Author: Karthik Nagendra

The Art and Science of Account-Based Marketing

Marketing to everybody is like marketing to nobody. The first step in ABM is identifying your ideal customer profile.” – Ankit Sharma. In episode 13 of the Shift podcast, Dr. Karthik Nagendra, CMO at DemandFarm, interviews Ankit Sharma, VP Marketing at Netcore Cloud. Join us as we delve into the dynamic world of ABM in the digital age, exploring the strategies, technologies, and best practices that are reshaping the way businesses engage with their most valuable accounts. Ankit Sharma shares his wealth of knowledge, offering unique insights into the evolving landscape of ABM and how it continues to drive exceptional results for organizations in today’s fast-paced and highly competitive business environment. In this episode, you’ll: – Learn the key strategies and tactics for implementing ABM effectively. – Discover the impact of AI, machine learning, and digital tools on ABM. – Explore the importance of sales and marketing alignment in ABM success. – Identify essential metrics for measuring the success of ABM campaigns.  

How TaskUs Achieved 30% Growth in Upsell Revenue & 20% Growth in Cross-sell Revenue

In this case study, we observe the key role of DemandFarm’s digital key account management software in increasing the upselling & cross-selling revenue of TaskUs. The case study covers Taskus’ journey of identifying the top key account management challenges to streamlining key account planning processes and finally registering revenue growth in its key accounts. Read the Entire Case Study by clicking here   Watch More: Leaders of TaskUs sharing about their Digital Account Management journey with DemandFarm

Building a Dynamic and Data-Driven Digital-First Sales Mindset

In episode 12 of the Shift podcast, join Dr. Karthik Nagendra, CMO at DemandFarm, and Peter Hanford, Group Director of Digital Growth at Ebiquity Plc, as they explore how organizations can thrive in today’s ever-changing business landscape by embracing digital transformation for sales success. Discover the power of data-driven strategies that fuel intelligent decision-making and strategic planning. Uncover insights into: Forging Data-Driven Brilliance: Get to the heart of sales success by leveraging clean and structured data. Uncover how data is the key to unlocking growth opportunities. Empowering Seamless Automation: Dive into the world of technology and automation, streamlining data tasks and enabling sales teams to shine. Explore how automation paves the way for rapid client segmentation and co-creation. Embracing Customer-Centricity: Shift your focus from internal goals to solving client problems. Learn how collaborative planning based on client objectives can lead to dynamic and adaptable strategies. Tune in to The Shift today!    

Streamlining the Sales Experience in Digital Key Account Management

In traditional sales operations, we have primarily focused on maintaining a healthy sales funnel, achieving high average win rates, and maintaining deal sizes. However, over the past decade, the selling process has undergone a complete transformation. We have transitioned to cloud-based and software selling models, shifting our focus to the customer’s product experience. In this context, Revenue Operations (RevOps) has emerged as a pivotal strategy that aims to align sales, marketing, and customer success throughout the customer journey. The goal is to break down traditional silos and establish a more consistent approach to enhancing the customer experience. The seamless integration of digital tools into the sales process has resulted in a more efficient and effective sales experience for both buyers and sellers. Digital transformation has opened up new possibilities for businesses, enabling them to deliver a seamless sales experience by streamlining processes, providing real-time data, and offering actionable insights. The RevOps team also collects, shares, and utilizes data to gain actionable insights that help teams make data-backed decisions. “Contrary to popular opinion, Revenue Operations is not a fancy term for Sales Operations. We need to take a more expansive view of RevOps as a whole. There are a lot more people involved in the revenue generation activity such as the customer subscription manager, and renewal manager to ensure that the customer adopts the product and is seamlessly engaged. RevOps includes everything from marketing operations to sales operations to customer success operations that are part of a larger ecosystem that works with the aim of providing a unique and engaging customer experience.”- Prasad Varahabhatla, Senior Director, Sales & Data Operations, Philips (Snippets from episode #8 of the Shift podcast) Sales teams can bank on AI-powered tools and data analytics to gain insights into their key accounts, identify new opportunities, and make more informed strategic decisions. The integration of digital tools and platforms has also created a more agile and adaptable approach to key account management, enabling swift adaptation to evolving market conditions, consumer expectations, and technological advancements. Benefits of Integrating Digital Tools into Sales Gain insights into key accounts Identify fresh opportunities Deliver a seamless sales experience Create an agile approach to Key Account Management According to Gartner, by 2025, 75% of the highest-growth companies in the world will implement the RevOps model. Moving forward, data will play a pivotal role in the success of any revenue operations strategy. By collecting, harnessing, and utilizing data, RevOps aims to foster even better synergy between marketing, sales, and success teams, ultimately leading to improved customer experiences. Sales Automation with AI to Optimize Customer Experience With the growing influence of RevOps and data-backed analytics, traditional strategies for one-off purchases are becoming redundant. Companies now focus on the entire customer journey and enhanced customer engagement to drive recurring revenues. The emphasis is on leveraging technological innovations, including artificial intelligence (AI), to automate workflows and achieve higher efficiencies. According to cross-functional research by the McKinsey Global Institute (MGI) technology can automate over 30% of sales and sales operations tasks. The most popular sales automation tools that harness AI include virtual assistants, chatbots, email, and appointment automation. Revolutionizing Sales with RevOps Align sales, marketing & customer success across the customer journey Break outdated siloed structures Enhance customer experience with consistency Leverage data to make strategic decisions From a skillset perspective, different teams that make RevOps need to be more curious and understand dependencies or processes that are dependent on them. They must possess a broader comprehension of the customer lifecycle and identify ways to eliminate friction from the customer experience. “We focus so much on the book or the process, we forget that these processes are there for a purpose which is to ease the way our customer or salesperson experiences the entire process. There’s a need for digital technology to automate non-value-added manual tasks and develop a level of transparency and seamlessness in the way the sales team or customer experiences our delivery.” – Prasad Varahabhatla, Senior Director, Sales & Data Operations, Philips (Snippets from episode #8 of the Shift podcast) Customer Adoption and Long-term Value Creation To boost revenue, cultivating long-term engagement with customers is essential. Achieving this requires consistent reminders of your product’s value and sustained value creation. The responsibility falls on the customer success manager to showcase the product’s features and benefits and how they add value to the customer. Customer value creation is integral to any business strategy and is increasingly driven by data-enabled insights and AI-powered tools. The adoption of digital tools allows you to comprehend evolving consumer needs and tailor your offerings accordingly. Depending on customer needs, systems must constantly evolve while ensuring the structures remain modular and scalable. Institutionalizing systems must be planned out in such a way that just a few tweaks can accommodate new features without having to make fundamental architectural shifts. The consumer and market constantly commands changes, and when that happens you must be ready with the right structures, technology, and solution architecture.  Adopting a digital-first mindset is the initial step in streamlining the customer experience.  “It’s not even a matter of choice anymore and the assumption that digital transformation is a choice is a joke. If digital transformation is implemented by a company and it doesn’t fundamentally change the job content of the people involved in that process, then we are doing it all wrong.” – Prasad Varahabhatla, Senior Director, Sales & Data Operations, Philips (Snippets from episode #8 of the Shift podcast) The Future is Digital Information and the power of data can be the deciding factors for the success of Rev Ops and your consumer engagement strategy. If Rev Ops is the machine, data is the fuel that keeps it running. If you can’t track customer data, manage assets, or use this information for future sales, you’ll miss out on opportunities.  “RevOps is a relay race and not a 100-meter dash and the most efficient way of implementing this is through digital transformation and data,” – Prasad Varahabhatla, Senior Director, Sales

Breaking boundaries: ABM in Digital Era

The B2B landscape is undergoing a dynamic transformation, propelled by the forces of digitization, technological breakthroughs, and evolving workstyles. This multifaceted shift is reshaping the business landscape, fostering unprecedented growth and diversification. Account-based marketing or ABM is one such strategy that is aligned with account-based sales to target high-value accounts with personalized and targeted campaigns. The thought behind account-based marketing is to shift focus from volume-based lead generation programs to high-value and key accounts that are treated as individual markets.  The guiding principles of ABM are the development of relationship strategies, account-specific messaging, and complete alignment between marketing and sales. ABM’s targeted activities go beyond the traditional practices of generic marketing and result in relationship acceleration where your team focuses on engaging and delighting high-value accounts. Groundbreaking technology such as Artificial Intelligence (AI) and Data Analytics are proving to be vital tools to implement ABM even as multichannel and omnichannel strategies are providing a more seamless customer experience.  Importance of personalized and targeted marketing strategies The cornerstone of ABM is a customized approach that uses personalized and targeted marketing strategies to create a seamless marketing experience. Data is collected from different sources and analyzed to identify patterns to effectively target best-fit, high-value accounts. These data insights also help marketers to clearly understand the specific requirements of their target accounts and nurture relationships with better engagement. Through a personalized and targeted approach, ABM aligns your solutions to the account’s business needs and creates competitive positioning.  Personalized marketing strategies have the potential to shift a targeted account from disinterest to engagement and awareness of your solutions. Targeted campaigns can also help you differentiate your offerings and position your company as the preferred provider of solutions for your high-value accounts.  “In the current digital landscape, we are overwhelmed with information and advertising. Account-based marketing narrows it down to a level at which we get customized messages that specifically address our needs as professionals, the roles that we play, and the personas we have.” – Tejas Arur, Business Communication & Customer Engagement Strategist, Axtria Inc (Snippets from episode #10 of the Shift podcast) Tune in to the episode 10 of the Shift podcast, Dr. Karthik Nagendra, CMO at Demand Farm, interviews Tejas Arur, Business Communication & Customer Engagement Strategist at Axtria Inc., about the key principles and strategies behind account-based marketing in a digital age. Personalized and targeted marketing strategies also help contextualize your message to the state of the account and this proves to be far more effective than the ‘spray and pray’ approach. Role of Data Analytics and AI in Account-based Marketing  AI and data analytics are transforming ABM by boosting personalization and creating meaningful communication. AI-enabled systems that align with your account’s needs also provide transparency which is crucial for the successful implementation of your strategies. Let’s look at how AI and data analytics are optimizing account-based marketing: 1. Account Profiling Profiling and defining customers is the starting point of any ABM program. The power of AI helps you deep dive into the internet and multiple databases to extract information for accurate customer profiling. This helps in the efficient allocation of your key resources to nurture key accounts and build lasting and fruitful relationships.  2. Creating Personalized Content Understanding your accounts and their specific needs and pain points can help you customize your offerings and provide bespoke solutions. With clear account profiles, ABM can customize content that appeals to your high-value accounts. AI can also help you segment data mined from CRM and marketing automation platforms to create hyper-individualized experiences. 3. Automating repetitive tasks ABM includes certain tasks like data management, campaign monitoring, and customer outreach that are significant but repetitive and tedious. You can leverage AI tools to automate these repetitive tasks and create more bandwidth for your team to focus on more strategic tasks to improve the overall campaign performance. Additionally, data management consulting can help ensure that your data processes are optimized, allowing for better decision-making and more effective use of AI tools in your ABM strategy.  4. Data Analytics & Reporting Data is the new currency and everywhere we go, we create data points that can be used by ABM to create bespoke experiences that suit the account’s needs specifically. AI-enabled tools help you demolish data silos by merging data from disparate sources.   “Data analytics help us analyze behavior as well as segment and micro-segment and personalize content. Engagement analytics help us perform AB testing to know what kind of messaging to have, the value proposition, and product and services that we need to position,” – Tejas Arur, Business Communication & Customer Engagement Strategist, Axtria Inc (Snippets from episode #10 of the Shift podcast) AI also adds a new dimension to ABM by elevating simple reporting and descriptive analytics to predictive analytics. This helps you to tweak your recommendations in real-time and ensure your audience is not hassled by irrelevant offers.  Synchronization between Account-based Marketing and Account-based Selling A comprehensive approach to ABM is built on the basis of complete synergy between marketing and sales. To ensure an engaging and personalized experience for your key accounts, you have to ensure that marketing and sales are on the same page. ABM can be successfully implemented only when roles and responsibilities are clearly assigned to the sales and marketing teams. They must work together on allocating resources for each account and ensuring that there’s a smooth transition between marketing and sales activities. The success of your account-based selling strategy largely depends on recognizing marketing as a part of the revenue team. Marketing can create customized marketing plans to create targeted campaigns for your high-value accounts. Both marketing and sales must work together at every step including reviewing the account plan and building successful campaigns.   “Sales teams and marketing assets are means to create an experience for the customer. Marketing and sales are not opposites; sales bring in outcomes that lead to instant gratification. Marketing takes longer, it’s more empirical and the messaging creates a brand, a personality, and

Quality over Quantity: How Focusing on a Select Few Accounts Can Drive Greater Success in Digital Key Account Management

Quality over Quantity: How Focusing on a Select Few Accounts Can Drive Greater Success in Digital Key Account Management As digital Key Account Management grows in relevance, many organizations find themselves confounded by the question of whether obtaining new customers is more important than retaining existing key clients. While there is merit in acquiring multiple accounts to meet higher revenue targets, less is usually more if you aim to drive greater and lasting success. A winning strategy is built around being selective and choosing quality over quantity. Not all your client accounts are equal and an integral part of strategic account management is identifying accounts that show the potential to grow in size and importance. To stay on track, your team needs to regularly review key accounts to understand the time, resources, and manpower they require and recalibrate strategy. Focusing on a select few accounts is also good for your organization as it leads to long-term growth, higher revenue, and improved brand reputation. Digital Account Management Masterclass by Pawanjeet Singh – AVP & Head of Sales at DemandFarm  The Pitfalls of Quantity-focused Account Management Many businesses fixate on acquiring new accounts, driven by the belief that more accounts lead to increased earnings. But if you’re obsessed only with numbers, you could be missing the trees for the woods. Quantity-focused account management may work in the short term but usually falters as a long-term strategy. On the contrary, quality accounts offer bigger opportunities to generate revenue for your company. Accounts with high growth potential could also turn into your biggest and most valued partners. Challenges and Limitations of Managing a Large Number of Accounts When you’re focused on quantity, you’re constantly vying to get as many accounts as possible, without giving much thought to quality. This could mean a waste of time, energy, and resources on following up on prospects that will do little good for your brand. Another downside of focusing on a large number of accounts is the reduced efficiency of your KAM managers. If a majority of your accounts are classified as strategic, you run the risk of spreading your resources too thin. A compromise in resources usually impacts the quality of your team’s output and is likely to leave your clients dissatisfied and even disgruntled. Dilution of Resources and Attention Strategic account management works when the engagement with each account is consistent and meets a high benchmark of quality. KAM managers are required to pay close attention to the needs of each account and allocate enough time and resources to manage them well. However, when you focus on quantity, you end up burdening your account managers with more clients than they can handle. This often leads to a lack of attention and personalization that can hamper your relationship with key clients. Lack of Personalization and Tailored Strategies Even as you classify and tag your accounts in different categories, it’s important to remember that you are dealing with people. They include buyers, managers, and senior decision-makers. Understanding each person in this equation is essential to meet the account’s goals and requirements. As a part of the KAM strategy, you need to be nuanced and develop customized solutions to provide greater value. A large number of KAM accounts may come in the way of this tailored approach that is essential to building enduring partnerships. Potential Loss of Focus on High-Value Accounts You may start client engagement with great enthusiasm, but the burden of multiple accounts is likely to bog you down and lead to inconsistencies. High-value accounts require a focused approach and any loss of focus can result in strained relationships. An important relationship built over time can crumble due to a scattered approach and this could mean not just loss of revenue but can seriously dampen your reputation and image. The Benefits of Quality-focused Account Management By choosing quality-focused account management, you invest in long-term relationships resulting in consistent growth for your clients as well as your organization. With a focus on quality over quantity, your efforts will be concentrated on accounts with the highest lifetime value. You will also build a stronger team that invests their effort and energy in cultivating relationships that help your company’s bottom line. Enhanced Customer Relationships and Trust When you prioritize quality, you are actually prioritizing the needs of the customer. This approach leads to enhanced trust in customer relationships and raises client satisfaction. Once your key clients feel valued, you can be assured of their loyalty and reliance. With a quality-centric approach, your clients turn into your brand advocates and endorse your services in the public domain. These clients are likely to share their positive experiences with their friends and colleagues and recommend your brand. Deeper Understanding of Customer Needs and Objectives Understanding your customers is crucial at all stages of strategic account management. AI tools can efficiently drive customer profiling and facilitate a deeper understanding of prospects. Data is analyzed from sources like CRM systems, website interactions, and social media to arrive at a deeper understanding of your customers, needs and goals. These insights also help you visualize the customer’s pain points, preferences, and buying behaviors. Customized Solutions and Value-added Services With precise customer profiling, your team can create personalized strategies that appeal to your select audience. A quality-focused approach also supports innovation as it motivates you to constantly push the envelope and come up with creative solutions. This mindset gives you a competitive edge and sets you apart from your rivals. AI-powered tools can help you mine data connected to customer interactions and past purchases. Based on insights derived from this data, AI can customize solutions and create value-added services for your select accounts. Increased Revenue Potential and Long-term Partnership Opportunities Focusing on quality in digital Key Account Management leads to better ROI from your strategies, as your efforts and resources are aligned towards finding and retaining your most promising accounts. This is also the best way to know your audience better and deliver more targeted Key

Automate to Accelerate: Streamlining Sales Processes for Greater Efficiency and Productivity

Automate to Accelerate: Streamlining Sales Processes for Greater Efficiency and Productivity Automation of standard and routine tasks is one of the biggest trends that is shaping the modern business landscape. Top companies and organizations are keenly embracing automation to drive cost efficiency and improved sales. Automation in the sales realm is proving to be particularly useful as it helps streamline several processes resulting in higher productivity and efficiency. Several new-age tools are being adopted to eliminate or reduce the time spent on tedious or administrative tasks and free up bandwidth for sales reps to focus on revenue-generating tasks. A cross-functional research conducted by the McKinsey Global Institute (MGI) reports that technology can automate almost a third of sales and sales operations tasks. For instance, messages shared by salespeople at different junctures of the customer journey can be automated. This simple automated task gives them more time to nurture leads to close more deals and consolidate existing customer relationships. Understanding Sales Automation To fully understand the application and benefits of sales automation, let us first understand what it entails. Sales automation is the process of leveraging software and digital tools to automate a wide range of sales processes from email marketing, to lead generation and sales forecasting. The most widely used tools for sales automation leverage artificial intelligence (AI) and include chatbots, virtual assistants, email, and appointment automation. For example, a gym sales CRM can help streamline tasks like membership management, client follow-ups, and appointment scheduling, improving overall operational efficiency. These cutting-edge tools are invaluable resources for sales reps and help them finalize more deals while establishing stronger relationships with customers. Sales automation tools can also be merged with customer relationship management (CRM) systems to provide smarter insights into the requirements of your buyers. By understanding your audience, their needs, habits, and pain points, you can customize and fine-tune your sales strategy and customize your campaigns to funnel leads through the customer’s journey. Lead Generation and Management Leads are generated in large volumes at the beginning of the sales process. Sifting through this ocean of data can be tiring and time-consuming. It’s also challenging for your sales reps to gauge a lead’s actual interest in your product or service. Thanks to sales automation tools, you can now prioritize leads, channel your team’s energy, and focus on the most valuable ones. By leveraging artificial intelligence, sales automation tools can simplify several tasks such as lead generation and lead scoring, and achieve maximum conversions and higher efficiency. During the prospecting stage, sales automation tools provide information about leads to sales reps and help them create a great first impression. Your sales team spends a lot of time and energy in qualifying leads and remains uncertain about conversion. They can now rely on automation of the lead prioritization process to qualify leads faster. Sales automation tools can ensure that prospects are right for your business before you start contacting them. This process is a boon, especially for organizations that face the challenge of longer sales cycles and low conversion rates. Sales reps depend on lead scoring to know the status of the lead in the sales process. By leveraging lead scoring they can decide if the lead is sales ready, a warm lead, or a cold lead. A sales tracking software can automate this process and help you identify people who are most likely to buy from your business. Instead of servicing every customer, your team can concentrate on interacting with warm leads and ensuring their conversion. They can also tap into automated lead enrichment tools to mine customer information from different data sources. This arms your sales reps with a comprehensive profile of prospects to nurture their relationship with them. Streamlining Sales Funnel and Pipeline Management It’s the aim of every business to maximize leads in their sales pipeline, as more leads result in more conversions and higher profits. However, managing leads and converting them requires more sophisticated tools than spreadsheets and email. With the help of sales automation tools, a large volume of leads can be managed in the sales funnel. AI-powered sales automation tools mine customer data and contact details and streamline regular communication apart from making product recommendations to customers. You can also utilize these tools to standardize and refine the sales workflow over time. Sales automation provides a holistic picture of your sales pipeline and aids in the identification of promising leads and opportunities. They also give you an overview of where the prospects are placed in the buying cycle and help you strategize successful conversions. Sales Reporting and Analytics Automation tools are also favored for their analytics and reporting capabilities. In order to stay on top of your KPIs and sales metrics you need access to in-depth analytics. These tools are a great asset as they are capable of automatically generating reports for stakeholders and managers. Sales leaders are increasingly counting on sales automation to spot opportunities and make data-driven business decisions. Automation is more relevant than ever as it helps in generating consistent data and processes for your entire team. With the help of automation, you can avoid discrepancies and duplications that might hamper your sales processes. By reducing the scope for human error, you can guarantee the accuracy of your data and findings. Integrating CRM and Sales Automation In these times dominated by digital innovations, optimizing the customer experience and staying ahead of the competition requires us to actively integrate our systems and create scalable synergies. By adopting Salesforce integration, we can bring together CRM systems and sales automation and streamline these processes. AI tools used in sales automation play an important role in understanding customers creating a deeper understanding of prospects. Data from various sources such as CRM systems, website interactions, and social media is analyzed to create customer profiles that are a big asset for sales reps. This is just one example of salesforce integration, and sales automation features are included in many CRM systems. Integrating these two integral platforms can go a long

Forrester has named DemandFarm in its report, “The Account-Based Selling Technologies Landscape”

New York, 14th July 2023, DemandFarm, a leading player in account-based sales solutions, is proud to announce its recognition in the Forrester Research report “The Account-Based Selling Technologies Landscape, Q2 2023.”  The report evaluated over 30 account-based selling technology providers and highlighted DemandFarm’s ability to help companies achieve their account-based goals by providing a comprehensive suite of features that enable them to align their sales, marketing, and customer success teams. “We are thrilled to be recognized by Forrester for our account-based management capabilities,” said Abhijit Gangoli, CEO & Co-Founder of DemandFarm. “This recognition is a testament to our commitment to helping our customers achieve their account-based goals and driving revenue growth. We are proud to be part of the account-based selling technology landscape and look forward to continuing to innovate and deliver value to our customers.” Forrester defines account-based selling technologies as: “Strategic account mapping and alignment technologies that help organizations’ account planning and execution efforts by revealing complex relationships; identifying white space; supporting opportunity planning efforts; and enabling collaboration that makes it easier to identify, win, retain, and grow business with key accounts.” Forrester’s report highlights the popularity and increasing importance of account-based selling (ABS) in recent years. ABS platforms allow sellers to gain visibility into account potential, streamline account planning processes, and increase sales rep efficiency. The report notes that ABS has evolved from a set of tools focused mainly on embedding a sales process or methodology to a market that uses data governance and AI to provide more meaningful insights and predictive actions for complex sales motions.  The expanding landscape of ABS technologies can leave buyers with too many vendors to choose from. However, it is important to select the right ABS vendor based on business goals, vendor size, type of offering, geography, and use case differentiation. Moving forward, ABS technologies are expected to undergo further evolution, with a growing focus on investing in artificial intelligence (AI) and closer integration between marketing and sales tech stacks. Businesses that invest in these platforms can expect to see increased performance from their sellers, deeper insights into account potential, and a more sustainable and predictive sales process.The platform is expected to underpin collaboration spaces that bring together internal and external stakeholders to increase alignment and opportunity potential. About DemandFarm: DemandFarm helps companies visualize, plan and grow Key Account Sales. It helps companies manage key account selling inside their CRMs to centralize sales knowledge, find missed opportunities and create consistent growth across their organizations. With 250+ clients and 25,000+ users since 2016 customers like TaskUs, Slalom, Contentful, Zebra, AGS Health, Emids, Duke Energy, Mindtree, Cloud Academy trust DemandFarm with their key account planning.

How to Develop a Winning Digital-First Sales Strategy

In episode 11 of the Shift podcast, Dr. Karthik Nagendra, CMO at DemandFarm, interviews Julie Lentz, Head of Retail Industry Media Sales for Google. Learn how organizations can develop a digital-first approach to sales that not only engages customers but also fuels revenue growth. In this podcast, you’ll learn: 1. The importance of balancing data and relationships in key account management 2. The significance of empathy and change management in driving digital transformation 3. How to use technology to improve digital selling 4. How to develop a digital-first sales strategy that engages customers and fuels revenue growth Tune in to The Shift today!

The Shift Podcast on Digital Key Account Management: Tejas Arur, Business Communication & Customer Engagement Strategist at Axtria Inc

Have you wondered how to engage specific high-value accounts effectively? In episode 10 of the Shift podcast, Dr. Karthik Nagendra, CMO at Demand Farm, interviews Tejas Arur, Business Communication & Customer Engagement Strategist at Axtria Inc., about the key principles and strategies behind account-based marketing in a digital age. They discuss the importance of personalized and targeted marketing strategies, the role of data analytics and AI in account-based marketing, and the need for synchronization between account-based marketing and account-based selling. Don’t miss out on their unique perspective on: Are personalized and targeted marketing strategies vital in today’s digital landscape? How does data analytics and AI elevate your account-based marketing efforts? What’s the key to synchronizing account-based marketing and account-based selling? How can you create a seamless customer experience through multichannel and omnichannel strategies? Tune in to The Shift Podcast today!