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High-performing B2B sales reps embrace Account Based Marketing in 2016

15/02/2016 | Written by Liz Hammond



Imagine getting real-time alerts when a target account visits your website, opens an email or clicks on a banner ad. Imagine being able to see which web site pages, ads and emails they viewed -even if they never filled in a webform. With sales intelligence like this, your sales team will be racing towards signing the next deal.

New sales tech may seem overwhelming and something you may want to delay until next year. But the longer you wait, the more you fall behind your competitors that are embracing these new tools.


Sales Intelligence (SI) refers to technologies, applications and practices for the collection, integration, analysis, and presentation of information to help salespeople keep up to date with clients, prospect data and engage in business (Wikipedia, 2016).


Come again, Wikipedia?!


Simply put, SI refers to technologies that enable sales teams to capture data about an account/customer, rev up their engines before they hit the gas, and drive business — fast.

Today, high-performing B2B sales reps have no choice but to look outside the traditional inbound funnel for prospects and opportunities.


“The fact is that buyers are looking beyond vendors during early and influential phases of issue research and vendor selection. Because of this, existing systems cannot even sense many of the buyer’s content engagement because it’s occurring outside their purview”.


For more insights check out Demand Metric’s, High Performance ABM – The Definitive Guide to Account-Based Marketing Report.







Adjusting to this change in the buying process, sales reps must turn to tools that detect buying signals from target accounts even if they never fill in a webform.


ABM is the supercharged engine for your marketing and sales team. Azalead, offers real time buying signals and sales intelligence to win more target accounts faster. Want to learn more about the power of ABM? Tweet Robert Miller (@RoberWebMiller), Account Executive at Azalead — he’d be happy to chat with you about how new tools like Azalead can accelerate your marketing and sales performance.

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