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Why B2B Sales Success Requires a Holistic Account-Based Strategy

The business-to-business (B2B) marketing world is all abuzz about account-based marketing (ABM), which involves a targeted effort to focus marketing campaigns and budgets on a select set of pre determined accounts. However, Constellation’s research shows that an integrated account-based strategy (ABS) inclusive of marketing, sales and service teams produces better sales results than account-based marketing or targeted account selling on their own. ABS provides a framework for marketing, sales and service teams to work cohesively on a common approach to set joint objectives, identify target accounts and organize those accounts so that cross-channel campaigns can be launched and actionable insights can be used to improve new campaigns for greater sales success.

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The Complete Onboarding Checklist

Companies like yours put a lot of time and resources into acquiring candidates. They use the latest and the greatest digital tools to attract and entice talent. However, once they’ve found their new team member it tends to be business as usual, which can turn new hires off to the company before they’ve even begun. Studies show that if you don’t engage talent during the first few months after hiring, chances are they won’t stick around. This means you’ll have to start all over again, which costs your organization time and resources.

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