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  • 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.

  • 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: Marketing 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: Event Marketing

    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.

  • 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: Marketing 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: Marketing 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.

  • Keeping Sales Enablement Going [Sales Enablement Working Webinar]

    PRO Webinar

    CONTENT TYPE: PRO Webinar | TOPIC: Demand Generation

    SESSION 4 of 4: You have a Sales Enablement Plan—now you have to keep it going! In Session 4 of the Sales Enablement: Aligning Marketing and Sales Working Webinar Series, you'll learn how continuous feedback and communication will strengthen your plan to keep it running optimally.

  • Small Business Owners' Favorite Tactics for Different Funnel Stages

    Chart

    CONTENT TYPE: Chart | TOPIC: Marketing Strategy

    Small business owners and entrepreneurs rank content marketing, social media ads, and word-of-mouth as the most effective tactics for garnering interest and attention from audiences, according to recent research from Skynova.

  • Creating Your Sales Enablement Plan [Sales Enablement Working Webinar]

    PRO Webinar

    CONTENT TYPE: PRO Webinar | TOPIC: Demand Generation

    SESSION 3 of 4: You've got your Sales Enablement Plan research and preparation completed (Session 2)... Now what? Join Pam Didner in Session 3 of her series: Creating Your Sales Enablement Plan to create a three-step plan that builds a bridge with your Sales team!

  • Preparing Your Sales Enablement Plan [Sales Enablement Working Webinar]

    PRO Webinar

    CONTENT TYPE: PRO Webinar | TOPIC: Demand Generation

    SESSION 2 of 4: Aligning your Sales and Marketing teams requires an action plan! Discover the steps to a successful Sales Enablement Plan that increases your impact on sales. Join Pam Didner for the second session in her Sales Enablement: Aligning Marketing and Sales Working Webinar Series.

  • How to Generate High-Quality Traffic That Turns Into Leads and Sales: Brian Dean on Marketing Smarts [Podcast]

    Podcast

    CONTENT TYPE: Podcast | TOPIC: Demand Generation

    High-quality website traffic helps improve your revenue and marketing ROI. So how do you get there? Brian Dean shares tips, tricks, and tools for a strategy that results in more sales and leads.

  • Why ABM Should Be Supported—Not Driven—by Tech and Demand Gen

    Article

    CONTENT TYPE: Article | TOPIC: Account-Based Marketing

    Is your ABM strategy following deals through close, or is it focused only on the top of the funnel? If the latter, your strategy is actually limited to tech and demand gen instead of true ABM.

  • Closing the Gap Between Sales and Marketing [Sales Enablement Working Webinar]

    PRO Webinar

    CONTENT TYPE: PRO Webinar | TOPIC: Demand Generation

    SESSION 1 of 4: Your customers want great content. Your Sales team wants your support! Join Sales Enablement Expert Pam Didner in this first session of her Sales Enablement: Aligning Marketing and Sales Working Webinar Series. You'll learn how to ensure your marketing content is just what Sales needs.