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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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by Vahe Habeshian
"Chief revenue officer," "vice-president of revenue operations," "director of revenue ops..." Within the past couple of years, the number of management titles containing "revenue" has shot up on LinkedIn. What's going on?
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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 Kerry O'Shea Gorgone
Ty Heath, global lead of The B2B Institute at LinkedIn, gives a sneak preview of her B2B Marketing Forum session: "How to Combine Account-Based Marketing and Social Selling on LinkedIn."
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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 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 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 Kerry O'Shea Gorgone
Amanda Holmes, CEO of Chet Holmes International, explains how to use your automation efforts in combination with human interactions to achieve the best possible results.
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by Kerry O'Shea Gorgone
Account-based marketing expert and Unleash Possible author Samantha Stone explains ABM and how you can use it to improve your bottom line.
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![How to Identify and Maximize Sales Enablement ROI [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/200709-infographic-lg.jpg)
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. more
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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. more![Email Responsiveness: Build Trust, Sell More (And More Often) [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/200310-infographic-lg.jpg)
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