This week’s Emissary digest has lots of tips, tricks, ideas, pointers, and suggestions for many things ABM, whether you’re building and executing a full-blown strategy or simply shooting an introductory sales email to a brand-new prospect. We’ve also got plenty of predictions from two of the biggest names in our industry, as well as what sales can learn from marketing about video. Read on for more.
And because we’re always thinking about the future of sales, here are a few more trends Salesforce thinks you should look out for. There’s plenty of food for thought for any salesperson who wants to get ahead of the curve. The list includes changes in who’ll be selling, how they’ll be compensated, and what sales metrics will be changing over the next few years.
Jeffrey Gitomer, the self-proclaimed King of Sales, has some fairly strong opinions on the quality of sales letters, as well as some pretty good advice on how to make yours stand out. Meanwhile, HubSpot presents a single template for more successful outreach. Both are well worth a read and can help you craft simpler, more effective sales emails.
4 Trends that Signal the Future of Account-Based Marketing (MarTech Advisor)
MarTech Advisor has a few predictions about where ABM’s heading, including pursuit marketing, intent data, and of course, AI. As ABM continues to evolve, we’ll be keeping an eye on these trends. You should, too.
The Lie That Relationships Don’t Matter in Sales (TheSalesBlog.com)
We know exactly how important relationships are in the world of enterprise sales, and this quick piece is a great reminder that “the transaction is the relationship” mindset simply doesn’t work in major commercial relationships.
Here is an ICYMI from earlier this year that we couldn’t resist sharing. Two successful CMOs from very different companies (Zenoss, the network management platform, and Mercer, the HR consulting firm), get into the nitty-gritty of how they both executed prosperous ABM programs. The six steps may seem simple enough, but this piece also includes an informative infographic on what tools and technology you should be using for each segment of the funnel.