In its new eBook, The New Model for Sales and Marketing Success, Dun & Bradstreet (D&B) explores how some of today’s most successful sales and marketing professionals are using this new model to help deliver better customer experiences, eliminate waste across the funnel, and drive revenue faster.

To help b2b marketeers to identify ways to improve business performance, D&B put together this guide full of tips, tricks, and real-world examples from companies like Ricoh USA, 4C, and Pegasystems on how to create smarter ABM strategies, improve marketing ROI, accelerate a buyer’s journey, increase sales efficiency, and more.

In the D&B eBook one will learn ways to leverage data to help marketing teams:

  • Analyze and identify ideal customer profiles: Create a single view of your prospects and customers, analyze and segment key markets, and prioritize targets based on predictive analytics.
  • Target audiences successfully across online and offline channels: Target high-priority ABM accounts, reach B2B audiences both online and offline, and align people, processes and technologies around the same high-quality data.
  • Engage and nurture your most valuable prospects: Help identify and understand who is engaging with your digital activities to create personalized 1:1 buying experiences and accelerate and simplify the path to conversion.

In its introduction of the eBook D&B states:  “Waste Is the Enemy of Performance”

“In today’s highly competitive marketplace, sales and marketing teams are facing pressure to improve performance and grow revenue faster.

However, there is a lot of waste across the funnel that directly impacts the ability to convert leads into customers. This waste takes place across investments in campaigns and technologies and time engaging with poor quality leads. In fact, according to Forrester Research, less than 1% of leads convert into actual sales.

That is why access to reliable data and analytics is critical when it comes to influencing the B2B buying process. With vast amounts of fragmented data flowing across organizations, it’s more challenging to segment markets accurately, target audiences consistently, personalize experiences, and empower sellers with the knowledge they need to close business.

According to our recent B2B Marketing Data Report, 89% of B2B sales and marketing professionals believe data quality drives the right campaigns but nearly 50% of firms are not confident in the quality of their data. This lack of confidence results in slower adoption of key initiatives such as account-based marketing (ABM). In fact, 88% believe data is crucial for ABM, but only one-third of firms are executing it.”

Source:  Dun & Bradstreet             – To download the D&B eBook, please click here