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by Ayaz Nanji
Account-based marketing (ABM) delivers significant benefits for B2B businesses, but it usually takes time before firms can reap those rewards, according to recent research from the ABM Leadership Alliance and ITSMA.
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by Vahe Habeshian
"Chief revenue officer," "vice-president of revenue operations," "director of revenue ops..." Within the past couple of years, the number of management titles containing "revenue" has shot up on LinkedIn. What's going on?
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by Dan McGaw
Marketers today need to create content to satisfy potential customers' voracious appetite for information. Which is why B2B marketers need to understand the various stages of the B2B content marketing funnel—to ensure they meet potential buyers' information needs.
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by Kerry O'Shea Gorgone
Ty Heath, global lead of The B2B Institute at LinkedIn, gives a sneak preview of her B2B Marketing Forum session: "How to Combine Account-Based Marketing and Social Selling on LinkedIn."
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by Ayaz Nanji
Sales leaders say their top focus areas in the year ahead are to improve their team's ability to communicate value and to improve their team's productivity, according to recent research from RAIN Group.
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by Ayaz Nanji
Most B2B buyers say they want to hear from sales reps when products have complex configurations, when purchases have specific terms, when there are pricing specials, and when trying to learn about new offerings, according to recent research from PROS.
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by Vahe Habeshian
It's already back-to-school season—the second-biggest retail event of the year, behind holiday shopping. But effectively targeting these shoppers takes a bit of planning. Use the stats and strategies in this infographic to plan the most effective back-to-school campaigns.
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by Ayaz Nanji
Sales leaders and front-line salespeople agree that prospecting is their top challenge, but after that they disagree on the most difficult aspects of their jobs, according to recent research from RAIN Group.
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by Kerry O'Shea Gorgone
Amanda Holmes, CEO of Chet Holmes International, explains how to use your automation efforts in combination with human interactions to achieve the best possible results.
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by Kerry O'Shea Gorgone
Account-based marketing expert and Unleash Possible author Samantha Stone explains ABM and how you can use it to improve your bottom line.
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by Vahe Habeshian
Lead generation is a detailed process. This infographic provides insights that help you understand that process and lays out tips and best-practices to set up a lead-gen system in six steps.
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by Kerry O'Shea Gorgone
Strategic adviser and sales-alignment expert Ian Altman shares insights from the new edition of his book Same Side Selling: How Integrity and Collaboration Drive Extraordinary Results for Sellers and Buyers.
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by Ayaz Nanji
How many times should salespeople contact prospects? How long should outreach last? What is the optimal spacing between contact attempts? How quickly should sales reps respond to prospects?
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by Laura Forer
Tradeshows are a big investment, so make sure you're prepared. From tips on selling your products to creating relationships, here are some ways you can make your next tradeshow experience a success.
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by Ayaz Nanji
B2B buyers say not having enough information was the top factor that slowed their last purchase, according to recent research from Showpad.
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by Ayaz Nanji
B2B marketers increasingly believe data quality is key to successful campaigns but nearly half are not confident in the quality of their own data, according to recent research from Dun & Bradstreet.
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by Ayaz Nanji
Which in-person events, social networks, and industry analyst firms have the greatest influence on B2B buyers?
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by Laura Forer
Personalization. Everyone's doing it, so is it even special anymore? Enter localization and hyper-personalization—"real-time and discernible data to fashion supremely contextual communication relevant to the customer."
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by Ayaz Nanji
Marketers say email and content marketing are the most effective tactics for driving prospects through the sales pipeline and toward conversion/revenue, according to recent research from Ascend2.
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by Kerry O'Shea Gorgone
Michelle Cirocco, head of global marketing at demand generation company Televerde, shares how the company trains female inmates as sales professionals, and why it hosted the first TEDx event held inside an Arizona correctional facility.
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by Ayaz Nanji
Most B2B buyers have a positive view of B2B vendors but don't think salespeople generally exceed expectations, according to recent research from the Miller Heiman Group.
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by Ayaz Nanji
How do B2B buyers like to be contacted by salespeople? Which types of vendor content tend to capture attention best? When should B2B salespeople engage with potential buyers?
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by Ayaz Nanji
Only about half of B2B marketing decisions are made using data, according to recent research from Dun & Bradstreet and Forrester Research.
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by Ayaz Nanji
B2B technology vendors tend to focus on various marketing and sales tactics that buyers don't find especially useful or trustworthy, according to recent research from TrustRadius.
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by Ayaz Nanji
Most firms say they cannot measure the return on investment (ROI) of specific pieces of sales content, according to recent research from Demand Metric and Seismic.
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