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• How to Improve the Relationship Between Marketing and Sales TeamsAyaz Nanji
  Most marketers and salespeople say their departments generally get along well but that there are a few key areas of the relationship that could be improved, according to recent research ...
  Management, Marketing Operations, Research Summaries, Sales, Survey Data
• Four Ways People Think and How to Convince Them to BuyMikita Mikado
  What motivates your buyers? Four key personality types, as defined by the DISC model, will give you the clues you need to understand buyers. Here is how each type of ...
  B2B Marketing, Customer Behavior, Lead Nurturing, Personas, Sales
• Four Practical Segmentation Tips for B2B MarketersEd King
  Here are four ways segmentation can improve demand generation—and four practical tips on what and how to segment.
  CRM, Customer Acquisition, Customer Relationships, Lead Generation, Marketing Automation, Personas, Sales, Segmentation, Targeting
• Account-Based Marketing Takes on Inbound: Which Will Win?Louis Gudema
  Inbound marketing has become a favored form of B2B demand generation. But as its popularity continues to grow, so do its issues. Enter account-based marketing as an alternative.
  Account-Based Marketing, B2B Marketing, Business Intelligence, Customer Acquisition, Customer Engagement, Data, Lead Generation, Lead Nurturing, Marketing Analytics, ROI, Sales
• The Secret to Account-Based Marketing SuccessDoug Bewsher
  Lead-to-account matching enables marketers to have all the information they need to successfully target and engage potential customers.
  Account-Based Marketing, B2B Marketing, Customer Behavior, Customer Insight, Data, Marketing Analytics, Sales
• Technology-Enabled Revenue Will Rule in 2016Tim Killenberg
  Consumers are increasingly expecting technology-driven transactions. To reach those consumers and break sales goals this year, companies need to focus more on technology.
  Consumer Electronics, Customer Behavior, Marketing Strategy, Mobile Marketing, Sales, Technology
• The Four Critical Steps You Need to Master Content ScienceGary Skidmore
  The success of your marketing strategies hinges largely on your content's quality and its ability to engage your audience. Follow these steps to not only better understand your customers but ...
  Content, Content Marketing, Data, Inbound Marketing, Research, Sales
• #SocialSkim: Digital Spaces Worth Exploring in 2016, Plus 11 More Stories in This Week's RoundupAngela Natividad
  New year, new social strategy? Find out what trends are guiding brands into the next few months. We'll also tell you about Twitter's new CTA buttons, Snapchat's leap into ad ...
  Advertising, B2B Marketing, B2C, Content, Content Marketing, Digital Marketing, Digital Theory, E-Commerce, Facebook, Marketing Strategy, Mobile Marketing, Retail Marketing, Sales, Social Media, SocialSkim, Twitter, Videos
• Trust Me... I'm a Salesperson: Four Steps to Win Trust in the Least-Trusted Role on the PlanetDonal Daly
  Ask most people to describe a salesperson, and "trustworthy" probably won't be their first choice of adjective. Yet, to stand any chance of making a sale, you must establish credibility ...
  Career Management, Customer Acquisition, Customer Relationships, Sales
• Is Commoditization an Issue for You? Here's What You Can Do About ItRick Steinbrenner
  Marketplace competitors can easily make your products or services a commodity so that everything comes down to price. How do you know whether you're being commoditized? And how can you ...
  Marketing Strategy, Positioning, Pricing, Sales, Value Propositions
• The Three Most Important B2B Marketing Questions for 2016Gavin Finn
  What are the guidelines for making choices and setting priorities in your marketing organization? To achieve success in 2016, these are the most important questions for marketers to ask.
  B2B Marketing, Customer Acquisition, Customer Behavior, Customer-Centric, Customer Relationships, Marketing Strategy, Sales, Value Propositions
• Top 10 Infographics of 2015 on MarketingProfs
  These are the infographics that you and your fellow marketers found most worthy of your time and attention in 2015.
  Content, Content Marketing, Customer Behavior, Digital Marketing, Email, Marketing Strategy, Marketing Tips, Millennials, Personalization, Presentations, Sales, Social Media, Website Design
• Understanding Your Content Marketing Goals Before Setting MetricsClaudine Bianchi
  It's much easier to start a journey if you know where you're going—and much more likely you'll actually get to somewhere you want to be.
  Content, Content Marketing, Customer Engagement, Metrics, Sales
• Six Ways to Include Video in Your Marketing StrategySarah Quinn
  Video content is easy to consume and engaging, and it helps you connect with the people who matter most—your audience. But how do you make sure you're getting the full ...
  Content, Content Marketing, Content Strategy, Email Campaigns, Email Marketing, Lead Generation, Lead Nurturing, Marketing Strategy, Sales, Social Media, Testimonials, User-Generated Content, Videos, Vine, Webinars
• 10 Essential Steps to Revenue Growth in 2016 for Brands With an Indirect Sales ModelGary Ritkes
  There's a growth-stifling disconnect between brand marketers that have indirect sales models and the local channel partners that sell the brands' products or services.
  B2B Marketing, Channel Marketing, Content, Local Marketing, Marketing Automation, Sales
• When Do B2B Customers Reach Out to Sales Reps?Ayaz Nanji
  Most B2B customers look at publicly available information and talk to their personal network before reaching out to a vendor's sales team, according to a report from CEB Marketing Leadership ...
  B2B Marketing, Customer Behavior, Research Summaries, Sales, Sales and Advertising, Survey Data
• The Year in Video Marketing and What to Expect in 2016Tyler Lessard
  In 2016, the video skills marketers have learned in 2015 will allow them to create better content and tell stories that have greater impact, and they'll get serious about measuring ...
  Content, Content Marketing, Lead Generation, Marketing Strategy, Measurement, Metrics, Personalization, Sales, Videos
• Six Huge Lead-Generation Pitfalls That Are Hurting Your BusinessRob Manser
  Every marketing and sales team struggles with lead generation at some point. But are they making this battle even more difficult by committing these lead-generation mistakes?
  Data, High-Tech Marketing, Lead Generation, Lead Quality, Lead Scoring, Sales
• Six Things You Need to Know to Reach MomsDallas Lawrence
  Mom is the primary decision maker for most of her family's purchases. Now, new research is giving us a better look into how the modern mom shops for her family ...
  Advertising, Customer Behavior, Demographics, Digital Marketing, Sales, Sales and Advertising
• Are SMBs Expecting a Good Holiday Season and 2016?Ayaz Nanji
  Some 40% of B2C small and midsize business owners expect 2015 holiday revenue to exceed 2014 holiday revenue, according to a recent report from Constant Contact.
  B2C, Research Summaries, Sales, SMBs, Survey Data