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• B2B Sales: Don't Spray and Pray, Tell Stories Instead [Video]Michael Harris
  Today, B2B buyers are busy, busy, busy... doing the work of multiple people. The last thing they have time for is a salesperson who takes a spray-and-pray approach: a generic ...
  B2B Marketing, Case Studies, Sales
• Three Ways to Crank Up Your B2B Sales Smarts and Results
  One natural tactic (let's admit it) that B2B marketers often turn to when seeking to increase sales is to stuff the pipeline with more leads. But time and again we hear, ...
  B2B Marketing, Lead Generation, Marketing Tips, Sales
• How to Reduce Lead Leakage NowLisa Cramer
  Are you letting leads seep out of your sales funnel? Learn how to plug the holes in your funnel, nurture leads into qualified sales opportunities, and boost your company's bottom ...
  Collaboration, Lead Nurturing, Lead Quality, Sales
• Three Ways to Maximize Lead Conversion
  As social networking channels gain more and more momentum, there's a good chance you've seen a serious uptick in new inbound leads. "[W]hat happens once you get them?" asks Sammy ...
  Lead Generation, Sales, Social Networking
• The Six Cs of a Customer-Centric Marketing and Sales PipelineLaura Patterson
  Customers today are actively engaged buyers, so your approach to the sales and marketing pipeline must evolve. Learn six revised stages for implementing and measuring Marketing's contribution to the pipeline.
  Customer-Centric, Customer Engagement, Lead Generation, Marketing Tips, Measurement, Sales
• What Doesn't Work in Lead ManagementDan McDade
  Effectively managing sales leads today is tricky, but not if you understand the problems between Marketing and Sales. Learn which four lead-management strategies could be hindering your success.
  Collaboration, Lead Generation, Marketing Tips, Sales, Telemarketing
• Five Tips for Writing Effective Sales LettersMatt Train
  Informative and persuasive sales letters might be difficult to write—but they can pay off big time. Learn five tips for writing engaging, informative, and concise sales letters that'll produce results.
  Content, Customer Engagement, Sales, Writing
• How to Get to the Bottom of Base Sales DriversHenry Wang
  To significantly boost sales, you've got to understand base sales drivers and marketing's impact on them. Learn from examples that illustrate how factor analysis can help you yield consistently high ...
  Advertising, Marketing Analytics, Marketing Automation, Promotions, Sales
• Jeff Bezos and the Shoe-Store Owner: How to Build Instant Rapport With Your CustomersAman Basanti
  In April 2009, Amazon founder and CEO Jeff Bezos convinced Zappos founder Tony Hsieh to sell his online shoe store despite his initial reluctance. The story serves as a lesson ...
  Customer Engagement, Customer Relationships, Market Research, Sales, Thought Leadership
• Three Tips for Tradeshow Success
  "Many have pronounced tradeshow marketing dead," writes Bob Hebeisen at MarketingProfs. "But with the right strategy, hard work, and flawless execution, tradeshows can still be a productive part of your ...
  Marketing Tips, Sales, Tradeshows/Events
• Ditch B2B and Think B2P (Business to People)Carlos Hidalgo
  MarketingProfs blogger Carlos Hidalgo discusses how B2B companies have lost sight of the fact that they are dealing with people.
  Content, Sales
• Five Strategies for Speaking to B2B Buyers' Pain PointsDan McDade
  Effective B2B lead generation, lead qualification, and lead nurturing programs are built on a rock-solid messaging platform—your offer. The most important aspect of a great offer is a deep understanding ...
  B2B Marketing, Copywriting, Customer Acquisition, Lead Generation, Lead Nurturing, Sales
• How Virgin Atlantic Improved Sales Attribution and Saved Six Figures in Two MonthsKimberly Smith
  When a customer makes a purchase on your site, are you able to pinpoint exactly who to give credit to for the sale? Learn how Virgin Atlantic Airways tackled that ...
  Attribution Modeling, Case Studies, Measurement, Online Marketing, Promotions, Sales, Testing, Websites
• Why Sales Needs Fewer Leads From MarketingDan McDade
  Buyers are now driving the buy/sell process once controlled by field sales, causing sales teams to miss their targets. But high-volume lead generation won't help. Here's why a "less is ...
  Content, Lead Generation, Lead Quality, Referrals, Sales, Social Media
• New 'X Factors' in Buying and SellingErnest Falkner
  Up until the mid '80s and early '90s, salespersons held most of the trump cards. To make decisions, buyers had to rely on the information that sellers brought to the ...
  Collaboration, Sales, Social Networking
• Three Ways to Adjust Your Sales Approach in a Content-Drenched Marketplace
  We all know it: Content rules in today's digital marketplace. Prospects expect to find information about any product or service that strikes their fancy—in a matter of seconds. As a ...
  B2B Marketing, Content, Sales
• 3 Ways to Improve Marketing & Sales AlignmentGuest Blogger
  MrketingProfs guest blogger Kathy Rizzo discusses how to improve the alignment of your sales and marketing teams by jointly defining success, getting input during campaign development, and having regular feedback ...
  Content, Sales
• How to Build Your Own Customized B2B Prospecting Lists for FreeArvind Sehtia
  A customized prospecting list is a great resource for your cold calling, direct mail, and email marketing efforts. If you prefer to "do it yourself," here are nine steps for ...
  B2B Marketing, Keywords, Marketing Tips, Sales, Targeting, Testing
• Writing Copy That Closes the Deal on Your Sales Page
  In a guest post at Remarkablogger, Amy Harrison notes the strange tonal shift that happens on the way to a website's sales page: "Whilst your blog content might have the ...
  Copywriting, Sales, Websites
• A Lesson From Sales Pros: How One-to-One Marketing Can Pay Off Big Time When Your Budget is ZeroElaine Fogel
  One-to-one marketing is time-consuming, but as any sales professional can tell you, the personal touch—communicating directly with the decision maker—can be very effective.
  Customer Engagement, Marketing Strategy, Sales, Word-of-Mouth