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by Ayaz Nanji
The COVID-19 pandemic led IT buyers to spend more time learning about tech solutions last year and also led more buyers to rely on webinars while researching, according to a recent report.
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by Tamara Schenk
COVID has shown us that everything is connected—and in a business setting, connection requires alignment among departments, Sales and Marketing included. From a sales enablement perspective, here's how you can drive alignment.
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by Ayaz Nanji
B2B salespeople are much more likely than B2B marketers to say their company's sales and marketing teams cooperate effectively, according to recent research from Outfunnel and Copper.
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by Peter Altschuler
The creation of targeted information—about companies, products, services, and more—has been around for generations. Collateral, sales aids, product literature, brand books... all were earlier monikers for what's now lumped into "content." It's a long-established discipline. And here's how it actually works.
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by Melissa Koski Carney
We're all scrambling for new ways to connect with customers during COVID, but the easiest method could be right on our desktops: LinkedIn. The platform is more popular than ever, and many companies are overlooking features that could factor into 2021 marketing plans.
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by Angelina Lawton
The accelerated transfer of B2B business to digital-only formats has emphasized the importance of sales enablement technology. Even after the pandemic, digital-first attitudes are likely to persist—so ensure your sales enablement tech strategy measures up.
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by Charlie Ungashick
Potential buyers tend to consider peer review sites as more objective and more helpful than vendor sites. A paid subscription to the right peer review site can provide insights into your buyers' preferences and intent, as well as generate new business. Learn more.
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by Jim Sharpe
How are marketers keeping their events relevant and engaging in the mostly virtual world of the COVID pandemic? Three major trends are emerging—and here's how to take advantage of them successfully.
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by Ayaz Nanji
The idea of cold-calling prospects has put a chill in the heart of many a B2B salesperson. But you can become a better, more-effective cold-caller.
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by Nick Runyon
It's time to check your mailbox, not your inbox. The pandemic has upended traditional marketing—and, with it, the usual marketing channels. Here's how to find and use your prospects' home addresses to stick out from the competition with direct mail.
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by Michelle Yancey
Technology has made account-based marketing more feasible than ever, but you can't get by on tech alone. Here's how to combine the emotional side of brand-building with the personalization of demand gen to create marketing messages that will truly resonate.
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by Todd Davison
Successful demand generation relies on effective content and reliable data—but marketing content can stagnate, and data can be intimidating. Here's how to use both to build a demand gen foundation that can withstand even the most tumultuous times.
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by Andrea Kayal
LinkedIn is more popular than ever with businesspeople and sales reps, but you can't just use a copy-and-paste method to pitch to your new connections. There is value in being genuine. Here are four ways to rise above generic LinkedIn messaging.
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by Ayaz Nanji
Inbound and outbound marketing can both be valuable strategies for generating leads and driving sales.
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by Dave Shaby
In 2020, the limitations on travel and face-to-face meetings have brought about the switch to virtual-only selling. Nevertheless, the fundamentals of needs discovery remain, even if in some ways it has become more difficult. But the shift to virtual has given organized sellers an even greater advantage.
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by Dun & Bradstreet
With inaccurate, incomplete, or unenriched data, the campaigns you're running are akin to throwing darts—while blindfolded—in a crowded room. You might hit something, but likely not the growth target you were aiming for. In a digital era, here's what data hygiene can do for you.
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by Izabelle Hundrev
In B2B marketing, it's just as important to keep a customer happy as it is to convince a new prospect to buy. Customer marketing programs help to grow customer advocacy and build long-lasting relationships. Here are five easy tactics you can use.
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B2B marketers are attaining tangible results with ABM, and most who haven't started using it yet are planning to. And why not? It works. But your decision-makers clearly expect strong ROI. To find and fill capability gaps and prove the value of your ABM efforts, you must be able to ...
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by Allen Pogorzelski
One of the biggest sources of friction between B2B demand generation and sales teams is attribution, which often results in finger-pointing and blame. But it doesn't have to be that way.
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by Justin Gray
Sales and marketing teams can often seem aligned—even when they aren't really. In fact, alignment levels have been decreasing. Take the three steps discussed in this article to ensure Sales and Marketing are communicating, collaborating, and working harmoniously.
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by Ayaz Nanji
This infographic from Spear and Uberflip explores effective content types for each stage of the sales funnel (early, mid, late) and provides tips for connecting with target audiences throughout the buyer's journey.
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by Ayaz Nanji
How can B2B firms tell when it's finally time to invest in a customer relationship management (CRM) system? The signs tend to vary among internal groups.
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by Jason Michaels
B2B sellers have relied heavily on tradeshows, user conferences, and other in-person interactions to launch products and services, generate leads, and nurture relationships. But B2B marketers must now replicate the impact of in-person events online. These 12 tactics will ensure you succeed.
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by Ayaz Nanji
Salespeople and marketers have long been told that to succeed it is essential to ABC: Always Be Closing. But what exactly does that mean? Which tactics and strategies consistently encourage leads to say "yes"?
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by Blake Johnston
We all want warm leads—those who already know us and our company—because they always out-convert cold leads. So how do you find more of those already-warm leads? Find the buyers who've moved on from current clients.
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The creation of targeted information—about companies, products, services, and more—has been around for generations. Collateral, sales aids, product literature, brand books... all were earlier monikers for what's now lumped into "content." It's a long-established discipline. And here's how it actually works. more
![How to Become a Better B2B Cold-Caller [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/201201-infographic-lg.jpg)
![Inbound vs. Outbound Lead Gen: A Visual Comparison [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/201112-infographic-lg.jpg)
In 2020, the limitations on travel and face-to-face meetings have brought about the switch to virtual-only selling. Nevertheless, the fundamentals of needs discovery remain, even if in some ways it has become more difficult. But the shift to virtual has given organized sellers an even greater advantage. more
![Effective Content Types for Each Stage of the Buyer's Journey [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/200929-infographic-lg.jpg)
![11 Signs B2B Marketing and Sales Teams Need a CRM [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/200922-infographic-lg.jpg)
B2B sellers have relied heavily on tradeshows, user conferences, and other in-person interactions to launch products and services, generate leads, and nurture relationships. But B2B marketers must now replicate the impact of in-person events online. These 12 tactics will ensure you succeed. more![How to Close a Sale: 12 Tips for Success [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/200917-infographic-lg.jpg)
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