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  • Shanta Samlal-Fadelle

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  • For B2B Marketing Professionals

    Report

    Report Millennial B2B Buyers Come Of Age

    Update Your Sales Approach To Succeed With The Heads-Down Generation
    March 28, 2017 | Mary Shea, Shanta Samlal-Fadelle

    Demographics prove the heads-down generation is well on its way to becoming a dominant force within and outside their firms. While recent research indicates that 73% of Millennials are involved in...

  • For B2B Marketing Professionals

    Report

    Report B2B Buyers Mandate A New Charter For Marketing And Sales

    Accelerate Alignment Or Get Left Behind
    January 10, 2017 | Mary Shea, Shanta Samlal-Fadelle

    This report is a call to action for business-to-business (B2B) marketing and sales leaders to infuse new and creative ideas into their plans. A status quo approach no longer works in this...

  • For B2B Marketing Professionals

    Report

    Report Vendor Landscape: Account-Based Marketing, Q4 2016

    Point Solutions Proliferate Amid Claims Of Platform Leadership
    October 18, 2016 | Steven Casey, Allison Snow

    New technologies are enabling account-based marketing (ABM) at scale, and business-to-business (B2B) marketers are increasingly deploying early ABM initiatives. But vendors' confusing claims hinder...

  • For B2B Marketing Professionals

    Report

    Report Account-Based Marketing Brings Marketing And Sales Into The Same Orbit

    Collaboration, Discipline, And A Science-Based Approach Lead To Success
    September 21, 2016 | Mary Shea, Shanta Samlal-Fadelle

    B2B marketers who launch and sustain formal account-based marketing (ABM) programs can help grow revenue, strengthen connections between marketing and sales, and enhance interactions with customers...

  • For B2B Marketing Professionals

    Report

    Report Unlock Content Gates To Support Self-Educating Buyers

    Partner With Sales To Refine Your Content Gating Strategy
    August 31, 2016 | Steven Casey, Shanta Samlal-Fadelle

    Today's B2B marketers and their prospects are engaged in a frustrating content "dating" game that forces buyers to submit false information to access the content they need and results in marketing...

  • For B2B Marketing Professionals

    Report

    Report Tune Your Sales Force To Enable Perfect Pitch

    It's Time To Redesign Your Selling Systems To Succeed With The Modern B2B Buyer

    Forrester expects the B2B sales force in the US to contract by 1 million by 2020. As buyers engage more via digital channels, sales leaders need to both grow their business and make it more...

  • For B2B Marketing Professionals

    Report

    Report May The Force Of The Millennials Be With You!

    How To Engage, Enable, And Manage The Millennial Sales Rep
    February 24, 2016 | Mary Shea, Shanta Samlal-Fadelle

    In December of 2015, Millennials surpassed Baby Boomers as the nation's largest living generation. As the job market becomes filled with employees born from the 1980s and onward, go-to-market...

  • For B2B Marketing Professionals

    Report

    Report Predictions 2016: B2B Marketing's New Mission

    How The Mandate To Target Lifetime Engagement Will Change B2B Marketing
    November 13, 2015 | Laura Ramos, Lori Wizdo

    B2B buying has changed: Buyers prefer to do research themselves rather than rely on vendors' sales reps. The result: a dramatic shift in the role and focus of B2B marketing organizations. This...

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