B2B-MARKETING | RETENTION

B2B marketers are struggling with attribution: how do you quantify the results of your actions and investments?

Integrating predictive analytics into its sales pipeline tools is helping Cisco Systems improve its global sales process.

The C-level exec’s #1 priority is to develop sales and marketing strategies to drive results and create competitive advantage. But many struggle to operationalize a customer-centric strategy.

Wondering what all the cool kids have been reading? Here’s a recap of Chief Marketer’s most popular B2B and Martech stories for May 2017.

Implementing marketing automation enabled Cataract Steel to increase engagement with sales reps and identify new opportunities.

Targeted personas helped Capital One connect with developers to promote a new online financial technology portal.

An increased focus on predictive analytics helped SAP drive adoption for a new product and reached a specialized customer segment.

Way back when, companies typically defined their “hot” lists based on some broad criteria, often defaulting to company size, product line, or even the Fortune 500. But these lists can be way off target when it actually comes to producing sales.

A newly unified purchasing, product and customer database is helping B2B publisher Randall Reilly identify new audience segments and create new products.

To see how you are doing and identify your aspirational next-steps compare your company to the best practices of industry leaders in these four critical customer insights and analytics areas .