5 Ways B2B Sales and Marketing will evolve in 2016

5 Ways B2B Sales and Marketing will evolve in 2016


Sean Zinsmeister, Senior Director of Product Marketing at Infer points out the key changes he expects – from ABM becoming ubiquitous to predictive getting smarter and some others

The world of sales and marketing is a-changing. Of course that’s not news to anyone, but in 2016, change in our industry will accelerate thanks to the innovative new tools more and more companies are adding to their technology stack. However, powerful automation and sophisticated data science aren’t enough. It’s important to keep in mind that the roles, behaviors and processes of marketing and sales folks must adapt as well.

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  1. “Companies will turn to a combination of training, technology-enabled sales tools, and better use of data and analytics.”

    Gone are the days of true cold calling. Sales teams now need to rely on a combination of data driven prospecting and appointment setting to get the right prospects on the phone at the right time. This way less time can be wasted on prospects that don’t pan out and more time on nurturing prospects with the potential to turn into a sale.

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