The era of the anywhere, anytime enterprise has arrived!

The B2B Buyer’s Journey Has Changed!

B2B buyers no longer move through a funnel one step at a time. They do their research online, through subscription services, by following thought leaders and by reading client reviews and testimonials. Their demands and expectations of sales representatives have also evolved.

Successful B2B Sales reps have also evolved into highly informed and educated domain experts who act like business partners, not sellers. They build long term trusted relationships with key influencers and decision-makers in accounts. In order to win the trust of their prospective buyers, they need to pay attention to every detail and always be on top of their game.

Account-Based Sales and Marketing (ABM)

Personalizing B2B sales and marketing is the order of the day. Account-based everything is a strong concept that is, however, very resource-intensive. Staying ahead of the people and events shaping the industry is a tall order that is further exacerbated by the abundance and frequency of news and events. Account-based sales and marketing promises to deliver a 75% higher return on investment than other marketing approaches.

77% of ABM Projects Have Not Delivered RoI

Key constraints preventing ABM from delivering on its promise:

  • Too much information to process to stay current with all of a client’s needs 
  • Long sales cycle and changing decision-makers and influencers
  • The need to personalize every correspondence and communicate frequently
  • Constantly having to produce engaging content
  • Personalization at scale

Current MarTech Stacks are Fragmented and Antiquated

ABM requires marketing and sales teams to operate as one integrated unit. 

To run efficiently, ABM requires seamless operations between content creation, marketing automation, CRM, analytics, and people and account intelligence. Most large enterprise sales and marketing technology stacks are a smorgasbord of disparate antiquated technology. Leading CRM, Marketing Automation, Content Creation and Analytics technologies are islands that are expensive and difficult to connect amongst each other.  

 A vast majority of ABM projects is stuck in kick-off hell for months, even years, without delivering measurable results.

 It’s B2B, NOT B2C

The lucrative nature of B2B sales and marketing has lured a large number of under-qualified technologies, vendors, subject matter experts and thought leaders. Ideas that work highly effectively in the B2C world do not translate into B2B. 

 A vast majority of ABM projects is stuck in kick-off hell for months, even years, without delivering measurable results.

AI is the Game Changer

AI provides unprecedented opportunities to connect the dots, scour large volumes of data,  predict personalities of your buyers and help drive personalization at scale.

xiQ Jump Starts ABM

xiQ is the leading AI-based, SaaS platform for B2B sales and marketing. xiQ re-envisions B2B Strategic Sales and Account-Based Marketing in the context of an AI-powered, anytime, anywhere world.

xiQ equips the modern sales reps with the tools they need to drive intelligent engagement, personalize relationships with buyers and increase deal sizes.

Designed for B2B professionals by B2B professionals, xiQ applies design thinking to analyze and reconstruct different stages of the funnel using AI tools to: 

  • Develop engaging content for ABM and 1:1 client communications
  • Accelerate the campaign development and execution cycle
  • Allow more frequent cadence with clients
  • Analyze client engagement and extrapolate intent data of prospects
  • Predict the personality types of buyers in order for sales reps to custom-tailor their sales pitches
  • Analyze account activities, present sales triggers and alert sales reps so they are not caught off guard
  • Prioritize accounts for sales reps based on the account activity and propensity to purchase

xiQ is Instantly Deployable and Operational

For more information visit www.xiqinc.com, and schedule your personal demo to understand how xiQ can help you avoid costly delays in setting up and kicking off ABM projects and achieve the promised ROI faster.

ABOUT THE AUTHOR

Usman Sheikh

Founder and CEO

xiQ, Inc.

Usman Sheikh is founder and CEO of xiQ, Inc. xiQ has been developed on three principles:

  • Leverage AI to reimagine the buyer’s journey and customer engagement
  • Use of mobile technology to provide ubiquitous access to business-critical information
  • Design thinking to develop user-centric experiences

Prior to founding xiQ, Usman was a Vice President with SAP, SE where he had the first-hand experience with ABM and B2B Sales. Usman has worked in over 40 countries and lived in Singapore, Germany, and the United States. Currently, he resides in the Silicon Valley, San Francisco Bay Area.