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by Samantha Bonanno
For most marketing teams, the top success metric is leads. But as marketers and sales team members alike will tell you, not all leads are created equal. How can you pass along only the best, most-qualified leads to Sales? Here's what you need to know.
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by Dan McGaw
Marketers today need to create content to satisfy potential customers' voracious appetite for information. Which is why B2B marketers need to understand the various stages of the B2B content marketing funnel—to ensure they meet potential buyers' information needs.
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by Kristen Bowie
To write the perfect sales pitch in a short amount of time, you need a basic structure that you can then tailor to each prospect's needs. To do so effectively, take these six steps.
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by Trisha Winter
Even the most complex material can be generated and fleshed out in simple ways—via straightforward processes—to produce amazing whitepapers. These 10 ideas for collecting information can quickly translate into high-quality whitepapers that engage B2B audiences.
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B2B marketing is saturated. The only way to stand out is to innovate your marketing. Over the last decade, ABM has become an important innovation, focusing on accounts and buyers, not leads. Yet, marketers trying to implement account-based approaches have been thwarted by the limitations of their marketing stack.
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Tradeshows are a lot of things to marketers. Time-consuming. Stressful. Complex. Expensive. And not always effective. But that doesn't have to be the case. This article will help you draw up your tradeshow marketing game plan to capture more leads and deliver better ROI.
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"Intent data" is one of the buzziest buzzwords in B2B marketing today for good reason: It can fuel the entire B2B marketing ecosystem. Here are seven ways intent data can drive greater ROI for numerous marketing and sales efforts.
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by Mitch Grasso
Marketers are often the default creators of presentations for conferences and webinars—even board meetings and sales decks. These simple design tips can make your presentations more convincing and engaging.
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by Ayaz Nanji
Sales leaders say their top focus areas in the year ahead are to improve their team's ability to communicate value and to improve their team's productivity, according to recent research from RAIN Group.
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by Kristin B.
B2B lead generation and sales is a complex world. As technology, trends, and preferences evolve, so do B2B marketing and sales. Identifying and overcoming common challenges is the best way to accelerate B2B growth.
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by Adam Little
What makes the difference between a piece of content that gets no traction, and another that encourages a potential client to buy? This article will help you pinpoint the why and how of creating excellent buyer-focused content.
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by Nick Mangiapane
A healthy marketing budget can be powerful fuel for brand expansion and sales growth. But when sales improve, most marketers need to prove that their activity was the driver. Marketers must tie their tactics directly to sales outcomes in a way that's as simple and believable as possible.
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by Ayaz Nanji
Most B2B buyers say they want to hear from sales reps when products have complex configurations, when purchases have specific terms, when there are pricing specials, and when trying to learn about new offerings, according to recent research from PROS.
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by Kelsey Raymond
In far too many businesses, marketing and sales teams maintain radio silence between each other, even though each has plenty to offer the other—especially regarding content. If only they could team-up, their collaboration would mean less wheel-spinning and more success for both.
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by Tessa Burg
B2B companies tend not to believe social strategies will work for them. Instead, they often use social platforms as real-time broadcast channels for announcements or updates. But, done correctly, social can drive B2B lead generation—and conversions.
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by Vahe Habeshian
It's already back-to-school season—the second-biggest retail event of the year, behind holiday shopping. But effectively targeting these shoppers takes a bit of planning. Use the stats and strategies in this infographic to plan the most effective back-to-school campaigns.
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by Ayaz Nanji
Sales leaders and front-line salespeople agree that prospecting is their top challenge, but after that they disagree on the most difficult aspects of their jobs, according to recent research from RAIN Group.
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by Michael Burns
In a digitally driven world, the human element can get lost. Nothing can replace face-to-face rapport, which is why events can do wonders for your sales—certain types of events more than others, depending on your brand and positioning. These three types of events can boost your sales.
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by Theresa O'Neil
Modern B2B buyers are acting more like consumers and demanding frictionless, convenient buying experiences. But delivering those experiences is easier said than done. Here are five key considerations for enabling your marketing and sales teams to exceed buyer expectations.
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There's a reason account-based marketing is exploding in popularity among B2B marketers. It's because ABM is making B2B marketing more effective than ever. Having seen firsthand what ABM can do, seven B2B marketing leaders offer advice and insight on how to boost your ABM efforts.
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by Julia McCoy
Are you still using the sales funnel as your model for marketing? Stop. There's a better, far more accurate way that also aligns with lead nurturing and trust-building via content marketing. It's lifecycle marketing, and here is how it works.
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by Mike Schultz
Sellers—and marketers—are crazy if they don't take advantage of the vast amounts of information about their buyers that's available on social media. And yet, they don't. Those who do... have a great advantage. Here are ways to research buyers on social platforms.
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by Vahe Habeshian
Lead generation is a detailed process. This infographic provides insights that help you understand that process and lays out tips and best-practices to set up a lead-gen system in six steps.
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by Kelsey Raymond
To get the maximum return on investment from their content marketing and sales teams, company executives need to create a culture that enables those teams to work together. Here's a three-step guide to creating that kind of company atmosphere.
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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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![A Guide for Creating and Optimizing B2B Content Marketing Funnels [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/191024-infographic-lg.jpg)
B2B marketing is saturated. The only way to stand out is to innovate your marketing. Over the last decade, ABM has become an important innovation, focusing on accounts and buyers, not leads. Yet, marketers trying to implement account-based approaches have been thwarted by the limitations of their marketing stack. more
![Sales Leaders' Top 10 Priorities for the Year Ahead [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/190911-infographic-lg.jpg)
![It's Time to Plan Your Back-to-School Marketing Campaigns: Stats and Strategies for 2019 [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/190730-infographic-lg.jpg)
![Set Up Your Lead Generation System: A Six-Step Guide [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/190522-infographic-lg.jpg)
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