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We need to ditch our old conversion funnels and tactics for one obvious reason: Consumers have become smarter than our old methods of converting them. And we need to change our conversion-marketing playbook accordingly. Here are two key ways to do that.
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by Ari Soffer
Companies that use lead scoring benefit from a 77% increase, on average, in lead generation ROI vs. those that don't. But you have to do it right. Go through this checklist to ensure your lead-scoring is sophisticated enough to work well.
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by Al Davidson
One of the most frustrating moments of the sales process is the "no-show"—when a prospective customer fails to show up for a meeting or isn't available to take a scheduled sales call. But that doesn't mean your prospect is not interested in buying from you! In fact, no-shows are a ...
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by Sangram Vajre
Before you can even start to measure the success of your ABM efforts, you've got to make sure four critical foundational components are in place. Here they are, along with how to set them up.
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Only 8% of companies say their marketing and sales teams are aligned. The source of the fracture in the relationship? The ubiquitous, but flawed, Marketing-qualified lead (MQL). Here's what you, as a marketer, can do about that.
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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 Kelda Rericha
B2B customers are demanding education and advice as part of the sales experience. They see through the bright and shiny marketing speak. They want proof. Real thought leadership is that proof. Take these four steps to identify your company's most powerful thought leaders and their perspectives.
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by Victor Blasco
Testimonial videos are ideal for the decision stage of the buyer's journey, when prospects are aware of and want to solve a problem, and they are looking for information to help them make up their minds. Help them choose you.
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by Jonny Rose
Many of us make the mistake of treating LinkedIn as simply an online Rolodex or a glorified CV, rather than an inbound marketing channel that can be optimized for sales inquiries. That is a huge misstep. Find out how to turn your LinkedIn profile into a powerful inbound sales asset.
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These seven steps show you how to increase your marketing budget by thinking of Sales as your customer. Give them the leads they want, and they'll keep coming back for more.
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by Dun & Bradstreet
Yes, account-based marketing can be an effective way to convert your B2B audience, but make sure you have a strong foundation before your start. Here's what to look for.
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by David Brutman
The traditional marketing and sales funnel doesn't reflect how most B2B sales works these days--how buyers behave and how purchasing decisions are made. Here's how to win in the new environment.
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by Kelsey Stage
Few of us would argue against the benefits of exhibiting at a tradeshow, where we can possibly reach hundreds, maybe thousands, of leads. But many of us focus so much on lead capture that we forget about a follow-up plan for nurturing leads into customers. These six tip should help.
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Which are the most important metrics to be tracking in your sales funnel? Close more deals by assessing these key comparison metrics.
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by Mike Raley
Account-based marketing isn't new, but many marketers still run into issues with implementation and performance. Here are six common ABM problems--and their solutions.
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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 Dun & Bradstreet
Account-based marketing may seem like a panacea, but the reality is that marketers often don't trust their own data—which makes your ABM program ineffective. These three steps can make your data more usable.
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by Dr. Debbie Qaqish
Your new ABM program will need a new lead management process: The parts may be similar to your current process, but they work differently for ABM.
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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 Mark A. Evertz
Companies rarely seek direct input at high volumes about purchasing behavior and experiences from the people who know it best: current, happy customers and former, not-so-happy customers. But why oh why?! Nobody knows more about the value or broken promises of products or services than the people who buy them. ...
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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 Jonathan 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 don't get tangled up in the hype; success relies on a careful approach.
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![16 Planning Tips for Tradeshow Success [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/181220-infographic-event-management-lg.jpg)
B2B customers are demanding education and advice as part of the sales experience. They see through the bright and shiny marketing speak. They want proof. Real thought leadership is that proof. Take these four steps to identify your company's most powerful thought leaders and their perspectives. more
![How Hyper-Personalization and Localization Can Give You a Competitive Edge [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/181001-infographic-lg.jpg)
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