Salesforce, Marketing Automation & AI Insights for B2B Revenue Leaders
Welcome to the Gabriel Sales resource for B2B marketing and sales leaders who have invested in Salesforce, Marketing Automation and AI but have not yet unlocked the full return. Here you’ll find practical, field-tested Salesforce marketing automation guidance covering Salesforce, Marketing Cloud Account Engagement (formerly Pardot), Marketing Cloud Next, your customer data, and the AI tools now reshaping how revenue, marketing and sales teams work. Every article is written by practitioners with 15+ years in the trenches, so you get strategy you can act on this week, not theory.
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Recent Posts
Sales Funnel Results With Lead Nurturing
Watch Time – 4:00
In this video we explain how long it takes to launch a demand generation, lead nurturing engine and sales automation engine. Then we benchmark the sales funnel results you should expect running a campaign to both 5,000 and 10,000 well targeted buyers.
Why Outsource Lead Nurturing and Demand Generation
According to Forrester, your typical buyer now consumes 7-15 pieces of digital content prior to engaging with a sales rep. And 80% of buyers want to avoid scheduling time with a sale rep until they have completed their pre-sales research and are “Sales Ready”. This change in modern buyer’s expectations and needs is so rapid that, according to a recent Adobe research project, 82% of marketing professionals stated that marketing has changed more in the past two years than it has over the past fifty years.
Case Study: A Founder-Led Software Company Had Great Content and Four Sales Reps. Gabriel Sales Built the System That Connected Them to Generate Sales Ready Leads
Client Type: Medical Compliance Software and Training Platform Solution: Salesforce + Account Engagement + Sales Enablement + Managed Services Gabriel Sales Helps CEO and Thought Leaders to fully leverage their marketing automation tools to generate sales ready leads...
Case Study: Industrial Products Manufacturer Generates 420 Sales-Ready Leads by Scaling Salesforce Account Engagement from 2 to 24 Lead Nurturing and Lead Scoring Campaigns
The five-person marketing team was very skilled in brand awareness, creative, strategy, tradeshow & event support, product marketing and inbound marketing. After years of successful event marketing, media and PPC marketing, they had captured and created an opt in database of close to 70% of the existing market.
Reasons to Consider Outsourcing Sales and Marketing Operations
For many businesses ready for growth, it’s fairly typical to consider outsourcing sales and marketing operations along with other various business functions including: human resources, accounting and IT. Historically, when it comes to scaling sales and marketing...
Lead Nurturing Drives Sales Ready Leads Success Video
Watch Time – 3:00 Minutes
In this short video, Tony Gilio, Collective Goods’ Senior Vice President of Sales discusses how lead nurturing drives Sales Ready Leads to double the closing rate of his team of over 150 outside senior sales reps. He explains how Digital Demand Center allowed him to increase his flow of sales ready buyers, double his closing rate and reduce his Sales Development Rep/Telemarketing headcounts cost by over 50%.
FREE ACCOUNT ENGAGMENT (PARDOT) AND SALES CLOUD HEALTH CHECK
Have the tools but not the results you expect? In one working session review your tech stack and tell you where value is being left on the table, what to fix first and what to look at next.
WATCH: HOW LEADERS PLAN FOR AUTOMATION & SALES ENABLEMENT SUCCESS
Most automation investments stall at the same stage. This short video walks you through our proprietary automation, sales enablement & AI activation maturity model. We explain how to bench mark your current state, how to decide what’s next and what it takes to get there.
DOES MARKETING CLOUD NEXT MAKE SENSE FOR YOUR ORGANIZATION?
Salesforce is encouraging customers to move from Account Engagement towards Marketing Cloud Next. Learn what changes, what it costs to get wrong, when it makes sense and how to decide whether and when to migrate.