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• Win/Loss Analysis: Strategize Your Results [Infographic]Verónica Jarski
  Companies that study their past deals have a 3-7 times higher win rate than companies that don't. Here's how looking at past sales can help you win future deals.
  Customer Behavior, Customer Insight, Marketing Strategy, Marketing Tips, Sales, Strategy
• Three Mistakes That Can Prevent You From Hitting Your Sales GoalHugo Bader
  If you're struggling to meet your business goals, pause for a moment to make sure you're not making one of these crucial mistakes.
  Customer Relationships, Management, Marketing Strategy, Measurement, Metrics, Sales
• Five CRM Systems Your Salespeople Will Actually Use (Article 2 of 2)Luke Wallace
  These five CRM systems offer an optimal combination of the features and functions salespeople want most in CRM software.
  CRM, Customer Relationships, Lead Generation, Marketing Automation, Sales, Technology
• Four Tips for Increasing Your Average Order ValueLewis Gersh
  Many marketers are so heavily focused on acquisition that they forget about increasing average order value or targeting existing customers. Here's a look at how and why increasing AOV is ...
  Advertising, Customer Engagement, Customer Experience, Digital Marketing, Marketing Strategy, Sales, Sales and Advertising
• Five CRM Systems Your Salespeople Will Actually Use (Article 1 of 2)Luke Wallace
  Most salespeople don't like using CRM systems. They'd much rather be talking with prospects than learning difficult software and entering volumes of data. In article 1, we discuss what salespeople ...
  CRM, Customer Relationships, Lead Generation, Lead Nurturing, Sales, Technology
• Are B2B Enterprises Successfully Shifting Sales to Online Channels?Ayaz Nanji
  Many large B2B companies are still struggling to persuade clients to purchase goods and services online, according to a recent report from Accenture.
  B2B Marketing, Customer Behavior, E-Commerce, Research Summaries, Sales, Survey Data
• 17 Ways to Boost Your E-Commerce Conversion Rates [Infographic]Verónica Jarski
  Want to improve your e-commerce conversions? The following 17 tips can give your conversion rates a boost.
  Customer Behavior, Customer-Centric, Customer Engagement, Customer Service, E-Commerce, Sales, Social Media, Websites
• How to Create a Post-Lead Content Marketing StrategyChanin Ballance
  To help Sales, marketers should embrace lead handoffs as the beginning of a new phase that requires its own content strategy for maximizing post-handoff lead conversion.
  Collaboration, Content, Content Marketing, Inbound Marketing, Lead Generation, Lead Nurturing, Marketing Strategy, Sales
• Discounting in the Digital Age [Infographic]Verónica Jarski
  Find out how today's retailers are using new discount strategies, backed by data and analytics, to reach the right customers with the right offers in the right ways.
  Customer Acquisition, Customer Engagement, Digital Marketing, Marketing Strategy, Sales, Segmentation, Technology, Testing
• Use 'Interest Data' to Ignite Your MarketingAndrew Davies
  Interest data provides an exciting new frontier for marketers to explore as they seek to develop better messaging, tactics, and strategies.
  Content, Content Marketing, Customer Behavior, Customer Service, Data, Digital Marketing, Marketing Strategy, Sales
• How to Use 'Story-Selling' and Modular Content to Drive SalesMelissa Andrews
  Some marketers would say salespeople are like babies who need structure and boundaries... and can't be trusted with storytelling. But as a marketer and former sales rep, I know the ...
  B2B Marketing, Content, Content Marketing, Content Strategy, Lead Nurturing, Print Collateral, Sales, Writing
• How to Optimize Your Content Repository to Align Sales and MarketingDaniel Rodriguez
  Organizing and keeping all of your sales support content up-to-date can be challenging. And ensuring your content repository is easily accessible and searchable can be even more of a challenge.
  Content, Content Strategy, Print Collateral, Sales
• Tradeshow Hero: How to Use Email and Marketing Automation for Live-Event SuccessBrad Dodge
  It's critical that the time and resources you're investing to participate in tradeshows generate great leads and real ROI. Here's how to use email and marketing automation to ensure you ...
  Email, Email Marketing, Lead Generation, Lead Nurturing, Marketing Automation, Sales, Social Media, Tradeshows/Events
• How the AdWords Conversion Reporting Updates Enable Better Tracking of Macro- and Micro-ConversionsChris Lucas
  Google AdWords is making big changes that will affect marketers. These changes will have an enormous impact on SEO as well as the structure of ads and the customization of ...
  Advertising, Customer Insight, Data, Digital Marketing, Google, High-Tech Marketing, Sales, Sales and Advertising
• Six Ways Sales and Marketing Can Align With Customers and Grow RevenueTrisha Winter
  In B2B organizations, aligning sales and marketing goals with your current customers in mind can make the difference between meeting your quarterly goals and hoping next quarter will be better.
  Customer Evangelists, Customer Relationships, Customer Retention, Personas, Sales, Social Media
• What B2B E-Commerce Can Learn From B2CDarren Hill
  B2Bs should consider having the same selling best-practices that their B2C counterparts already mastered—or fear consumer abandonment for the better experience on the market.
  B2B Marketing, B2C, Customer Engagement, E-Commerce, Marketing Strategy, Sales
• Do's and Don'ts of Top-of-Funnel MarketingMaribeth Ross
  Top-of-funnel marketing is all about engaging prospects with thought leadership and content marketing—not beating them over the head with hard-sell tactics. So how do you get the word out about ...
  Content, Content Marketing, Inbound Marketing, Lead Generation, Marketing Strategy, Sales, Technology, Thought Leadership
• The Surprising Truth About Brick-and-Mortar Retailers [Infographic]Verónica Jarski
  In today's always-connected digital world, you probably assume that brick-and-mortar retailers aren't as popular as online ones.
  Customer Behavior, Marketing Strategy, Mobile Marketing, Retail Marketing, Sales, Websites
• What to Look for When Identifying Your Best CustomersDoug Bewsher
  Identifying the prospects most likely to convert and generate long-term value requires thinking beyond the business card. Keep the following in mind when looking for your best customers.
  Customer Communications, Customer Insight, Customer Relationships, Sales
• Trends That Can Help You Turn Online Searchers Into PurchasersYad Bhatti
  E-commerce is booming, but the retail store is far from dead. Marketers need to solve the attribution gap between online marketing and store sales. Let's go over some old, new, ...
  Advertising, Customer Behavior, Data, Digital Marketing, E-Commerce, Google, Keywords, Sales, Sales and Advertising, Websites