Sales: How-to articles covering the latest marketing tactics, tips, and strategies.

• B2B Suppliers Unprepared for Generation Y Buyer PreferencesAyaz Nanji
  B2B buyers under the age of 35 are 131% more likely to make corporate purchases online than those over 35, but suppliers’ websites aren’t fully capable of handling their evolving ...
  B2B Marketing, Customer Behavior, Digital Marketing, Research Summaries, Sales, Websites
• Marketing Automation: The Need for a Behavior-Based ProgramEllen Valentine
  Now, more than ever, buyers have more control over the sales cycle. Marketers must therefore evolve with the buying cycle and find new ways to own the early part of ...
  Content, Customer Acquisition, Customer Behavior, Email, Marketing Automation, Personalization, Sales
• Companies Unaware of Slow Sales Response Times to Online LeadsAyaz Nanji
  Companies have very optimistic views as to how fast they deal with Web leads—with nearly 25% saying that they respond by phone to online leads within five minutes. However, in ...
  Customer Acquisition, Research Summaries, Sales, Sales and Advertising
• How to Gauge the Power and Value of Your Content MarketingAaron Dun
  Larger companies may be less concerned about the direct correlation between content marketing efforts and deals. But, for the rest of us, it's critical. So, how do you gauge the ...
  Brand Awareness, Content, Content Marketing, Inbound Marketing, Lead Generation, Measurement, Metrics, Sales
• How to Properly Close the Loop... and the SalePeter Gracey
  First impressions matter a great deal. That's why you need to structure your sales calls to establish rapport and drive toward a sense of trust and camaraderie with your prospects. ...
  Customer Behavior, Customer Relationships, Lead Nurturing, Management, Sales, Sales and Advertising, Telemarketing
• Four Foundational Elements of Marketing Analytics SuccessMark Emond
  A lot of marketing organizations today think that they are on the path to greater insight because they now have analytics technology. The reality is that it takes a significant ...
  CRM, Customer Acquisition, Customer Insight, Data, Lead Generation, Lead Nurturing, Marketing Automation, Marketing Operations, Measurement, Metrics
• Three Key Ways to to Help Your Business Find '2X' Profit GrowthJeanne Hurlbert
  Many companies turn to newer, hotter media and technology when they want to increase profits. But being successful isn't about tech; it's about effectively engaging customers. Here are three ways ...
  Case Studies, Customer Engagement, Customer Relationships, Market Research, Marketing Tips, Sales
• Build a Customer-Centric Marketing Automation StrategyMeghan Keaney Anderson
  The if-then logic of the marketing automation process can lead to a snarl of over-communication, with only a loose relevance to the recipient's true interests and needs. It doesn't have ...
  Content, Content Marketing, Customer Acquisition, Customer-Centric, Customer Insight, Customer Relationships, Email, Email Campaigns, Inbound Marketing, Lead Generation
• Five Compelling Insights From HubSpot's 2013 State of Inbound Marketing SurveyDaniele Hagen
  The inbound marketing industry, though still emerging, is playing a vital role in how marketers are doing their jobs, although challenges remain, according to the just-released fifth annual State of ...
  Blogging, Content, Content Marketing, Customer Acquisition, Digital Theory, Email, Email Marketing, Inbound Marketing, Lead Generation, Management
• Four Tips for Building Fail-Proof Buyer PersonasJustin Gray
  Whether you think it, believe it, or discard it... the truth is that buyer personas are the start of every successful campaign. Every marketer knows that understanding your buyer is ...
  B2B Marketing, Customer Acquisition, Customer Behavior, Customer Insight, Demographics, Lead Generation, Personas, Positioning, Sales, Value Propositions

Sales: Podcasts containing in-depth interviews with smart marketers from all walks of life.

• We Are Here to Persuade People: Michael Weiss of figure18 on Marketing Smarts [Podcast]by Matthew Grant
  Michael Weiss, managing director at figure18 and a veteran speaker, consultant, client advocate, and sales executive, has an interesting perspective on marketing and advertising, not to mention the role of the agency, in today's always-on, always-open business environment.
  Advertising, Branding, Content Marketing, Marketing Smarts, Public Speaking, Sales, Social Media
• Moving From Attribution to Prediction: Jim Lenskold Talks ROI Metrics on Marketing Smarts [Podcast]by Matthew Grant
  Demonstrating value is certainly a fine reason to measure our actions and their results. But discussing marketing measurement with Jim Lenskold during this week's Marketing Smarts podcast got me thinking that we may be thinking about the purpose of measurement ...
  Attribution Modeling, B2B Marketing, Customer Insight, Data, Forecasts, Lead Generation, Marketing Analytics, Marketing Automation, Marketing Smarts, Marketing Strategy
• The Truth Is Unscripted: Adele Revella Talks Buyer Personas on Marketing Smarts [Podcast]by Matthew Grant
  "Buyer personas don't work if you make stuff up," Adele Revella told me during this week's episode of Marketing Smarts. "They work if you listen to customers first." But to gather real, actionable customer intelligence, you need to talk to ...
  Customer Behavior, Customer Insight, Demographics, Market Research, Marketing Smarts, Research, Sales
• We Are All in Sales: Daniel Pink Talks Selling on Marketing Smarts [Podcast]by Matthew Grant
  Dan Pink argues that selling (especially in the form of persuading or convincing someone to do this or that) is deeply embedded in our nature. "We need to move away from thinking of selling something as a kind of unnatural, ...
  Book Review, Management, Marketing Smarts, Podcasting, Research, Sales
• Content, Social, Sales, and Community: Highlights From a Year of Marketing Smarts [Podcast]by Matthew Grant
  We covered a range of topics on the Marketing Smarts podcast in 2012. In this episode we share some highlights on creating compelling content, allowing social media to humanize your organization, building community, and navigating the sometimes tricky relationship between ...
  Community, community management, Content, Content Marketing, Customer Relationships, Marketing Smarts, Positioning, Sales, Thought Leadership, Vision Statements
• The Tension Between Marketing and Sales Exposed! Silverpop's Ellen Valentine on Marketing Smarts [Podcast]by Matthew Grant
  Ellen Valentine, product evangelist at Silverpop and my guest this week on Marketing Smarts, has an interesting perspective on the perennial tension between Marketing and Sales: Technology is to blame! And it's likely the solution, too...
  B2B Marketing, Content Marketing, Customer Acquisition, Email Marketing, Email Service Providers, Lead Generation, Lead Nurturing, Lead Scoring, Marketing Automation, Marketing Operations
• Getting Content Strategy Right: Michael Brenner on Marketing Smarts [Podcast]by Matthew Grant
  The "S" word can be intimidating, but failure to articulate a clear strategy (and goals!) for your content marketing will undermine its effectiveness. Here, Michael Brenner discusses how SAP defines—and implements—its content strategy.
  Advertising, B2B Marketing, Content, Content Marketing, Lead Generation, Marketing Smarts, Sales, Strategy, Web Content
• Smart Marketers Road Show Rundown With Jeff Mayersohn and Lou Imbriano [Podcast]by Matthew Grant
  The final stop of the MarketingProfs Smart Marketers Tour was the beautiful deCordova Museum in Lincoln, MA, on July 10, and it was our best-attended. Our guests were Jeff Mayersohn, owner of the Harvard Bookstore in Harvard Square, Cambridge, and ...
  Community, Customer Engagement, Customer Relationships, Ebooks, Local Marketing, Marketing Smarts, Promotions, Sales
• You Are Getting Lead Qualification Wrong: Dan McDade on Marketing Smarts [podcast]by Matthew Grant
  "Most companies are either under-qualifying or over-qualifying leads," says PointClear's Dan McDade in this episode of the Marketing Smarts podcast. He goes on to explain what he means and offers a three-point solution to the problem.
  Lead Generation, Lead Quality, Marketing Smarts, Sales

Sales: Online seminar broadcasts from the best minds in marketing

• Seven B2B Marketing Confessions That Will Improve Your Marketing Efforts NowBroadcast on 5/23/2013 with John Wall
  This PRO seminar will provide you with a framework that will help you navigate our ever-changing field, and increase your odds of success.
  B2B Marketing, Customer Relationships, Integrated Marketing, Lead Scoring, Marketing Strategy, Sales
• What Marketing Can Learn From Sales: An Introduction to Account-Based MarketingBroadcast on 5/21/2013 with Jason Stewart, Amy Holtzman
  Register today and join us for this eye-opening look into the prospecting process and how account-based marketing can change your sales funnel: What Marketing Can Learn From Sales: An Introduction to the Account-Based Marketing Approach, on Thursday, May 21, 1pm ET.
  Customer Acquisition, Lead Generation, Sales
• MarketingProfs University: How to Effectively Generate and Manage LeadsBroadcast on 7/12/2012 with James W. Obermayer
  This PRO seminar and first class of MarketingProfs University's B2B Lead Roundup course will show you how to set the stage for success by identifying your targets and basic metrics, establishing qualifying buying stages, generating demand, and converting and continually nurturing leads.
  B2B Marketing, Inbound Marketing, Lead Generation, Lead Quality, Lead Scoring, ROI, Sales, Strategy
• Sales Messaging That Closes the DealBroadcast on 6/21/2012 with Tim Riesterer
  Discover how to develop content marketing messages that help your salespeople close the deal and convince prospects to choose you.
  Collaboration, Content, Content Marketing, Customer Relationships, Market Research, Marketing Strategy, Marketing Tips, Sales, Value Propositions, Writing
• MarketingProfs University: Understanding and Engaging Today’s Connected BuyerBroadcast on 6/7/2012 with Tony Zambito
  This PRO seminar and first class of MarketingProfs University's Digital Advertising Academy will get you inside the minds of your buyers and cover why understanding them is the first step to successful branding, marketing, and demand generation.
  Advertising, Brand Awareness, Brand Management, Customer Behavior, Customer Engagement, Customer Relationships, Customer Satisfaction, Demographics, Market Research, Marketing Tips
• Turning Social Referrals into Measurable Business ResultsBroadcast on 3/22/2012 with Nicole Goodyear
  In this seminar, you'll review B2B social referral case studies to discover how they can bring measurable results to your business including higher conversion rates and increased average order and lifetime value. You'll walk away with practical knowledge on how to create and measure social referral programs that drive more qualified leads, increase sales, and produce rich social content for your brand.
  B2B Marketing, Brand Ambassadors, Community, Customer Relationships, Inbound Marketing, Lead Generation, Measurement, Referrals, Relationship Marketing, Sales
• How to Build Personas that Persuade Buyers and Increase SalesBroadcast on 2/23/2012 with Adele Revella
  Join us February 23rd for a PRO seminar with B2B marketing expert Adelle Revella, and discover a simple step-by-step process for building buyer personas to help you deliver messages that persuade buyers at each stage in the buying process.
  B2B Marketing, Content, Marketing Strategy, Personas, Sales, Value Propositions
• Reduce Barriers to the Sale and Make it Easy for Customers to BuyBroadcast on 12/15/2011 with Kristin Zhivago
  PRO seminar with Kristin Zhivago: Learn a process for uncovering what your customers want to buy from you and how they want to buy it, plus how to apply this new customer insight to make it easier for your customers to do business with you.
  Customer Behavior, Marketing Strategy, Sales, Voice of the Customer
• The Art of Sales Conversations: Winning Clients and Increasing RevenueBroadcast on 10/27/2011 with Mike Schultz
  Master the skills needed to influence prospects through better sales conversations during this insightful PRO seminar. Learn how uncovering your clients' needs throughout the conversation process can help you increase their desire to buy from you (and for full price).
  Customer Acquisition, Customer Relationships, Lead Nurturing, Relationship Marketing, Sales
• Accelerating Sales with Competitive IntelligenceBroadcast on 5/19/2011 with Sean Campbell, Scott Swigart
  Sean Campbell and Scott Swigart explain how you can obtain clear and correct competitive insights (on a moment's notice)—and then use that information to strengthen to your marketing and business plans, and accelerate sales growth.
  Market Research, Marketing Strategy, Sales, Social Media

Sales: Tutorials — tactical marketing know-how in just 10 minutes from subject matter experts

• Take 10: What Has Your Lead Generation Partner Done for You Lately?Released on 5/24/2013 with Jenny Vance
  In just 10 minutes, we'll review a list of things your lead generation company should be doing for you. Here's a teaser: they should be doing more than just setting appointments.
  Lead Generation, Lead Quality, Sales, Take 10
• Take 10: Things to Consider Before Outsourcing Your Lead Gen EffortsReleased on 2/22/2013 with Jenny Vance
  In just 10 minutes, we'll walk you through a list of considerations that you'll want to have in mind before deciding the best course of action for your company's lead generation process.
  Lead Generation, Lead Quality, Sales, Take 10
• Take 10: How to Create a Lead Generation Form in MailChimpReleased on 1/13/2012 with Christine B. Whittemore
  In just 10 minutes, learn how to create a basic lead generation form in MailChimp.
  Copywriting, Email Lists, Email Marketing, Lead Generation, Sales, Take 10, Targeting
• Take 10 Author Series: How to Fascinate People with 7 Key TriggersReleased on 9/30/2011 with Sally Hogshead
  In this Take 10 Author Series webcast, Sally Hogshead explains how people and brands become fascinating. She discusses how to capitalize on your competitive advantage and identify your most fascinating trait.
  Career Management, Creativity, Marketing Smarter, Personal Branding, Sales, Take 10 Author Series
• Take 10: How to Develop a Lead Management Process that Drives SalesReleased on 7/29/2011 with Carlos Hidalgo
  In this Take 10, Carlos Hidalgo of the Annuitas Group lays out the eight critical elements of a lead management framework that's built to last.
  Lead Generation, Marketing Strategy, Metrics, Sales, Take 10

Sales: Marketing downloads for the busy professional

• Marketing Automation Management: Basics and Best Practices
  Marketing automation can have a big impact on your sales and marketing efforts. Learn the ins and outs of marketing automation capabilities, how to make the best use of them, and resources for selecting the best system for you with MarketingProfs' Marketing Automation Management: Basics and Best Practices guide.
  Case Studies, Collaboration, CRM, Lead Generation, Market Research, Marketing Tips, Sales
• Influencer Marketing Success Stories
  Influencer Marketing Success Stories features 13 companies that have leveraged the influence of outspoken opinion-makers and ordinary online reviewers to achieve their marketing objectives. With examples including Forbes Digital and Virgin America, this new Case Study Collection will show you how use influencer to boost brand awareness, introduce new products, increase sales, and more.
  Brand Awareness, Case Studies, Customer Engagement, Customer Evangelists, Customer Relationships, Marketing Smarter, Sales, Word of Mouth
• Mobile Marketing Success Stories
  Mobile marketing campaigns can be inexpensive, easy to execute, and very profitable. See how 8 B2B and 11 B2C companies are using SMS, mobile websites, mobile ads, Smartphone applications, and Bluetooth marketing to achieve huge results.
  Branding, Case Studies, Customer Relationships, Lead Generation, Mobile Marketing, Sales, Smart Phones, SMS
• B2B Lead Generation: Marketing ROI & Performance Evaluation Study
  MarketingProfs research studies the effectiveness and performance of lead generation comparing quantity to quality.
  B2B Marketing, Collaboration, Lead Generation, Lead Nurturing, Lead Quality, Metrics, ROI, Sales, Surveys
• Lead Generation How-To Guide
  Great product, great sales team, great marketing collateral - now what? People to sell to, of course. Put your lead generation tactics under the microscope with this enlightening how-to guide. Get more and better qualified leads, faster today.
  Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring, Sales
• Trade Show Marketing Template
  Trade show marketing is a high-risk, high-reward endeavor. This Template provides a sytematic look at trade show marketing. It walks you through selection and promotion, to follow-up and measurement. This step-by-step guide will insure your trade show marketing is effective, efficient, measurable, and successful.
  Lead Generation, Lead Scoring, Marketing Tips, Metrics, Sales, Trade Shows/Events
• Marketing ROI and the Sales Funnel
  In this guide, you will learn how to structure, motivate and measure the marketing and sales functions to maximize profit. Topics include: 1) a high-level self-assessment to determine potential sources of profit leakage; 2) how to map out and improve strategies related to the buying cycle; 3) how to apply marketing ROI principles to create strategies to reduce and recycle leakage from the buying cycle; and 4) how to leverage insight on your key profit drivers and customer-level analysis to improve profitability.
  Collaboration, Lead Generation, Measurement, Metrics, ROI, Sales