Marne Reed, Chief Evangelist at PFL, discusses pivoting to a digital outreach strategy in 2020 that engages prospects and breaks through white noise.
Account selection is the most critical component to ABM success. That’s why 66% of marketers surveyed by Demand Gen Report indicated that they are using or plan to use technology intelligence to select the right accounts for their ABM programs. But in order to select the right accounts, it’s crucial that you first have an
An updated and data-driven Ideal Customer Profile (ICP) is crucial to the success of your organization. In our previous article, we broke down 4 specific reasons why a well-defined ICP aligns organizations on the companies and markets with the greatest opportunity. In fact, organizations with well-defined ICPs average 68% higher account win rates than those
What is an Ideal Customer Profile (ICP)? An ideal customer profile (ICP) is a hypothetical description of an organization that has all the qualities that make them the best fit for the solutions you provide. This fictitious organization would benefit the most from your solutions. Naturally then, they have the highest propensity to buy your
We are happy to announce Rana Kanaan as our new Executive VP of Products. At HG Insights, she will be responsible for the entire product lifecycle.
The economic disruption induced by COVID-19 has created unprecedented changes to businesses throughout the world. While many companies have stopped hiring as they reform and restructure during the pandemic, some firms that have adapted quickly to the new norms of government lockdowns and remote working are continuing to hire and grow their businesses. HG Insights,
Technology profiles from HG Insights reveal significant investment levels of SAP premise technologies, with an estimated $39B of global company ERP spend within 86,000 companies (inclusive of subsidiaries) that have not yet migrated to S/4 HANA.
Now that live events have been cancelled or postponed, it’s absolutely critical for sales and marketing teams to look for intelligent ways to fill the gaps in their pipelines. Naturally, we’re all looking for ways to leverage digital channels to engage with new prospects or existing customers. In the current environment there is a tendency
Demand generation is the process of driving awareness and creating a need for your products or services in the minds of your prospects. Generating demand can be challenging for new businesses in crowded markets and even more so in virtual environments. This article offers 6 demand generation essentials. These strategies are a proven way to
In our recent “How We Hit $50M in Sales: Secrets to Scaling your Sales Organization” webinar, we discussed how to: Reach out to the right companies and do it at scale Launch, measure, and iterate sales processes Empower your team to try new conversion strategies If you didn’t get a chance to see the live