Title: Tips for Maximizing B2B Revenue Strategies
As the moderator of an insightful panel discussion at G2 Reach 2023, I had the unique opportunity to explore revenue strategies with executives from a few of G2’s partner companies. In this beginner’s guide, we will be discussing the key takeaways from our discussion that can help B2B organizations think strategically about how they can best amp up their revenue teams.
Embrace Automation and Vendor Consolidation
One of the key takeaways from our panel discussion was the importance of embracing automation and vendor consolidation in driving revenue growth. Udi Ledergor, Chief Evangelist at Gong, highlighted the need for businesses to invest in AI tools that analyze and interpret data in real time, provide account and message recommendations, automate content creation, and facilitate more effective sales processes. By eliminating human effort from repetitive tasks, resources can be redirected towards more significant, strategic roles in the revenue organization.
Another way to increase efficiency is to consolidate vendors, as managing and streamlining operations can become challenging and costly in an era where technology rules and multiple vendors offer various services. By consolidating vendors, organizations can reduce expenditure, enhance productivity, and improve the buyer’s experience.
Identify and Leverage Intent Data
The conversation also touched on the importance of intent data, with Bryan Law, Chief Marketing Officer at ZoomInfo, explaining the different types to consider. Known Intent and Champion Moves are two key types of intent data that can help companies effectively engage potential clients and provide tailored experiences that can improve the client’s journey and eventually lead to successful conversions.
Bryan suggested that companies should first be starting with answering what strategy they are trying to achieve before determining which type of intent data to embrace.
Ensure Optimal Utilization of Data and Technologies
In addition to embracing automation and intent data, Diana Luu, Canada Country Manager & Senior Director of Strategic Accounts at LinkedIn, discussed the need for technology to play an integral role in driving a rewarding customer experience. She stressed the importance of evaluating technological tools and utilizing data to help marketers validate their target audience, creating effective messaging strategies.
Diana emphasized the need for tools that aid the sales team in providing an improved customer journey and shared how LinkedIn uses its own data to empower the sales teams, aiding them in identifying new buyers and engaging with the customer base.
Accelerating Revenue in 2024
Accelerating revenue is a focal point and major challenge among B2B organizations today. The overarching takeaway from the discussion is that rapidly innovating and keeping up with industry shifts requires the interplay of technology, data, and alignment between teams. By embracing automation, leveraging intent data, and ensuring optimal utilization of data and technologies, B2B organizations can maximize their revenue strategies and gain insights, coach, pivot, and move deals along faster.
If you missed it, you can watch this recorded panel on our G2 Reach site.
In conclusion, by following the advice of Udi, Bryan, and Diana for 2024, businesses can look forward to a more efficient and aligned future.