Experts in Demand Generation and Sales Enablement

For speakers at Raconteur’s event to discuss the research, the findings chime with their experience of decision-making –⁠ both in their own businesses and those they sell to.
“We’re seeing a lot more involvement in the buying process –⁠ a lot more engagement –⁠ particularly from procurement functions but also from legal functions in any decision-making,” says Paul Coxhill, the CEO of Warc, a marketing insights firm. “Anything...

In a robust economy, companies hire sales personnel hand-over-fist, often allowing them to overlook the low productivity levels of many reps. In that construct, the strong performance of the few can obfuscate the mediocrity of the many. But what happens...

Fears of a looming recession yielded a vast amount of discourse and insights from marketers in 2022. What does the data say? Peter Field of IPA analyzed the business impacts of different marketing strategies during the 2008 recession. He found that marketers...

The verdict is clear: interruptions are out, intent is in. The future of digital marketing and advertising success will be defined by understanding a user’s intentions and serving content that aligns, rather than distracting or annoying.
The value of intent-based marketing as a practice is rapidly on the rise. There are very specific forces driving this emergence....