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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 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 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 Ayaz Nanji
Effective lead qualification—the process of scoring prospects to determine how well they fit the profile of a valuable customer likely to convert—can deliver a big payoff for B2B firms.
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by Ayaz Nanji
The account-based marketing (ABM) approach, in which organizations focus on best-fit accounts (rather than individuals as standalone leads), requires close coordination between Marketing and Sales.
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by Ayaz Nanji
The two biggest challenges facing companies trying to execute account-based marketing (ABM) programs are data quality issues and a lack of budget, according to recent research from Demandbase.
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by Ayaz Nanji
Consistently generating high-quality leads lies at the heart of an effective B2B marketing strategy, helping to drive revenue and ensure sustained growth.
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by Ayaz Nanji
Explore how strategic gifting can be leveraged at every stage of the sales funnel to capture attention and express appreciation.
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by Vahe Habeshian
Sales enablement—providing sales teams with the knowledge, skills, content, and tools they need to meet the needs of buyers—is fast becoming a core function of marketing departments. And no wonder: the benefits extend even beyond greater win rates. See how to maximize sales enablement ROI.
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by Ayaz Nanji
Marketers and salespeople say the biggest challenge to aligning their teams is a lack of good data, according to recent research from InsideView.
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by Ayaz Nanji
B2B buyers say the trait they value most in salespeople is active listening, and B2B sales managers say the trait they most value in salespeople is problem-solving, according to recent research from LinkedIn.
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by Ayaz Nanji
Most salespeople say they're facing fewer deals and more missed quotas because of COVID-19, and a majority also say the pandemic has driven them to shift to virtual selling, according to recent research from LinkedIn.
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by Ayaz Nanji
Most B2B companies around the world have already reduced their marketing spend because of the COVID-19 pandemic, according to recent research from McKinsey.
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by Vahe Habeshian
There are two ways to run ABM ads: by matching contacts, and by matching accounts. Both ways are valid, but each has its pitfalls—as well as its own match-rate metrics. This infographic explains it all.
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by Vahe Habeshian
How are marketers supposed to cut through the clutter when email response rates hover around 1%? All it might take is an offline nudge with the help of direct mail. Direct still works. It works better when combined with digital.
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by Vahe Habeshian
Virtual meetings are now commonplace, and working from home is looking like it's here to stay for a long while, but will large scale events like conferences ever come back? This infographic outlines how virtual events, too, may be here to stay—a major change for businesses.
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by Vahe Habeshian
Particularly in ABM, offline engagement tactics—such as B2B direct mail—can make an impression and differentiate you from your competition. When, post-pandemic, businesses reopen their offices, B2B organizations should give direct mail a serious look.
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by Ayaz Nanji
What do top-performing sales negotiators do differently? Do they tend to rely more on certain approaches and tactics than other sellers do? RAIN Group surveyed 262 salespeople who work in 26 industries. Here's what it found.
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by Vahe Habeshian
Done well, content marketing can be a powerful weapon in the B2B marketer's arsenal, helping to generate leads, nurture them, and convert them into customers. Done badly, it's ineffective and a waste of time and other precious resources. Here are some ways to do it well.
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by Vahe Habeshian
Every salesperson wants a healthy pipeline, but many don't have a reliable way to take its temperature. Beyond just "healthy" or "dry," what do you need to look at to truly gauge the health of a sales pipeline? These nine important pipeline metrics.
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by Vahe Habeshian
In B2B marketing and sales, accurate data is crucial. High-quality B2B data allows Sales to improve targeting, reach the right person, take a personalized approach, and successfully drive revenue. Bad data can destroy that entire process.
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by Vahe Habeshian
Marketing orchestration is a powerful approach in marketing automation and ABM. It focuses not on delivering standalone campaigns but on optimizing a set of related cross-channel interactions that together make up an individualized customer experience. In the process, you realize more pipeline and revenue.
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by Vahe Habeshian
Email remains a powerful and valuable means of business communication for sales, customer support, and account management teams—for businesses and marketers, in general. This infographic highlights email stats and email responsiveness best-practices.
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by Ayaz Nanji
Account-based marketing (ABM) delivers significant benefits for B2B businesses, but it usually takes time before firms can reap those rewards, according to recent research from the ABM Leadership Alliance and ITSMA.
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