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  • How to Create a Sales Enablement Process That CONVERTS

    Webinar

    CONTENT TYPE: Webinar | TOPIC: Demand Generation

    "It's not Sales' job to nurture..." Join demand gen expert and bestselling author Kenda Macdonald as she unpacks this controversial statement. Nurturing doesn't stop once a lead becomes an MQL. Learn Marketing's role in nurturing beyond MQLs and making sales processes more effective.

  • Lead Scoring Best-Practices That Lead to Better Alignment and More Sales

    Sponsored Webinar

    CONTENT TYPE: Sponsored Webinar | TOPIC: Demand Generation

    Say goodbye to Sales and Marketing communication breakdowns and disagreements about leads—especially lead quality and lead follow-up (or the lack thereof). In this webinar, you'll learn how to use lead scoring to align Sales and Marketing, gain strategic insights about products and accounts, and close more deals. Sponsored by Adobe Marketo Engage.

  • A 7-Step Inbound Marketing Lead Gen Strategy [Infographic]

    Infographic

    CONTENT TYPE: Infographic | TOPIC: Demand Generation

    This infographic outlines a seven-step inbound marketing lead generation strategy that goes all the way from planning to conversion.

  • How to Increase Leads: Effective Entry Points for Lead Magnet Signups

    Article

    CONTENT TYPE: Article | TOPIC: Demand Generation

    This article explores what entry points are and how to successfully use them to get people signed up and into your database.

  • A Powerful Demand Generation Tactic: Lead Magnets and Customer Segmentation, Together

    Article

    CONTENT TYPE: Article | TOPIC: Demand Generation

    This articles explains what lead magnets are, how businesses use them incorrectly, and how to integrate segmentation and lead magnets to better drive demand generation.

  • Getting From MQL to SQL: How to Drive a High-Quality Pipeline

    Sponsored Webinar

    CONTENT TYPE: Sponsored Webinar | TOPIC: Account-Based Marketing

    SQLs are often a source of friction between Sales and Marketing. Though MQLs remain a trusted way to qualify potential buyers, the process often breaks down because of noisy traffic—too many leads, too little quality. Join us to learn how to clear the way for driving high-quality leads. Sponsored by Act-On.

  • How to Build a High-Converting Lead Magnet

    Webinar

    CONTENT TYPE: Webinar | TOPIC: Content

    Lead magnets are the cornerstone of a solid demand gen strategy. But not all lead magnets are created equal. In this free training, Kenda Macdonald will show you how to create a lead magnet that profiles your prospects, increases conversions, and supports your sales team.

  • Seven Self-Sabotaging Mistakes in B2B Cold-Calling That Might Be Tanking Your Sales

    Article

    CONTENT TYPE: Article | TOPIC: Marketing Strategy

    Are you unwittingly sabotaging your cold-call sales by being too chatty, or failing to prepare, or reading straight from a one-size-fits-all script? Read this article to find out, and learn what to do instead.

  • Four Steps to Stronger B2B Case Studies: Bob Wiesner on Marketing Smarts [Podcast]

    Podcast

    CONTENT TYPE: Podcast | TOPIC: Content

    Business adviser and author Bob Wiesner shares his insights on how to create stronger B2B case studies. He explains why case studies are important, what we marketers have historically done wrong with our case studies, how to do them right—and so much more.

  • How to Meet B2B Buyers' E-Commerce Expectations

    Article

    CONTENT TYPE: Article | TOPIC: Demand Generation

    B2B buyers' behavior has shifted, particularly in e-commerce. Let's explore four fundamental ways to step up your B2B e-commerce game.

  • B2B Lead Gen: How to Boost SEO & PPC Conversions

    Sponsored Webinar

    CONTENT TYPE: Sponsored Webinar | TOPIC: Demand Generation

    Many B2B marketers struggle not only to show results from their digital advertising campaigns and SEO efforts but also to understand how to maximize their ROI for each. In this free webinar from Northwoods, learn how to effectively do both and take your PPC and SEO strategy to a whole new level. Sponsored by Northwoods.

  • How to Identify SQLs Based on Sales Intent Behavior: Awareness Stages and Demand Gen

    Article

    CONTENT TYPE: Article | TOPIC: Demand Generation

    This article explores sales intent behavior, helping you understand precisely where and when your sales team should get involved with leads—and when you should be nurturing them instead.

  • Using Behavioral Progressive Profiling to Drive Demand Generation

    Article

    CONTENT TYPE: Article | TOPIC: Demand Generation

    The version of progressive profiling that most marketing automation companies espouse merely collects more data on prospective customers. But more data isn't enough. What you need instead is an understanding of those potential customers based on their behavior so you can significantly increase your chances of closing a sale.

  • What to Do When Your ABM Target Isn't Active Online

    Sponsored Webinar

    CONTENT TYPE: Sponsored Webinar | TOPIC: Account-Based Marketing

    Ads and intent data work as sales tools when you're selling to salespeople and marketers who go online often. But when your target audience isn't online, you've got to approach sales differently. Join sought-after speaker and ABM expert Shira Abel for this free training to learn how to connect with a hidden target. Sponsored by Terminus.

  • Five Ways to Maximize Your Tradeshow ROI

    Sponsored Webinar

    CONTENT TYPE: Sponsored Webinar | TOPIC: Events

    Discover the five things the event experts at Cvent always do to optimize their time at industry events and ensure a positive ROI from the tradeshows they attend. Join us to learn how you can use those same strategies to get results at your next in-person event or tradeshow. Sponsored by Cvent.

  • Triple Your MQL to SQL Conversion Rate Using Science-Based Hacks

    Webinar

    CONTENT TYPE: Webinar | TOPIC: Demand Generation

    How can you nurture your marketing leads into qualified sales conversations? By combining their behavioral intent with targeted content, neuroscience, and marketing automation! Neuroscience marketer Kenda Macdonald shows you how one company used this effective combination to 3x their sales conversations—and how you can do the same.

  • How to Audit Your Content and Website for SEO and Lead Generation

    Webinar

    CONTENT TYPE: Webinar | TOPIC: Demand Generation

    To improve your website's Lead Gen... improve the SEO! Interactive Marketing Expert Andy Crestodina leads this free training to help you find your top-performing pages... uncover the ROI of on-page videos... and discover which adjustments have the greatest impact on traffic and conversions.

  • Using Research for Content and Thought Leadership

    Master Class

    CONTENT TYPE: Master Class | TOPIC: Content

    To build brand authority, you must know what truly matters to your customers. Join Mantis Research co-founder and Chief Strategy Officer Michele Linn in her new Master Class, Using Research for Content and Thought Leadership—learn her 4-step survey method strategy and position yourself as a thought leader!

  • The Top Challenges B2B Sales Reps Face Early in the Sales Cycle

    Chart

    CONTENT TYPE: Chart | TOPIC: Marketing Strategy

    B2B salespeople say their biggest challenge early in the sales cycle is personalizing their pitches to individual prospects, according to recent research from Lusha.

  • How to Write Persuasive Blog Posts: A Template

    Article

    CONTENT TYPE: Article | TOPIC: Content

    So you've just crafted a beautiful blog post bursting with metaphors and emotion and elaborate language. Done! The sales should roll in. But that's not quite how persuasion works. Check out this article to find out what does.