Every sales technology vendor seems to be using the word “agentic” now. But there is an important difference between an AI tool that helps a salesperson complete a task and an AI agent that can manage a workflow, make decisions, use multiple systems, and take action with limited human intervention.…
Author: Gary Howe
At some point over the past 18 months, B2B buying changed in a way most sales and marketing teams have not fully caught up with. Not gradually. Structurally. The change is this: buyers are now forming a B2B buyer shortlist before they ever speak to a vendor. They are using…
Introduction Recognition is much more than a simple pat on the back. This component of workplace culture exerts a direct impact on employee engagement, morale, productivity, and retention. Even so, a recent survey indicates that merely 55% of employees report truly feeling recognized at work. This figure ought to serve…
Data accessibility is emerging as the biggest roadblock to AI adoption in B2B marketing, according to a recent Hightouch report. While businesses are heavily investing in artificial intelligence to help them better target, personalize, and run more efficient campaigns, fragmented and inaccessible data is preventing AI from providing the full…
Mercado Libre, the consumer e-commerce giant hot throughout Latin America, has announced the debut of a dedicated business-to-business (B2B) unit – a strategic jump that puts its heralded digital payment platform Mercado Pago at the center of an ambitious new growth push. Executives say the initiative to change the way…
Transforming talent acquisition for speed, accuracy, and competitive advantage Recruiting has changed more in the last five years than it did in the two decades prior. The problem increased competition for quality talent due to factors such as the scarcity of talent, changing labour market dynamics, changing expectations of candidates…
Introduction: The New Era of Personalization The contemporary B2B buyer is not only better informed than ever before, but better connected as well as being selective. Sirius Decisions assume that consumers fill out 67 per cent of the buying experience online before securing the attention of a sales agent. In…
Customer Relationship Management (CRM) tools have become the hub and core of modern sales and marketing. Yet, there has always been one major obstacle: CRM data entry. Reps are spending hours updating contacts, logging calls, and manually entering company information. Managers regularly gripe about severely incomplete records, duplicates, and outdated…
Introduction: Cookie Crisis vs. Competitive Advantage Over a number of years, the third-party cookies were the service to online advertisement. They gave the ability to track individuals at a granular level, estimate, determine intent, enable retargeting, and personalize cross-site. But consumer privacy concerns, tough regulations (such as GDPR and CCPA),…
Why fostering belonging is now a critical business performance strategy Creating workplaces where people feel respected, included and connected has been a cultural aspiration for years. Today it is business necessity. Belonging has emerged as one of the strongest drivers of engagement, performance, and retention in the modern workforce. Employees…