Lead-to-account matching and routing tools are a must-have for account-based companies, says TOPO. TOPO’s 2019 marketing technology and sales development technology reports analyze the technology that today’s go-to-market leaders are leveraging to drive revenue. In a list of the hottest…
In our new mini-guide, learn how to effectively measure your ABM efforts in Salesforce. Better Data, Better Decisions Account-based marketing (ABM) has entered a new era. Having produced undeniable results for so many organizations (better conversion rates, ROI, and growth),…
Intent data. Dynamic guided selling. Outbound strategy. Account selection. We’ve rounded up some of February's best sales content for your perusal. Check it out below! First Steps With Intent Data? Start With Sales | Demand Gen Report The popularity of…
We've rounded up some of the best sales content published this January. Take some time to peruse insights on everything from must-attend sales events to sales ops best practices. Why Sales Dev Stack Innovation Is Getting Smarter While Budgets Get…
Last week, Lane Four founder Andrew Sinclair spoke to fundraising students at Toronto's Humber College on the fundamentals of Salesforce for non-profits. In addition to sharing examples of Lane Four's extensive work with non-profits, Andrew reviewed the benefits of choosing…
A functioning contact-only assignment model actually relies on leads. But to make it work, you'll need help from some key lead management features. Many companies are moving to a contact-only assignment model to streamline their sales processes. It makes sense:…
While most companies still have their SDRs report to sales, some are having a portion of SDRs report to marketing. For account-based organizations, there’s no doubt that SDR activity is one of the most important tactics (if not the most…
In a new white paper, we explore how companies can best manage data for account-based sales. Sales has come a long way in recent years. What was once an unstructured environment—with reps chasing a high volume of low-quality leads—is now…
There is a lot of content out there for sales professionals--some great, and some not-so-great. We've waded through the vast ocean of blog posts, white papers, and e-books to bring you a curated list of sales operations resources we think…
Salesforce and ABM are a natural fit. Not only was Salesforce built around the premise of account-based sales from day one—but it also already contains 90% of the functionality you need for seamless ABM. Not to mention the fact that…