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Kenda Macdonald, the Demand Generation Consulting Practice Lead at MarketingProfs, took the stage at the Forrester B2B Summit in Austin in early May 2022 to deliver an information-packed presentation on how marketers can dramatically increase the efficacy of their lead gen efforts.
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by Ayaz Nanji
Most B2B professionals say their organization sometimes assigns sales leads to the wrong person, according to recent research from Lean Data, Sales Hacker, Heinz Marketing, and Outreach.
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by Ayaz Nanji
This infographic looks at seven perks of Marketing and Sales alignment, including how it drives better marketing strategies and faster growth.
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by Ayaz Nanji
Industrial engineers want vendor marketers to provide information-rich technical content and want vendor salespeople to exhibit strong technical expertise, according to recent research from GlobalSpec and TREW Marketing.
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by Ayaz Nanji
Salespeople say 41% of their working time on average is lost to activities that don't generate revenue, according to recent research from Dooly.
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by Ayaz Nanji
This infographic from RAIN Group looks at 10 skills that can help engage prospects, lead potential buyers through the purchasing process, and close sales.
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by Ayaz Nanji
B2B firms with sales and marketing performance that has greatly improved over the past year tend to share traits such as relying on good data and having well-aligned go-to-market teams, according to recent research from Dun & Bradstreet.
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by Ayaz Nanji
B2B marketers say the top area that needs improvement between Marketing and Sales is feedback between the two groups, whereas B2B salespeople say the top area is coordination on target accounts, according to recent research.
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by Ayaz Nanji
B2B buyers say the sales behaviors that are the biggest deal-breakers are when a salesperson does not understand their business, talks too much, and is not supportive after a sale, according to recent research from Korn Ferry.
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by Ayaz Nanji
This infographic from Dooly covers five sales follow-up subject lines that are hard to ignore.
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by Ayaz Nanji
Many B2B sellers say the COVID-19 pandemic has made it more difficult to close deals because buyers have put decisions on hold and/or reprioritized, according to recent research from Showpad.
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by Ayaz Nanji
Getting your marketing and sales teams on the same page—aligning them around a common revenue goal—can have a huge payoff.
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by Ayaz Nanji
B2B marketers say creating effective content and collecting quality data are the two biggest challenges they face when trying to execute their lead generation strategies, according to recent research from Wpromote and Ascend2.
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by Ayaz Nanji
Sales deals that are won tend to have shorter time frames than lost deals, more email communication, more meetings, and more stakeholder involvement, according to recent research from People.ai.
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by Ayaz Nanji
Some 45% of salespeople say they've received less coaching than usual or no coaching since moving to remote work, according to recent research from ringDNA.
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by Ayaz Nanji
Most sales professionals say salespeople are underappreciated in the business world, though more have been feeling appreciated since the onset of the COVID-19 pandemic, according to recent research from Pipedrive.
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by Ayaz Nanji
Effectively generating leads often requires following a lengthy path that includes everything from developing a strategic plan to measuring performance. This infographic from Orbit Media Studios covers each essential element of that journey.
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by Ayaz Nanji
If you want to influence B2B purchasing decisions, start by uncovering the potential buyer's full set of concerns and needs, according to recent research from RAIN Group.
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by Ayaz Nanji
What does it mean to be a 'buyer first' salesperson? To find out, LinkedIn Sales Solutions surveyed more than 400 buyers and 400 sellers in the United States and Canada.
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by Ayaz Nanji
Sweet treats, tumblers, and e-commerce gift cards were among the most popular gifts B2B firms sent to buyers and customers in 2020, according to recent research from Sendoso.
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by Ayaz Nanji
Technology is transforming selling. For example, 55% of sales data entry was eliminated in 2020 by automation, and 79% of sales teams currently use or are planning to use sales analytics to improve efficiency.
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by Ayaz Nanji
More than half of sales leaders say the failings of their customer relationship management (CRM) platform are leading to lost revenue opportunities, according to recent research.
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by Ayaz Nanji
The COVID-19 pandemic led IT buyers to spend more time learning about tech solutions last year and also led more buyers to rely on webinars while researching, according to a recent report.
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by Ayaz Nanji
B2B salespeople are much more likely than B2B marketers to say their company's sales and marketing teams cooperate effectively, according to recent research from Outfunnel and Copper.
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by Ayaz Nanji
The idea of cold-calling prospects has put a chill in the heart of many a B2B salesperson. But you can become a better, more-effective cold-caller.
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