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by Todd Davison
Converting a Webinar registrant to a customer takes more than a powerful presentation on the day of event.
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by Jerry Fireman
How do you avoid the pitfalls of case studies and make them work to your advantage? Here's a case history about doing case histories.
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by Steve Diorio
In Part 2 of this series, Steve examines the way marketers are improving the efficiency of their lead generation processes through better placement, better timing and better coverage.
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by Steve Diorio
Here are six ways you can revitalize lead generation in your own organization.
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by Jeff Thull
Is your sales staff making sales? Or is it offering free consulting? Here's how to avoid the latter.
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by Scott Buresh
mall companies can, and often do, dominate their behemoth competitors in the search world, for a variety of reasons.
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by Cliff Atkinson
Denning describes how storytelling can serve as a powerful tool for organizational change and knowledge management.
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by Hank Stroll, Yvonne Bailey
This week: How can we develop successful Webinars that generate high-quality leads? Also: One product, three markets. How can you launch at the same time for different audiences?
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by Alison Chandless
Launch teams often focus their tools and training on communicating product knowledge and features, rather than communicating a solution’s strategic value to your customer.
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by Ben McConnell
Evangelism is more powerful than most traditional forms of selling.
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by Ray Podder
Which areas do today’s emerging brands need to rethink to specifically manage the costs of the entire marketing process?
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by Steve Jackson
Why on earth, in the midst of this information overload, would you want to measure how people use your Web site—another source of data to barrage you with even more information?
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by Hank Stroll, Yvonne Bailey
This issue’s dilemma asks, How do you sell the CEO (or other executive) beyond the promise of a return on investment? Also this week: When territorial sales practices have gone too far.
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by Hank Stroll, Yvonne Bailey
How do help sales consultants preserve and protect their customer relationships, while ensuring valuable customer information enters your database?
Also: How do we know when it’s time to grow?
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by Cliff Atkinson
Many people have opinions about PowerPoint, but few can speak on the topic with the authority of psychology professor Mayer.
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by Steve Jackson
The conversion rate on a Web site is easy to measure. Unfortunately, businesses too busy concentrating on their bottom line most often overlook it.
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by Mike Schultz
If you take the time and spend the money to produce, prepare and deliver a presentation or mini-seminar, here are seven event-marketing tips that will help you fill your room.
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by Jerry Fireman
Newsletters that simply provide a recap of the latest products and news from the company that issued them will be read only by the most loyal customers.
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by Jeff Thull
How do you distinguish top sales professionals from the less-dynamic candidates?
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by Todd Davison
You’ve decided to add Webinars to your marketing mix. But then come a number of big questions: What will entice customers to attend? When should we hold it? Who is the speaker? How and when do we promote it?
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by Hank Stroll, Yvonne Bailey
This issue’s dilemma asks: How do you determine the best channel of distribution, when the options are many and your budget limited? Also this week: How does a company assess its CRM shortcomings?
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by Michael Ortner
re you not able to identify where your leads are coming from? Can you not measure the value of your Web visitors?
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by Cliff Atkinson
Do you control your PowerPoint, or does PowerPoint control you?
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by Tim Riesterer
ost collateral and sales messaging produced by marketing today goes unused in the actual sales cycle.
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by Jackie Sloane
Making offers that get accepted is about listening and asking the questions that elicit vital information— knowing what your client really cares about.
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