Sales and Marketing is challenging right now. The economic uncertainty has led to deals stagnating and requiring more conversations just to maintain the status quo.

This can lead to bad habits which create problems right through the pipeline, including within marketing.

Less than 20% of companies have implemented the approaches we are going to discuss, but those that do, report an average of more than 200% annual revenue growth.

Riaz Kanani, CEO/Founder of Radiate B2B sat down with Mark Osborne, MBA, author of new book "Are your leads killing your business?" and Founder of Modern Revenue Strategies.

We will cover off:

1. The changing environment that is forcing you to adapt and change.

2. Attracting the right clients

3. Accelerating Deals through the Pipeline

4. Activating clients for renewals, upsells, and referrals

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This ThinkHuman session titled "Lost in sales data - the good and the bad of sales data" is joined by two brilliant speakers.

Only a third of a salesperson's time is spent selling so the increasing demands on salespeople to make their communication relevant requires even more research time.

So where better to focus our attention than on the use of data in sales.

What is the best approach to using data in sales today?

The session, chaired by Riaz Kanani, CEO/Founder of Radiate B2B will be joined by Patrick Thorp, CRO of Ebsta and Jake McCone, Data Manager at Punch!

We will cover off:

1. Data and Sales today - the landscape and need

2. Account based vs lead based approaches and using data to succeed

3. Should data personalise, or should it be relevant?

4. Is it time for a dedicated data person inside sales?

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Guest episode with Jerrel Arkes from the Inbound4cast.

In this episode Riaz Kanani talks with Jerrel Arkes about the dark funnel.

- What is the dark funnel?

- What is dark social?

- What can and can't you measure?

- What does this mean for B2B attribution?

- What is intent data and how can you use it?

#demandgeneration #darkfunnel #darksocial #intentdata #b2b #b2bmarketing

Watch more episodes of the Inbound4cast here: https://inbound4cast.com

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Our next LinkedIn Live focuses on using Intent Data with sales teams. This is the session that Alex Abbott unfortunately missed last month due to illness.

With sellers spending less time with buyers than ever before (just 17% across all buyers - Gartner), and 67% of those buyers only engaging after they have already made a purchase decision.

Getting in front of buyers earlier is critical.

Chaired by Riaz Kanani, CEO/Founder at Radiate B2B, he will be joined by Alex Abbott (F.ISP), Founder at Supero.

This session looks at:

1. The new buyer landscape and the rise of the dark funnel
2. What is intent data and how does it work
3. Social Selling Best Practices
4. Combining social selling with intent data to drive meeting generation
5. Aligning messaging with intent data

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Which opportunities are hiding in plain sight in your CRM platform?

Our next LinkedIn Live is on Intent Data and looks at how you can uncover buyer interest earlier - whether that is inside your CRM or outside your bubble and in the wider market.

With sellers spending less time with buyers than ever before (just 17% across all buyers - Gartner), and 67% of those buyers only engaging after they have already made a purchase decision.

Getting in front of buyers earlier is critical.

Chaired by Riaz Kanani, CEO/Founder at Radiate B2B, he will be joined by Karla Rivershaw, Head of Global Campaigns and EMEA Marketing at Infogrid.

This session looks at:

1. The new buyer landscape and the rise of the dark funnel

2. What is intent data and how does it work

3. Combining advertising with intent data

4. Aligning messaging with intent data

5. Combining intent data with sales to drive pipeline

#b2bmarketing #intentdata #marketing #sdr #sales #b2b #saas

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The typical SDR stays in their role just 15.5 months. Ramp time is usually 3 months leaving just a year at full productivity (Gartner).

What should you be doing to build a successful sales development team?

Chaired by Riaz Kanani, Founder/CEO at Radiate B2B, he will be joined by Jamie Bonici, Global SDR Manager at Winningtemp and Becky Davies, Senior Sales Development Manager at Punch! Sales.

We will be covering:

- Getting recruitment right.

- How to use data to maximise productivity

- What tools should you be using today?

- How are you getting SDRs up to speed with messaging?

#sdr #sales #b2b #b2bmarketing #saas

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Companies with a dedicated sales development team create 8x more conversations. And when optimised, companies converted these leads/accounts at 40%

But in uncertain times, but how do you ensure those teams are continuing to working optimally?

Hosted by Riaz Kanani, Founder/CEO at Radiate B2B, the other panelists are:

• Lily Bridgwood, Head of Business Development at Paddle
• Tom Castley, Interim CRO at Hook and former VP EMEA at Outreach

We will be focusing on:

- The changing environment and its impact

- The importance of a qualified account/lead definition

- Organising your sales development team

- How do you measure and reward success?

- What to think about in uncertain times?

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When the world changes, you need to evolve. In B2B sales today, evolution is now a necessity.

With only 17% of buyers' time spent across all suppliers and almost half the time spent independently researching (Gartner), sales teams need to change.

Worse, increasingly the new generation of buyers prefer a rep-free buying experience. Today 54% of millennials prefer it vs 29% of Baby Boomers. It is only the complexity of the purchase that is keeping those communications alive (Gartner).

The place where sales interactions occur is changing as well. Gartner has predicted that by 2025, 80% of B2B sales interactions between suppliers and buyers will occur in digital channels.

How then to evolve?

Hosted by Riaz Kanani, Founder/CEO at Radiate B2B, he will be joined by:

• Adam Gray, Co-founder DLA Ignite
• Alex Abbott, Founder at Supero
• Nadja Komnenic, Head of Business Development at Lemlist

This session will cover:

1. The changing buyer. What has changed and what does it mean?

2. Balancing automation vs manual

3. The rise of the dark funnel

4. Online vs offline - what has changed?

5. Personal branding and sales

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The sales environment looks very different today to even three or four years ago. Research from Gartner showed that “Enterprise buyers are 57% of the way through the buying cycle before contacting a vendor” and even then only 19% of their time gets spent with all vendors combined.

The need for sales and marketing alignment has been a hot topic as a result - requiring joined up buying experiences that deliver in advance of first contact and right through to renewal. Failure to do so results in greater pipeline churn and longer sales cycles.

This combined with more stakeholders to nurture across more channels means change is a must.

Hosted by Riaz Kanani, CEO at Radiate B2B. Riaz will be joined by Andy Champion, GM EMEA at Highspot and Andrew Davies, CMO at Paddle.

This session will look at:

- How close a collaboration is needed?

- The case for bringing marketing inside sales?

- Or building sales development inside marketing?

- How the best go to market teams are adapting?

- How to nurture these teams over time to retain your best talent?

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