Marketing Articles: Sales

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Eight Missed Opportunities in Your B2B Content

by Dan Stelter

Sales
What really motivates buyers to act? When using content, many B2B companies struggle to engage buyers. Here are eight engagement tactics that work, according to research, but marketers use them too infrequently. more
Buyer Personas: How Much Detail Is Too Much?

by Marcus Schaller

Sales
At what point does a buyer persona mutate from a useful marketing tool into a meaningless collection of bullet points, stock headshots, and random guesses? Here's what we really need to know about our prospects to motivate them to respond. more
Unwrapping the 2016 Holiday Shopping Experience [Infographic]

by Verónica Jarski

Sales
Consumers have high expectations of retailers during this holiday season. Here's a look at what they want and ideas for meeting their expectations. more
The New Moment of Truth: Beyond the Buy Button

by Harsh Jawharkar

Sales
The step of the customer journey between the purchase and the delivery of a product is incredibly valuable. It's the New Moment of Truth, a critical touchpoint that can make or break a customer's loyalty. more
Three Ways Marketers Can Tell Their Stories Across Multichannel Touchpoints

by Shawn Cabral

Sales
The digital, multi-device era has disrupted traditional brand storytelling—fragmenting story plots and making genuine engagement rare. But here's how brands can still tell captivating stories that bridge channels and devices. more
10 Ways to Make Facebook Your Most Powerful Event-Promotion Tool

by Courtney Danyel

Sales
People often use Facebook Events to connect and meet up in the real world. So why not marketers? Facebook can help promote your in-person events—which are among the most effective B2B marketing tactics you can use. more
Trick or Treat Your Way Into Halloween Sales [Infographic]

by Verónica Jarski

Sales
A whopping $8.4B is going to be spent on Halloween this year. So, check out these tips and tricks to capture those treats (and to plan some tricks for next year). more
Stop Ignoring the Opportunities for Cross-Selling and Upselling

by Brad Zomick

Sales
Sales and marketing professionals primarily focused on customer acquisition often overlook one important area of sales potential: cross-selling and upselling to current customers. more
Three Ways Marketers Can Master Strategic Word-of-Mouth

by Steve Bernstein

Sales
Positive word-of-mouth (WOM) has long been documented as a powerful growth tool. The good news: unlike our B2C brethren, we B2B marketers can strategically manage WOM. Here are three ways to ensure word-of-mouth skews positive. more
What to Look for When Hiring a Demand Generation Manager

by Sanjay Castelino

Sales
Today's demand generation manager requires a different skill set from old-school managers'. To find the right person for this evolved role, you'll need to make sure he or she has these crucial skills. more
11 Ways to Jazz Up a Boring Sales Page Without Resorting to Hype

by Marcia Yudkin

Sales
You don't have to do the verbal equivalent of dressing up in a burger suit and jumping up and down at passing cars. You can give your sales page copy some rhythm and oomph with these more subtle jazzifying moves. more
How to Operationalize Your Customer Journey Map

by Laura Patterson

Sales
Clearly, developing a customer journey map is beneficial to your business. But how do you ensure that all of your work in mapping the customer journey will be properly implemented within your organization? more
Product Marketing: Exclusivity Doesn't Always Mean a Big Price Tag

by Eric Layer

Sales
Most people like to feel part of an exclusive club. The brands that understand that desire can inspire people to both buy their products and adopt them as part of a personal lifestyle. more
Marketing's Important Role in Accelerating Sales to Large Buying Groups

by Christine Slocumb

Sales
Just five years ago, in small-to-midmarket companies, 1-2 people were typically involved in the purchase decision. In recent years, that trend has shifted; now, 3+ people must approve purchases, even those below $50,000. more
2017 B2C Content Marketing Benchmarks, Budgets, and Trends

by Ann Handley

Sales
Although business-to-consumer (B2C) content marketers have been more successful with their efforts this year than they were last year, many still need to slow down to give their content marketing more time—to ensure even better results via longer-term planning. more
Six Steps to Revenue-Boosting Lead Generation Programs

by James Smith

Sales
As technology becomes a driving force in marketing and sales, B2B companies need to better understand the art and science behind launching and executing a successful lead generation program. more
Why Everyone at Your Company Needs to Care About Customer Experience

by Jiordan Castle

Sales
To provide a winning customer experience, every member of your workforce needs to make optimizing and improving the customer journey at every touchpoint a priority. more
How to Improve Your Presentation Before You Even Open PowerPoint

by AlexAnndra Ontra

Sales
PowerPoint files, and the information contained within them, are a valuable business (not just marketing or sales) asset. Presentation management unlocks the value of that asset, empowering everyone to make better presentations—before they ever open PowerPoint. more
How Quickly Does B2B CRM Contact Data Become Outdated?

by Ayaz Nanji

Sales
Some 7.5% of essential contact information in B2B sales databases become outdated within three months, according to recent research from Radius. more
Four Ways to Gain a Holistic View of the Customer Journey

by Deren Baker

Sales
The massive disconnect between businesses' perceptions of customer activity and actual consumer behavior cannot be overlooked. Marketers must grasp their customers' journeys to truly understand their audiences. more
How to Improve Your Tech Marketing Videos With E-Learning Insights

by Bruce McKenzie

Sales
Getting people to grasp new ideas and ways of doing things is especially critical to the sales process in tech companies. Which is why applying teaching and learning principles to scripting and producing marketing videos makes so much sense. more
How the Sales Team Has Evolved [Infographic]

by Verónica Jarski

Sales
Today's sales team is a far cry from the disorganized, disconnected sales team of the past. Modern sales teams rely on teamwork; moreover, they have specialized roles and they are empowered by technology. more
Sales and Marketing Collateral: A Guide to Printing Materials

by Nicholas Brown

Sales
Print collateral is still an important sales and marketing medium. To produce strongly branded, high-impact print media, you need to know what materials work best together. So here are must-know basics about printers, ink, paper, and collateral types. more
The 20 Most User-Friendly Sales CRM Tools [Infographic]

by Ayaz Nanji

Sales
Teamgate is the most user-friendly customer relationship management (CRM) software platform for salespeople, according to recent research from Capterra. more
The Fight Between Two Well-Known Marketing Theories

by Peter Szanto

Sales
The ever-popular Pareto Principle and the Long Tail theories contradict each other. So, which is correct? And what's a marketer to believe about their opposing views? more