Driving Growth through RevOps Excellence and ABM Strategies

Lorena Morales, Director of Global Digital Marketing at JLL. This speaker from the Demand Gen Summit discusses how to drive more growth through RevOps . To stay current on our latest events, follow us on Linkedin.

 

Useful Timestamps: 

2:00 - B2B buyer’s journey is constantly evolving.

10:22 - Buyers rely on secondary research, review ratings, webinars, and white papers to educate themselves on solutions.

12:53 - The late stage of buyer engagement by sellers and the importance of influencing and engaging buyers early in their journey.

15:27 - How buyers leave digital footprints and the use of intent data from third-party providers like Bombora to make proactive moves in sales.

18:53 - Identify buyer footprints and align sales strategies.

19:48 - Use sales intelligence and intent data on open rates, reply rates, meetings booked, and qualified opportunities. 

20:18- Closing Remarks.