No Forms. No Spam. No Cold Calls.

The Next Generation of Account-Based Sales and Marketing
Revised and Updated
ISBN: 978-1-119-98287-6
Verlag: John Wiley & Sons Inc

Buch, Englisch, 272 Seiten, Format (B × H): 177 mm x 253 mm, Gewicht: 586 g

Unlock the full potential of modern marketing and sales

In the newly revised and updated edition of No Forms. No Spam. No Cold Calls: The Next Generation of Account-Based Sales and Marketing, celebrated speaker, writer, and Chief Market Officer of 6sense, Latané Conant, delivers an eye-opening and engaging guide for salespeople and marketers to use technology to identify prospects and put them at the center of everything they do.

You’ll learn how to prioritize which accounts to work, engage the entire buying team, uncover hidden intent signals, and measure real success. You’ll also discover:

- Strategies for building a tech-stack that prioritizes your customers
- Ways for chief marketing officers to stop playing defense and go on offense
- Insights for the modern sales leader, including how to sellers up to win, design successful territories, and hire and retain top sellers
- How the modern era of marketing and sales is different from what it used to be and how to capitalize on your new capabilities

A can’t-miss handbook for marketers, salespeople, and team leads, No Forms. No Spam. No Cold Calls. is an original and thought-provoking journey through the techniques and strategies made possible by modern revenue technologies.

Autoren/Hrsg.

Conant, Latané

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing

Inhaltsverzeichnis

Foreword v

Introduction 1

Chapter A New Era of Sales and Marketing 15

Chapter 2 It’s Time for CMOs to Play Offense 27

Chapter 3 Building the Customer-First Tech Stack 57

Chapter 4 Our Bold New Vision in Action 97

Chapter 5 The Modern Sales Organization 137

Chapter 6 Are You Ready to Break Through? 183

Afterword 243

About the Author 256

Index 257

Über Autor(innen)

LATANÉ CONANT is CMO of 6sense and is passionate about empowering marketing leaders with effective technology, predictive insights, and thought leadership so they can confidently lead their teams, company, and industry into the future. As a “recovering software sales woman” she is keenly focused on leveraging data to ensure marketing programs result in deals, not just leads.