Marketing and sales models have been, and still are, the foundation for alignment for GTM teams and efforts. And they are a HOTLY debated topic. But what happens to these models as Buyers shift to Self-Serve Buying? First we must understand that whether it's the Sirius Decisions Demand Waterfall, Revenue/Flipped/Four Funnel, ABM, SPIN, MEDDIC, Challenger, [...]
We know this: 1. Today's B2B Buyers don't want to speak to sales reps until the purchase decision is already made; 2. They want hyper-personalized sales content to provide answers to their questions like a sales rep would. So... Why are businesses still investing so much time and money on seas of impersonal, outmoded content [...]
Last weekend at the Academy put on by BBN - The World's B2B Agency, Richard Parsons of True Agency moderated a panel on how AI is affecting marketing agencies, empowering them to work more quickly and efficiently - while also leveraging a broader perspective provided by that AI. A great discussion. During the session, he [...]
One of the most important and valuable functions of the Splashmetrics platform is to take your buyer journey from planning to execution with as little friction as possible. Even after your journey content is published it’s critical to enable adjustments in reaction to feedback and analytics. Today, in service of these goals, we’re publishing the [...]
Because Splashmetrics fundamentally sits at the intersection of marketing and sales efforts, we are continually talking with senior leaders from both of these teams (CROs, CMOs, CSOs, etc.). And these are always fascinating conversations because everyone is laser focused on effectively bridging the long-standing operational divide shown in the image below. But they typically have [...]
Welcome to "The Deep Dive" Webinar! The intent is to focus on B2B marketing and sales operations - BUT - from the BUYER'S perspective. In other words, how do these operations typically affect the experience of modern Buyers? The goal with this series will be to bring together industry-leading voices from BOTH marketing and sales [...]
Our end-to-end templating solution allows customers to get up and running quickly and affordably! When prospective customers walk through our full demo - they are almost invariably blown away at the power of Splashmetrics as an end-to-end digital selling solution. There's simply nothing like it. However, because it touches so many critical RevOps areas in [...]
Are there really lots of platforms out there like Splashmetrics? I recently had an interesting encounter that highlighted an important issue I want to address. We'd had a couple of great demo meetings with the senior sales leaders of a particular company. They fully understood the shift in buying behavior toward self-serve sales via hyper-personalized, [...]
Earlier this week, Steve joined Craig Booth and Brent Earlewine on their Channel Minute webinar to discuss #digitalselling and how self-serve sales and Splashmetrics Buyer Journey Intelligence is fundamentally changing that game! They discuss what's driving the radical changes in B2B Buying, how those changes are affecting both direct and channel sales, and how Splashmetrics [...]
Most businesses only focus on what sales content IS - not what it DOES. And that has a hugely negative impact on revenue. Why? Statistics clearly show that today's B2B Buyers don't want to speak to sales reps. Instead, they want highly-personalized smart content through which they can self-progress and be fully educated, compelled, and [...]
