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• Influencing B2B Sales: Buyers' Favorite Conferences, Social Networks, and AnalystsAyaz Nanji
  Which in-person events, social networks, and industry analyst firms have the greatest influence on B2B buyers?
  B2B Marketing, B2B Marketing Forum, Customer Behavior, Research Summaries, Sales, Social Media, Social Networking
• Social Selling for LinkedIn: Seven Practical Tips [Infographic]Laura Forer
  LinkedIn can do more than help you find a job. It's a great tool for selling your products and services as well. Here's how to use the platform to drive ...
  LinkedIn, Sales, Social Business, Social Media
• The Most Effective Lead Nurturing TacticsAyaz 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.
  Lead Nurturing, Marketing Strategy, Research Summaries, Sales
• Your Three-Step Approach to Account-Based Marketing SuccessJonathan Herrick
  ABM is not a new strategy by any means, but more and more B2B marketers are embracing it, in part because they're dissatisfied with their current lead generation programs. But ...
  Account-Based Marketing, Marketing Strategy, Sales, Technology
• Succeed in 2019 by Personalizing and Automating Your Sales Content
  Every organization wants to set up Sales for success, but where to start? Improving the personalization and automation of your content now is a great way to make sure 2019 ...
  Content, Marketing Automation, Personalization, Sales
• How to Ensure ABM Success via Organizational StructureDr. Debbie Qaqish
  Many marketing organizations lack the organizational structure to energize and optimize an ABM strategy and program. In some ways, Marketing's traditional org chart may actually hinder ABM success.
  Account-Based Marketing, Management, Sales, Strategy
• RIP SlideShare, It Was Good While It LastedMathew Sweezey
  Despite its massive fan base, loyal users, and billions of impressions, our beloved SlideShare has succumbed. A once-powerful channel is all but dead, and here's why.
  Content, Presentations, Sales, Social Media
• How to Identify Offline B2B Influencers by Using Online and Offline MethodsImrana Khan
  B2B influencer marketing can be tricky because B2B influencers may not have a big online presence. Here's how you can find offline influencers so you can combine online and offline ...
  B2B Marketing, Influencer Marketing, Sales
• The Secret to ABM Success: How to Use Private Investigator Skills to Build a Winning ProgramDr. Debbie Qaqish
  Pull out your magnifying glass and read on to learn how to dig up clues about accounts and create a winning ABM program.
  Account-Based Marketing, Customer Relationships, Marketing Operations, Research, Sales
• Attribution 101: Three Ways to Measure Marketing Attribution, and the Pros and Cons of Each
  How can you accurately measure Marketing's contribution to the final sale? Learn about 3 attribution models and their pros and cons to find the best one for your business.
  Attribution Modeling, Measurement, Metrics, Multichannel Marketing, Sales
• 10 Overlooked B2B Optimization Opportunities to Boost Your WebsiteIris Shoor
  You've been testing CTAs and landing pages, but now what? Here are 10 lesser-known—but highly effective—tactics you can use to increase website conversions.
  Content, Lead Generation, Measurement, Sales, Testing, Website Design, Websites
• Sorry, Marketing, You Don't Own Sales EnablementKen Gaebler
  Sales enablement is no longer a task limited to the marketing team. When your business takes a more holistic approach to sales enablement, sales teams are more likely to increase ...
  Account-Based Marketing, Lead Generation, Marketing Operations, Sales
• What B2B Buyers Think of B2B SalespeopleAyaz 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.
  B2B Marketing, Customer Behavior, Research Summaries, Sales
• The Key Ingredient of Marketing Campaign Success: Quality DataPhil Garlick
  Just as you need quality ingredients to make a delicious meal, you need quality data to ensure a successful marketing campaign. Here are three tips to make sure your data ...
  Data, Lead Generation, Lead Quality, Sales
• 30 Must-Know B2B Sales Prospecting Stats [Infographic]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?
  B2B Marketing, Content Strategy, Research Summaries, Sales
• How B2B Marketing and Sales Teams Are (and Aren't) Using DataAyaz Nanji
  Only about half of B2B marketing decisions are made using data, according to recent research from Dun & Bradstreet and Forrester Research.
  B2B Marketing, Marketing Strategy, Research Summaries, Sales
• The Disconnect Between B2B Tech Buyers and VendorsAyaz 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.
  B2B Marketing, Customer Behavior, Marketing Strategy, Research Summaries, Sales, Technology
• The B2B Exemption to the Telemarketing Sales RuleRichard B. Newman
  The FTC's Telemarketing Sales Rule applies to everyone. Yes, there is a specific exemption for B2B calls, but marketers must understand the law and use caution.
  B2B Marketing, Mobile Marketing, Sales, Telemarketing
• Nine Types of Video to Help You Close SalesVictor Blasco
  To get the most out of your video investment, here's how to create the right types of video for each stage of the buyer's journey.
  Content, Content Marketing, Sales, Videos
• Purchasing Buyer-Intent Data: A Marketer's PrimerKen Gaebler
  If you had sonar that could pinpoint great B2B leads for you, you'd use it, right? That's what buyer intent data can do for your lead generation efforts, putting you ...
  Behavioral Marketing, Customer Behavior, Lead Generation, Marketing Smarter, Marketing Strategy, Sales, Technology