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  • 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.

  • The idea of account-based marketing (ABM) isn't new. But recently we've moved beyond basics, shifting into full-on strategies and mindsets around how B2B marketing needs to get done. And when you think about that, it's a lot like dating.

  • Product marketing and sales enablement teams share an ultimate goal: to help sales teams sell. In many organizations, however, they plan and execute in silos, with misaligned efforts and priorities. And that simply undermines Sales. Here are ways to instead build collaboration and drive revenue.

  • Upselling makes sense when business is booming, but how about in times of economic uncertainty—like now? Companies that can strategically and compassionately navigate business development conversations in these times will be the ones that emerge intact and in good standing.

  • B2B marketers who rely on in-person interactions to connect with clients and drive lead generation now need alternatives. One strategy to continue promoting our brands is digital advertising—including programmatic. And it doesn't have to be complicated.

  • 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.

  • 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.

  • Marketers create content to capture buyers' attention and move them to buy. But without "compelling reason to buy" messaging, potential buyers are left guessing about what your product does and how it can help them. Here's how to craft compelling, convincing messages.

  • 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.

  • No matter how much value you provide, some customers will drift away. But if you put in some effort, you can create an offboarding process that leaves a positive impression and keeps the door open for future business. Here's what you need to know.

  • 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.

  • To capture leads via your content, you need to provide value and engage your audience. That's where interactive content comes in—from quizzes to contests and giveaways. Here are five excellent tools you can use to create interactive content and capture leads.

  • As the world faces the global coronavirus pandemic, B2B CMOs face a critical problem: Reaching and persuading buyers will be extremely difficult for the foreseeable future. So, what's to be done?

  • A constantly changing landscape of demand gen requests, requirements, and expectations can make any marketer feel downright fried. But in our Friday Forum, you'll learn how to use customer empathy, create bingeable content experiences, and measure demand gen success. Sponsored by Uberflip.

  • Wish you could leverage the power of video in your content marketing and demand gen efforts—but not sure where to start? We'll show you what you need to succeed. Sponsored by Vidyard.

  • Speaker, author, and influence marketing expert Jason Falls talks about how most marketing organizations are missing the boat on influence (and how you can win big by getting on board).

  • 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.

  • We've had it drummed into our heads that inbound leads are the Holy Grail of our marketing efforts. We've come to believe they are the quickest and most effective to convert. But is that really the case?

  • In the new era of data privacy and more stringent privacy regulations, marketers need to turn away from third-party data. To build trust while maintaining personalization, marketers are turning to zero-party data. So... what is it, and how can you collect it?

  • Trade publications are inundated with references to, and hype for, artificial intelligence. Everywhere you look, AI is being touted as the answer--even to some questions we aren't asking. Marketing is not immune to this push for AI. Quite the opposite, actually. But is it warranted?