So much sales and marketing news, so little time. It’s been a busy month so far in the world of revenue, but that’s just the way we like it. Here’s the best of last week’s stories so you can catch up and get back to closing.
The 5 Biggest Martech Acquisitions of 2018 (CMS Wire)
We confess we’ve been having a bit of trouble keeping track of the big acquisitions in martech lately, what with Adobe and Salesforce behaving like the Yankees and Red Sox in free agency. Indeed, those two firms occupy 80 percent of this list, and this list accounts for almost $10 billion in deals. And that doesn’t even include the undisclosed amount Salesforce spent on CloudCraze. This breakdown from CMS Wire has been helpful for keeping track of the big moves while you’re out there landing deals for Giancarlo Stanton and J.D. Martinez.
Your ability to stay cool under pressure and to form stronger emotional connections with sales leads could very well determine whether you’re able to help them in their decision-making process and whether you close the sale. This post shares a few ways you can improve your emotional intelligence and elevate your sales strategy.
The Benefits of Using Automated Marketing Intelligence (Think With Google)
Automated marketing intelligence is an opportunity to take creativity to the next level. Discover the benefits of the “man plus machine” mindset. While machines can surface patterns, human intelligence is required to sort and apply them.
How High Growth SaaS Companies Build and Lead Sales Teams (Sales Hacker)
Sales Hacker’s most recent podcast (with accompanying transcript) is an informative, in-depth look at Chris Degnan, Chief Revenue Officer of Snowflake Computing, who was the fast-growing SaaS platform’s first sales rep and grew it to a company that sees over $150M in ARR. It’s the story of how they landed their first clients, built an effective sales team from the ground up, and the role their sales methodology played in achieving that. We can always learn from other people’s successes, and this one has some great insight.
How to Use Data to Power Target Account Selection (MarTech Today)
The great thing about ABM is that when executed perfectly, it gets rid of all the tedious details and grunt work of sales work and allows us to direct our focus on zeroing in on potential higher-revenue targets. Of course, that means making sure that we’re making that data work well for us, especially as we scale up our ABM efforts. The always-valuable MarTech Today reviews the ways that data can be used to nab those high-end targets, and we found their insights on fit, intent, and engagement data especially useful.