Nancy Chou

Looking to align your sales, marketing, and other teams seamlessly? Tune into the latest episode of the OnBase Podcast with Kyle Lacy, CMO of Jellyfish, as he shares expert strategies for achieving cross-functional harmony and driving measurable growth in B2B. 💬 "If you’re not aligned with the sales leader and not looking at the same numbers, eventually it’s going to break." Catch this episode for more of Kyle’s insights on fostering alignment and boosting impact. Listen now: https://bit.ly/3C3QQhK #OnBasePodcast

18

My latest book, Revenue Orchestration & Today's New Era of B2B Sales and Marketing, is now available as an ePub ~ https://lnkd.in/gY4K2k5n This short, 90-minute read details today's new B2B buyer behaviors and prescribes the purposeful coordination of the revenue team to facilitate a buying journey that is very different than that of just a few years ago. Check it out at the Kindle store! #B2B #gotomarket

11

My current three favorite AI tools for sales calls... 👉 Crystal (https://lnkd.in/g7Xmb5NU) for pre-meeting prep. Crystal provides really interesting insights by pulling in DISC information on prospects. 👉 Fathom (https://fathom.video/) for recording and transcribing 👉 ChatGPT (https://chatgpt.com/) for analyzing sales calls and looking for themes What AI tools are you currently using for sales?

19

28 Comments

Join ZoomInfo’s Kaitlin Sanders, an ABX expert and Go-to-Market strategist on May 1st as they shed light on the practical approaches adopted by industry experts to measure the real impact of ABM campaigns. Kaitlin will delve into key topics including: - Redefining ABM Today: What is the current definition of ABM today and its significance in shaping modern marketing strategies? - Key Metrics for ABM Success: Identify essential metrics for evaluating the effectiveness of ABM campaigns and how to communicate the impact of ABM initiatives to stakeholders. - Future Advancements in ABM: How technology and predictive analytics are revolutionizing how organizations measure the success of ABM campaigns. Don't miss it ➡️ https://bit.ly/3UedVng #Ad #Webinar #ABM #ABMMetrics

7

🔆 The quest to connect with the right audience at the right time is of high-priority. However, traditional lead generation tactics often fall short in the face of rapid digital evolution. Enter content syndication, a proven strategy that transcends mere content dissemination. 🔆 Content syndication, though not new, wields considerable power. It involves strategically distributing content across various platforms to expand its reach and impact. But its true essence lies in its ability to unlock new audience segments and drive qualified leads. ☀A successful B2B lead generation strategy grounds on understanding your audience, delivering compelling content, and fostering seamless collaboration between sales and marketing. #ContentSyndication #B2BLeadGeneration #DigitalMarketing #ContentStrategy #AudienceEngagement #SalesAndMarketing #ContentDistribution #DigitalEvolution #LinkedInMarketing

7

2 Comments

Are you juggling multiple tools and platforms to manage your deal flow? It’s time to unify your deal sourcing. With DDAAS, you can seamlessly integrate your CRMs, pitch platforms, and other tools into one streamlined system. No more manual data entry, no more fragmented workflows—just smooth, efficient deal management. Book Free Demo today! #dealflow #VC #dealsourcing #investmentstrategies

1

Your approach to RevOps is your brand's connective tissue. Learn more and start strategizing growth from guest Rhys Williams of Domestique on this episode of StrategyCast. #BusinessGrowth #StartupTips #MarketingOps #RevOps #StrategyCast

6

📊 "Our lead volume is down" - That's an observation. "Our lead volume is down because our recent shift in ad targeting increased poor-fit prospects" - That's an insight. Know the difference? Your CEO doesn't want observations. They want insights that tell the full story. We've created the ultimate guide to help you transform data observations into actionable insights. Learn: The 3-step framework to extract meaningful insights from any dashboard 5 real-world examples of answering tough questions like "Why is pipeline down?" Common traps to avoid when analyzing performance data Stop drowning in data. Start telling stories that drive decisions. Link in 1st comment #B2BMarketing #RevOps #MarTech #DataAnalytics

16

3 Comments

Most conferences highlight successful CRO tactics for B2C eCommerce, but what about B2B? What are the proven strategies you can use in your B2B CRO approach? In this episode of Growth Stage, we sit down with Sahil Patel, CEO, Spiralyze to discuss: 🔹𝗦𝗽𝗲𝗰𝗶𝗮𝗹 𝗰𝗼𝗻𝘀𝗶𝗱𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝘀 𝗳𝗼𝗿 𝗕𝟮𝗕 𝗖𝗥𝗢: Understand the unique factors that influence B2B conversion rates and how to address them. 🔹𝗗𝗮𝘁𝗮-𝗱𝗿𝗶𝘃𝗲𝗻 𝘁𝗲𝘀𝘁𝗶𝗻𝗴: Learn the best ways to approach your B2B test data to gain actionable insights. 🔹𝗪𝗶𝗻𝗻𝗶𝗻𝗴 𝘀𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝗲𝘀: Discover the tactics Sahil has used to help clients like BambooHR, Okta, and Harvest achieve remarkable results with their B2B CRO. If you're wondering what to test next in your B2B CRO strategy, this episode is a must-listen. 🎧 https://lnkd.in/ef8BxytH   

8

1 Comment

Budget conversations with your CFO shouldn't be lost in marketing speak... it's speaking their language and about driving clear ROI! 📣 Tune into these #TuesdayTips to hear how Huddlers Heidi Bullock, Michael Callahan, Charles Groome, Grant Johnson, Greg G., John McKinney, and Lakshmi Randall break down complex marketing investments into simple business value! 👇 👋 Tealium, Salt Security, Biz2Credit, Chief Outsiders, Xome, Cornerstone Licensing, Informatica

4

1 Comment

Website intent and waterfall enrichment are two of the hottest signals in GTM tech right now. 𝗪𝗲𝗯𝘀𝗶𝘁𝗲 𝗶𝗻𝘁𝗲𝗻𝘁: A feed of who’s visiting your website - in real-time. 𝗪𝗮𝘁𝗲𝗿𝗳𝗮𝗹𝗹 𝗲𝗻𝗿𝗶𝗰𝗵𝗺𝗲𝗻𝘁: Gather enrichment data from multiple vendors to create the best-performing outbound campaigns. In this week’s issue of Enabled 📰 , I shared some of my favorite tools for these and how I see them impacting the future of outbound. Check it out and subscribe here: https://lnkd.in/gqwcfXrz

25

3 Comments

💡 "You can't fully outsource your GTM strategy—not to agencies, not even to AI." Strong words from Kyle Coleman, CMO of Copy.ai, and we couldn't agree more. While AI is transforming how we execute GTM, the core strategy must be owned internally. Your team needs to: → Deeply understand your ideal audience → Know what they truly care about → Connect with their strategic initiatives → Orchestrate a coordinated approach across the entire GTM engine The human element—strategists, thinkers, and executors—remains irreplaceable in creating the right surround sound for your buying groups. 💭 What aspects of your GTM strategy or execution are you currently enhancing with AI? Share your experience below! Watch the full session from the link in comments… #GTM #B2BSales #Marketing #AIinBusiness

27

5 Comments

We listened to Giancarlo 'GC' Lionetti CRO, Zapier discuss the potential pitfalls of combining PLG (Product Led Growth) and SLG (Sales Led Growth) in GTM strategy with Sam Blond. Here’s our takeaways: 1. PLG is a Volume Game: The essence of PLG is to be highly ROI-efficient and budget-friendly. Introducing a human sales element can lower the ROI. While sales teams can target larger, more specific deals or specific ICPs (Ideal Customer Profiles), PLG inherently targets a broader range of customers. If the ROI is not significantly better in pure PLG compared to sales-led, it may indicate that the PLG strategy isn’t working effectively, or the product may be too complex for a self-service model. 2. Shared Tactics and Channels: The tactics and channels used for product-led and sales-led growth are fundamentally the same, though they are leveraged differently. For instance, in Atlassian’s product-led growth, they aggressively focused on content and SEO. By contrast, at Confluent, which adopted a sales-led growth model, the focus was less on content marketing and more on paid marketing to specifically target their core ICP. 3. Alot of extra admin work can create confusion: Especially for your finance team. (Sorry, folks). You’ve to consider every location and territory you’re selling into and ideally set up bank accounts, payment options, and currencies to suit each and every one of them. Product-led growth (PLG) and sales-led growth (SLG) differ in customer type and annual contract values (ACV). SLG transactions are usually higher in value and paid via wire transfer, which needs local bank accounts and currencies, unlike globally accepted credit cards. 4. Not being able to manage the data split: Accurate reporting is crucial for understanding your business, managing cash flow, and optimizing your product for maximum revenue. When adding a new growth strategy, customer data can become fragmented. Ideally, data collection should be unified and real-time. However, integrating a sales-led approach introduces new tools and processes, leading to multiple data sources. Different platforms handle payments differently; for instance, Stripe for checkout payments and Xero for invoicing. This results in revenue data being split across systems. The solution is to use a centralized metric or BI tool to unify data into a single source of truth. What are your thoughts? Let us know in the comments! 👇

13

Looking forward to talking about this 🔥 🔥 🔥 topic - Gen AI Competitive Playbook to Boost Win Rates - faster, simpler and better...with my dear friend Sheevaun Thatcher, CPC

5

🔍 GTM vs Marketing Strategy: What Every Executive Needs to Know 🚀 Are you clear on the crucial differences between Go-To-Market (GTM) and Marketing strategies? Many executives aren't - and it could be costing your business. Our latest article breaks down: Key components of GTM and Marketing strategies 7 critical differences between the two How they work together for business success Why understanding these differences is vital for executives Don't let confusion between these strategies hold your business back. Dive into our comprehensive guide and sharpen your strategic edge! 👉 What's your biggest challenge in aligning GTM and Marketing strategies? Share in the comments! #BusinessStrategy #Marketing #GoToMarket #ExecutiveLeadership

3

How to get more ROI from your ABM Tech If ABM tech should be the last step of your strategy, what do ABM organizations need to do to get greater returns on their investment? Here are some best practices for getting higher ROI from your ABM solution: https://lnkd.in/d2kh9FVT #abm #abmhero #accountbasedmarketing #marketingstrategy #marketingagency

2