Customer Acquisition: How-to articles covering the latest marketing tactics, tips, and strategies.
How to Supercharge Sales: Four Storytelling Plots to Eliminate Buyer Skepticism and MistrustHarry MillsBefore salespeople can convince a prospect to buy, they have to convince that buyer of the need for change. Facts and figures that are devoid of emotion often fail to ...
E-Commerce Technology: Why Your ESP Is Not Enough, and What You Need InsteadZaius [Sponsored Content]Most e-commerce businesses are still being run on email service providers (ESPs) and a patchwork of point solutions, leading to disconnected marketing, fragmented customer experiences, and no way for marketers ...
Three Essential Solutions for Your E-Commerce Marketing StackNanette GeorgeDetermining which technology pieces matter to your marketing team can be daunting. You need tools that help you navigate omnichannel shopping behaviors, meet customers where they are, and deliver useful ...
Convert More Leads Into Sales With These Five Email Follow-Up CampaignsNathaniel CheungMarketers know they should be following up leads with an email autoresponder sequence. But many don't know what to write, and so never get around to creating follow-up emails. Use ...
How to Maximize the ROI of Your Lead Generation CampaignsIvan KreimerIf you want your marketing and your business to succeed, you need to make the most of your lead generation campaigns and achieve the highest-possible ROI. Here are a few ...
Reaching Millennials in 2017: Turns Out, They're on Their PhonesMatt DonovanWe've become used to hearing about Millennials as "the next generation of consumers." That's no longer the case. Millennials are adults now. They're the current generation. And they're your customers. ...
B2B Sales Reps Are Out of Sync With Buyers, But Is Marketing at Fault?Bruce ScheerToo often, salespeople don't understand the buyer's world or needs, and don't know to communicate real value. But whose fault is it? The sellers'? They often get the blame, but ...
Your Buyers Are Experiencing Marketing Fatigue; Here's What to Do About ItJim BrodoToo many nurture touchpoints, too many pieces of outreach, too many really bad email messages. Buyers are beginning to shut down, and that's going to be a big problem for ...
Six Building Blocks of a High-Converting Lead Generation FormAshley WalshLet's be honest: Website visitors hate to fill out your lead generation forms. Luckily, there are proven ways to reduce form friction and get prospects to hand over their valuable ...
Don't Make a Titanic Mistake: Bigger Experiences Aren't Always Better in Experiential MarketingSteve RandazzoWhen planning an experiential marketing campaign, it can be tempting to sink a titanic budget into the splashiest one-day event ever conceived, but that single-minded pursuit of buzz is risky. ...
Customer Acquisition: Podcasts containing in-depth interviews with smart marketers from all walks of life.
Creating Brand Fans on a Grand Scale: Musician Peter Hollens on Marketing Smarts [Podcast]by Kerry O'Shea GorgoneMusician Peter Hollens built a following of more than 1.5 million YouTube subscribers through collaboration, a commitment to regular content, and audience feedback. The lessons he learned can help marketers build their own valuable audiences.
Mastering the Invisible Sale: Tom Martin Talks to Marketing Smarts [Podcast]by Kerry O'Shea GorgoneTom Martin—founder of Converse Digital and author of The Invisible Sale—discusses his secrets for using content and social networking to drive business growth without cold calls, advertising, or pitching.
Whiteboard Selling: Author Corey Sommers Talks to Marketing Smarts [Podcast]by Kerry O'Shea GorgoneCorey Sommers, SVP of whiteboard strategy at Corporate Visions, is also co-founder of WhiteboardSelling, where he was CMO. In this episode of Marketing Smarts, he discusses the book he co-wrote with David Jenkins, Whiteboard Selling: Empowering Sales Through Visuals.
The Tension Between Marketing and Sales Exposed! Silverpop's Ellen Valentine on Marketing Smarts [Podcast]by Matthew GrantEllen Valentine, product evangelist at Silverpop and my guest this week on Marketing Smarts, has an interesting perspective on the perennial tension between Marketing and Sales: Technology is to blame! And it's likely the solution, too...
Customer Acquisition: Online seminar broadcasts from the best minds in marketing
- Break Through the Noise: Three Strategies to Double SalesBroadcast on 9/22/2016 with Amanda HolmesIn this PRO seminar, we'll share real case studies from companies who have doubled their business and we'll walk you through the techniques they used to do it. You'll leave armed with email templates, marketing messaging fundamentals, and proven strategies you can start using today to grab your prospect's attention, surpass targets, and double sales.
- Dominate LinkedIn: Connect and Engage With Your ProspectsBroadcast on 7/28/2016 with Viveka von RosenIn this PRO seminar, we'll show you how to leverage LinkedIn's "hidden" features to connect and engage with your ideal prospects, and ultimately close more sales. You'll learn how to identify your best leads, communication strategies that convert, and what LinkedIn tools will help seal the deal.
- Smarketing—What It Is and Why You Need to Master ItBroadcast on 9/24/2015 with Peter StrohkorbIn this PRO seminar, we'll discuss the recent phenomenon of smarketing: sales and marketing working together to be competitive in the new buyer's journey. We'll share examples of highly collaborative companies that have applied smarketing and the role it played in their success. You'll leave with actionable advice on how you can introduce this concept to your organization and an understanding of the benefits it can offer.
- Capturing Customers: How to Transition From Product Promoters to Trusted AdvisersBroadcast on 6/18/2015 with Carla JohnsonIn this PRO seminar, we'll talk about why marketers need to change their approach to capture and keep buyer attention. You'll learn how to transition your marketing from being product-centered into thought leadership centered, and ultimately, how to establish yourself as a trusted adviser within your industry. We'll also share the tactics that the best B2B brands are using to do exactly this.
- MarketingProfs University: Modern Sales and Marketing AlignmentBroadcast on 4/9/2015 with Mathew SweezeyIn this PRO seminar, we'll discuss modern strategies and sales tools for aligning your marketing campaigns to support sales goals and show you how to identify sales-ready leads using behavioral scoring. You'll learn specific techniques to predict future lead handoffs, hold sales accountable for passed leads, and put safety nets in place to catch any that fall through the cracks.
- How to Turn Trade Show Leads Into Trade Show SalesBroadcast on 9/18/2014 with Jim BerettaIn this PRO seminar, we'll share proven tips and techniques that will help you continue the conversation after the show, extending the life of the event and your marketing budget. You'll learn how to master trade show data that can lead to big results for your company.
- The Art of Sales Conversations: Winning Clients and Increasing RevenueBroadcast on 10/27/2011 with Mike SchultzMaster the skills needed to influence prospects through better sales conversations during this insightful PRO seminar. Learn how uncovering your clients' needs throughout the conversation process can help you increase their desire to buy from you (and for full price).
- Conversion in a Social World: From Likes to LeadsBroadcast on 6/9/2011 with Tim AshOnline conversion expert Tim Ash discusses the principles of social dynamics and the specific strategies you can use to energize your online audience and convert them to customers.
- 8 Triggers that Turn Customer Distraction into TractionBroadcast on 4/14/2011 with Adrian OttLearn how to manage customer time to your advantage with the eight key triggers that drive customer time and attention.
- Cure for the Common Website: Using Personas to Boost Site PerformanceBroadcast on 2/10/2011 with Mark O'BrienPersona development is one of the most important and overlooked aspects of website planning. During this 90-minute PRO seminar, learn everything you need to know to create personas and use them to develop a highly effective website.
Customer Acquisition: Tutorials — tactical marketing know-how in just 10 minutes from subject matter experts
- Take 10: How to Attract Customers to Your Tradeshow BoothReleased on 5/29/2015 with Jim BerettaIn just 10 minutes, you'll learn seven key customer attraction strategies to ensure a consistent flow of traffic to your booth. We'll go beyond how to pick the ideal booth location and will provide you with tips on how to train your team to drive attendees in, booth promotions that work, creative differentiation ideas, and more—so you'll leave each event with a list of qualified leads and a positive ROI.
- Take 10: How to Become a Trade Show Rock Star—10 Trade Show Pitfalls to AvoidReleased on 9/19/2014 with Jim BerettaIn just 10 minutes, you'll learn about 10 trade show pitfalls and how you can avoid them. Eliminating these trade show 'fails' will save you time and money, and help you release your inner trade show rock star.
Customer Acquisition: Marketing downloads for the busy professional
- Build a Mighty Email List With Attractive Lead MagnetsIn this 36-page guide, you'll learn about lead magnets, how they can make your marketing more magnetic, and how you can use them to build a higher quality email list that delivers more business.