B2B Reads: Maximizing B2B Spend, Solution Selling, Balancing the Human Factor with AI and More!

Summary

Some of our favorite B2B sales and marketing posts from around the web this week.

Every Saturday morning we share some of our favorite B2B sales & marketing posts from around the web from the last week (so it’s fresh!). We’ll miss a ton of great stuff, so if you found something you think is worth sharing please let us know.

B2B Marketers Face A New Reality By Forrester
Frontline marketing is starving for strategic leadership but frontline marketing leaders can’t wait for a better strategy to be handed to them from higher levels of the organization. They must become more strategic on their own, manage up, and transform frontline marketing into a linchpin in the company’s core B2B customer-obsessed growth engine strategy.

Maximizing your B2B spend: Is account-based marketing worth it? By Andrea Cruz
ABM promises precise B2B targeting, but is it right for you? Learn the pros, cons and key considerations for implementing ABM effectively. This article explores the potential benefits and challenges of implementing an ABM strategy, along with key factors to consider when evaluating its suitability for your organization.

6 Cross-Sell Metrics Every B2B Sales Leader Should Track By Brainshark
As a sales leader at a multi-product B2B business, it’s your responsibility to know these six cross-sell metrics — and key personas — in order to allocate limited resources wisely.  Calculate these metrics to establish a baseline, monitor them consistently to track your progress, and try a few experiments to improve your results.

Why Solution Selling is King for B2B SaaS By dealcode
Solution selling (the consultive approach to sales) prioritizes a highly specialized problem-led approach to sales in place of a traditionally generalized product-led sales pitch. Read on to see why it works.

How To Solve The Marketing Resource Paradox & Actually Do More With Less By Domenic Colasante
When and when not to use Marketing-as-a-Service (MaaS) organizations which can offer standardized processes for non-core services. When organizations handle non-core tasks, they often streamline processes and achieve better outcomes, resulting in time, energy and cost savings for the client.

B2B Customer Experience: Balancing the Human Factor By visionedge Marketing
Here’s how to avoid the dark side of AI and maximize the bright side to strike the right balance.  Read on to learn how technology is impacting the customer experience, talk about the dark side as well as the bright side (5 Ways to Strike the Right Balance Between Human Interaction and Technology Invest in Training).