The 2017 Trends and Tech Guide for B2B Sales and Marketing is a brand-new eBook by Prezi, Ambition, and LeadGenius. The premise: 9 high-level overviews of the most pivotal trends impacting B2B sales, marketing, support and operations. An accompanying guide profiles 112 software tools that solve the most pivotal needs for B2B business teams in 2017 and beyond.
Each chapter inside the 38 page eBook focuses on a particular trend, lists the needs associated with that trend, and ends with software profiles of 10-15 tools most likely to help. To give you a primer, here's a look at the software tools designated best-in-class for account based marketing.
The 12 Best Account Based Marketing Tools for 2017
#1. LeadGenius. Intelligent prospecting to find key decision-makers.
As your target database begins to grow, LeadGenius helps you prune prospects, cultivate customers, and zero-in on company decision-makers. Use it to ditch bad leads, unearth new stakeholders and decision-makers, and scale your best-performing campaigns with A/B test-ready email outreach capabilities. Plus, you get unlimited users, so you can scale up without scraping the bottom of your budget barrel.
Best for: Sales and marketing teams that want to function as two limbs of the same organism, supporting each other’s goals, evolving together, and perfecting the buyer journey.
#2. DiscoverOrg. Automate and integrate prospect targeting and tracking.
The foundation of a successful, scalable B2B sales process lies in your list of target accounts. The more extensive, accurate, and in-depth your list of contacts and their prospect accounts, the better your chances of scaling your sales and marketing efforts. Enter DiscoverOrg. This is the most robust solution in sales and marketing intelligence on the planet. Get full contact lists that auto-update (in your CRM!) as prospect and account information changes. Email, phone, social info, organizational charts and buying trigger data are all included.
Best for: Sales teams selling complex deals to accounts with multiple decision makers.
#3. Datanyze. Data-driven prospecting, insights and automation.
Datanyze is like a secret sales agent that really wants to get to know you. Use it for unparalleled competitor analysis, building and vetting prospects, and organizing key targets -- plus, see tough-to-find info, such as which targets have adopted or dropped competitors, or who’s visiting your site and why (without them having to fill out a single form). Datanyze lets you build targeted lists via LinkedIn Sales Navigator, import them directly into Salesforce, and basically equips your sales team to storm markets and capture revenue.
Best for: Hard-hitting sales organizations that are ready to fight the competition using hyper-targeted information and gutsy tactics.
#4. DataFox. Take command of prospect data with automated health checks.
A healthy prospect database is essentially a contact list with the following 3 characteristics: appropriate targets, accurate data, and properly enriched prospect and account information. If one or more of those components is missing from your current database, it’s time to bring in DataFox. This is a great solution that assesses the overall health and quality of your data, identifies and resolves discrepancies, and enables you to quickly discover and add targeted accounts and prospects on the fly. For good measure, DataFox also has a Company Signals feature that adds continuous value and insight to your prospecting efforts.
Best for: Sales and marketing organizations frustrated by dirty and missing prospect data.
#5. ZenProspect. Precision prospecting, unified outreach + high-quality leads.
ZenProspect is the only complete, all-in-one sales intelligence and automation tool on the market, letting you target prospects and accounts based on key data points like industry, company size, role, and existing technology in use. Import leads directly into your CRM, along with all of their current contact information and relevant metrics. Run outbound email and call campaigns complete with scheduling, segmentation, messaging analytics, and A/B testing, all from a single interface.
Best for: B2B sales and marketing teams who want to synchronize, streamline, and spruce up their prospecting process.
#6. LeanData. 360° lead management for the sales team with no time to lose.
The more disciplined, strategic, and coordinated your sales lead management, the higher the returns from all your sales and marketing efforts. Unlike the prototypical CRM or Marketing Automation platform, LeanData focuses exclusively on all things lead management. Get total transparency on attribution, routing, workflow, and sales cycle progression with drag-and-drop self-serve interfaces and visually compelling real-time reporting.
Best for: Sales organizations that lack coordination and insight into sales lead management.
#7. InsideView. Precision targeting for B2B sales and marketing.
InsideView starts with major league account and prospect intelligence, and from there, leads your sales and marketing efforts to the promised land. The targeting intelligence capabilities of InsideView are threefold: key data points for prospects and contacts, real-time insights from social and press sources, and a view into your connected network within each account. The platform itself leverages all this data by syncing it with your existing CRM and marketing automation solutions, and embedding relevant intelligence throughout your workflow and funnel. The definition of actionable intelligence and transparency into all your key accounts.
Best for: Account-based teams and challenger sales organizations with complex sales cycles.
#8. Engagio. Run account-based everything, anywhere.
Engagio is leading the account-based movement with a complementary platform that syncs directly to existing marketing automation solutions. Engagio adds value by equipping marketing, sales, and customer success with account-centric analytics and orchestrated outbound interactions. Account insights range from who to target, who’s engaged, and which accounts are getting touched by marketing and sales. If those numbers are important, yet foreign, to your current strategy, give Engagio a look.
Best for: Companies that are running account-based anything.
#9. Terminus. Scalable, simple account-based marketing for ABM newbies.
Terminus brings an amazing level of simplicity and scalability to marketing teams that in the beginning stages of scaling their strategies. Using the platform’s sleek, no-nonsense interface, B2B marketing leaders can set up and run tailored campaigns in 3 easy steps. If you’re new to ABM and need a platform that can show you the ropes while you see your strategy through to completion, Terminus is a great option.
Best for: Entry-level account-based marketing teams using Salesforce.
#10. Demandbase. End-to-end account-based marketing, ready to go big.
Demandbase is built to tackle all four corners of an account-based marketing strategy, offering robust solutions for identifying target accounts, running tailored advertising campaigns, routing insights to sales, and analyzing your sales funnel through an ABM lens. Huge value for committed account-based organizations looking to ramp up ABM efforts.
Best for: Mid-market and enterprise B2B companies leveraging an account-based marketing strategy.
#11. Nudge. Up-to-the-minute prospect insights from all around the internet.
An excellent prospect information aggregator, Nudge plugs into Gmail and shows you comprehensive information on your prospect as well as their company, including latest news, press hits, social media posts, and more. Nudge is a great tool for discovering your prospect’s social channels, gaining insight into their behaviors, and getting timely updates on the state of the accounts you’re trying to close.
Best for: B2B sales reps with larger target accounts and more complex sales processes.
#12. Owler. Ad hoc investigative insights for teams with zero time for research.
Researching a prospect can help you walk into a meeting and use their own words to sell them on your solution. Owler lets you do efficient, on-the-spot research on prospects -- for free -- and offers comprehensive insights that you can modify and slice as you see fit.
Best for: B2B reps pitching solutions to hard-to-impress decision-makers.
Download the 2017 Trends & Tech Guide for B2B Sales + Marketing
The 2017 Trends and Tech Guide for B2B Sales and Marketing is free to download at b2btrendsandtech.com. Just enter your email and get instant access to the 38 page guide, chock full of original analysis and full profiles of 112 unique software solutions to help you meet your business needs this year.
Ambition: B2B Sales Force Management Software
Ambition is a sales management platform that syncs Salesforce and other data systems on one simple interface.
Ambition clients sync data systems like Salesforce, Cisco, and PeopleSoft, track real-time performance metrics and broadcast benchmarks, scorecards, goal acquisition and predictive analytics via dashboards and office TVs.
Ambition helps sales leaders manage people and operations more efficiently using powerful sales metric, contest, and report builders run via simple drag-and-drop interface.
- FiveStars: Adam Wall. Sr. Manager of Sales Operations .
- Filemaker: Brad Freitag. Vice-President of Worldwide Sales.
- Outreach: Mark Kosoglow. Vice-President of Sales.
- Cell Marque: Lauren Hopson. Director of Sales & Marketing.
- Access America Transport: Ted Alling. Chief Executive Officer.
Watch Product Walkthroughs:
- ChowNow. Led by Vice-President of Sales, Drew Woodcock.
- Outreach. Led by Sales Development Manager, Alex Lynn.
- AMX Logistics. Led by Executive Vice-President ,Jared Moore.
Read Case Studies:
- Clayton Homes: HBR finds triple-digit growth in 3 sales efficiency metrics.
- Coyote Logistics: Monthly revenue per broker grew $525 in 6 months.
- Peek: Monthly sales activity volume grew 142% in 6 months.
- Vorsight: Monthly sales conversations grew 300% in 6 months.
Contact us to learn how Ambition can impact your sales organization today.