Next Generation B2B sellers – a Hybrid of Sales and Marketing

“The misalignment of sales and marketing teams costs $1 trillion a year because of wasted marketing efforts and low sales productivity.”

Source: HubSpot

Many B2B companies are beginning to realize how much revenue they’re losing because of the friction between sales and marketing.

With in-person events and face to face meetings being canceled, marketers have had to adapt to digital communication channels to foster relationships.

Marketers’ biggest challenge right now includes finding new ways to connect with buyers in a saturated digital landscape and maintaining a consistent stream of relevant content to engage prospects. Buyers tend to carry out 83% of their buying journey digitally, taking control of researching the products and solutions they are going to buy rather than just picking up the phone and speaking to their potential suppliers.

How can marketers respond to this situation with agility and make sure they don’t come across as pushy salespeople?

xiQ’s AI powered B2B marketing platform is designed to respond to this new reality by helping marketers share relevant information that is designed to educate prospective buyers

xiQ does this by using AI to discover relevant third-party content from reputable sources and combining it with their own collateral, to create thought leadership campaigns in minutes. Machine learning allows marketers to curate custom content that caters to the preferences and needs of their prospective buyer – at scale. By creating highly personalized campaigns, xiQ allows marketers to establish regular cadence and build 1:1 relationships with their prospects and in doing so earn the respect of their sales colleagues.

xiQ mines individual buyer engagement, then prioritizes audiences based on their engagement levels and extrapolates first-hand intent data. This first-hand intent data directly co-relates with prospect preferences, and is, therefore, a much finer representation of what is on top of the buyer’s mind.

xiQ combines psychometric analysis with AI to generate DISC personality insights. Armed with these insights, sellers can develop personalized communication strategies to build trusted relationships with future customers.

xiQ is an end-to-end, closed loop B2B sales and marketing platform that provides:

  • Personality Insights
  • Account Intelligence
  • Content Curation
  • Campaign Execution
  • Campaign Analytics
  • Intent Data
  • Prioritize Accounts

Its unique ability to combine behavioral science and machine learning accelerates the sales cycle and makes it intelligent. By being a closed loop platform, xiQ bridges gaps between sales and marketing, enables collaboration, and drive agility.

ABOUT THE AUTHOR

Usman Sheikh

Founder and CEO

xiQ, Inc.

Usman Sheikh is founder and CEO of xiQ, Inc. 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.