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• A More Human Model for Product StorytellingKathy Klotz-Guest
  The resurgence in storytelling, the original social medium, is an important and welcome evolution for many reasons. Memorable stories scale in a way that facts alone cannot. In a world ...
  Content, Content Marketing, Customer Acquisition, Product Marketing, Sales, Writing
• Forget the Funnel, Use the Sales Radar to Find the Invisible SaleTom Martin
  I once had to call on a prospect 52 times before we were invited to pitch. But the last client I picked up at my current firm took exactly one ...
  Content, Content Marketing, Customer Acquisition, Inbound Marketing, Lead Generation, Lead Nurturing, Sales, Web Analytics
• 1-800-MARKETING: Transitioning From Service Provider to Value GeneratorLaura Patterson
  There's a difference between being a service organization to Sales and being a value generator for the company. As marketing professionals, our future depends on being the latter. Let's clarify ...
  Career Management, Chief Marketing Officer, Marketing Operations, Marketing Strategy, Measurement, Metrics, Positioning, Sales, Strategy
• How B2B Commerce Is ChangingAyaz Nanji
  More than half of B2B vendors (57%) say B2B commerce is fundamentally changing and shifting from offline to online, according to a recent report from Intershop.
  B2B Marketing, Digital Marketing, Mobile Marketing, Research Summaries, Sales, Sales and Advertising
• Five Big Trends for Corporate EventsBetsy Zikakis
  Event attendees have come to expect more from their time and investment in meetings and events. These five trends are a response to those expectations and will shape event management ...
  B2B Marketing, Conferences, Demand Generation, Digital Theory, Marketing Conferences, Personalization, Sales, Technology
• Five Tips for Marketing to Win Love From SalesNasheen Liu
  "It's complicated" would be the proper way to describe the love/hate relationship between Sales and Marketing. But it doesn't have to be that way. Having been on both sides of ...
  Career Management, Collaboration, Customer Acquisition, Email, Lead Generation, Sales
• B2B Lead Generation: What Marketers WantAyaz Nanji
  Most pay-per-lead B2B marketers (51%) say knowing a buyer's purchasing time horizon is the most important data point they want but often don't get, according to a recent report by ...
  B2B Marketing, Email Lists, Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring, Research Summaries, Sales, SMBs
• How to Develop a Winning Tradeshow BoothMark Saghy
  Creating a tradeshow booth can be difficult. Here are some helpful tips to get you started as you plan, design, and create an effective booth that can be used for ...
  Conferences, Customer Experience, Lead Generation, Sales, Tradeshows/Events
• The Four Types of Small Business Technology Buyers [Infographic]Ayaz Nanji
  Technology buying decisions made by small businesses are influenced more by attitudes and beliefs than by demographic factors such as industry, revenue, and years in business, according to a recent ...
  B2B Marketing, Customer Behavior, Research Summaries, Sales, Segmentation, Small Business, SMBs, Technology
• How to Uncover Confusion in Your Conversion Funnel: Article 2 of 4Sean Ellis
  Just how do you optimize your funnel, and shuttle visitors quickly along their way to the experience that will turn them not just into a conversion but into engaged users ...
  Google Analytics, Metrics, Sales, Segmentation, Web Analytics, Websites
• 15 Tools That the Most Successful Entrepreneurs Use [Infographic]Verónica Jarski
  A marketer may feel overwhelmed by the huge selection of business tools. Fortunately, the following infographic highlight experts' favorites, so marketers can whittle down their options and choose.
  Data, Digital Marketing, Lead Generation, Lead Quality, Management, Marketing Tips, Sales
• Online Shopping Cart Abandonment Rates [Infographic]Ayaz Nanji
  Shopping cart abandonment remains a major challenge for businesses online, with abandonment rates in the second quarter of 2013 averaging 75%, according to a recent report by SaleCycle.
  Customer Behavior, Email, Email Marketing, Online Marketing, Research Summaries, Retail Marketing, Sales
• In Content Marketing, 'People Buy on Emotion and Rationalize With Logic' Is a Mistake (Pt. 2)Catherine Sherlock
  In Part 1, we began the examination of how emotion and logic operate in the buying cycle, and we covered what sort of content to produce for the Awareness stage. ...
  B2B Marketing, Content, Content Marketing, Customer Acquisition, Customer Behavior, Customer Engagement, Digital Theory, Inbound Marketing, Lead Nurturing, Marketing Communications, Marketing Strategy, Sales, Web Content, Web Copy, Writing
• What B2B Sales Winners Do DifferentlyAyaz Nanji
  The No. 1 factor that separates B2B sales winners from their challengers is that they educate buyers with new ideas and perspectives, according to a recent report.
  B2B Marketing, Lead Nurturing, Research Summaries, Sales, Sales and Advertising
• How to Create Your Hourly Rate for Digital Marketing ServicesRob Eleveld
  The good news is that you don't need an MBA and you needn't have taken an accounting class to figure out the basics of your cost structure and an associated ...
  Career Management, Customer Acquisition, Digital Marketing, Management, Marketing Operations, Pricing, Sales, Services Marketing, Testimonials
• How Using Tablets as Sales Tools Boosts Productivity, Profits [Video Infographic]Zach Redler
  With more and more sales reps using their mobile devices during sales calls, CSOs and CMOs have been scrambling to find ways to capitalize on the trend.
  Mobile Marketing, Presentations, Sales
• In Content Marketing, 'People Buy on Emotion and Rationalize With Logic' Is a Mistake (Pt. 1)Catherine Sherlock
  The saying "people buy on emotion and rationalize with logic" has been around so long that people rarely question it. But in content marketing, you need to question it. Otherwise, ...
  B2B Marketing, Content, Content Marketing, Customer Behavior, Inbound Marketing, Sales, Writing
• Surprising Facts About Customer Loyalty Marketing [Infographic]Verónica Jarski
  To find out about the loyal customers vs. new ones, and three reasons why a loyalty program should be part of your business, check out the following infographic by FiveStars.
  Brand Loyalty, Customer Behavior, Customer Loyalty, Customer Retention, Sales, Word-of-Mouth
• The Best Content Ideas Come From Customers' NightmaresBarry Feldman
  Want to get frighteningly good at content marketing? Take a trip with me to the dark side. Off we go... venturing into some scary territory: the human psyche. Who knows ...
  Content, Content Marketing, Customer Acquisition, Customer Behavior, Customer Insight, Sales, Web Content, Web Copy, Writing
• Which Comes First: Content or Marketing Automation Software?Katie Hollar
  For most software purchases, you identify a business process that could be accomplished more efficiently with the help of technology. Then you buy it. Then you use it. Then your ...
  Behavioral Marketing, Content, Content Marketing, Customer Acquisition, Customer Communications, Customer Relationships, Marketing Automation, Sales, Web Content, Writing