATANÉ CONANT is CMO of 6sense and is passionate about empowering marketing leaders with effective technology, predictive insights, and thought leadership so they can confidently lead their teams, company, and industry into the future. As a “recovering software sales woman” she is keenly focused on leveraging data to ensure marketing programs result in deals, not just leads.

Back cover copy

PRAISE FOR NO FORMS. NO SPAM. NO COLD CALLS. “Latané brings a critical message to the revenue community, helping us to evolve to a new and better level of marketing - one with a closer, more meaningful partnership between prospect and seller. I’m excited about a world without forms.” —Sam Jacobs, Founder, Revenue Collective; Host of the Sales Hacker Podcast “I’ve been waiting for this book for so many reasons. It makes the undisputable case for ‘outside in’ go to market. If you are a B2B CMO or aspire to be one, this is required reading. ” —Kate Bullis, Managing Partner, SEBA International “The world needs more bold, exponential thinking to help businesses and brands stand out, challenge the status quo, and create sustainable value. This book is both an example and a challenge to help B2B marketers succeed. ” —Matt Heinz, President, Heinz Marketing Inc.; Host of Sales Pipeline Radio “Read this book and just as Geoffrey Moore changed our vocabulary to talk about chasms, gorillas, and whole product you will talk about, and internalize a culture of Dark Funnels, dynamic territories, and stages of the buyer journey. ” —Dr. Ian Howells, VP and Head of Marketing, Sage Intacct, Inc.