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• Case Study: B2B Specialty Manufacturer's Integrated Marketing Yields 30% Annual Sales Growth Three Years RunningStephanie G. Hlavin
  When you've schlepped your staff and booth to numerous tradeshows throughout the year, with no concrete results to point to, it's time for a change in your marketing approach. Euchner-USA, ...
• Lies, Damn Lies, and Dashboards, Part 1: CRM Reporting and the Wrench in the Lead MachineSu Doyle
  Watching CRM dashboards is like monitoring stocks online—it's easy to get mesmerized by the merest up tick or downturn in lead flow. But like savvy investors, savvy marketers need to ...
  Collaboration, CRM, Lead Generation, Marketing Dashboards, Metrics, Sales, SMS
• Six Ways to Prepare Better Collateral for Sales TeamsJonathan Kranz
  Collaboration, Creativity, Lead Generation, Marketing Tips, Print Collateral, Sales
• How to Establish Sales Credibility: It's Not the Story You Tell, It's the Questions You AskJeff Thull
  Establishing credibility is one of the most critical elements in securing a new customer. The customer must see you as a credible and trustworthy resource. Here's how to establish credibility ...
  Customer Acquisition, Customer Engagement, Sales
• Casting a Wide Net for Leads? Here's How to Get Great ResultsAnna Talerico
  Here's a popular way to generate online leads: Buy a keyword ad on a search engine site. In your ad, offer free content -- such as a white paper -- ...
  Collaboration, Landing Pages, Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring, Sales
• Three Sales Leadership Challenges That Prevent Sales Force SuccessJeff Thull
  Creativity, Management, Pricing, Sales
• Six Ways to Prepare Better Collateral for Sales TeamsJonathan Kranz
  Ah, sales and marketing. They're like two siblings fighting in the back seat while mom, pop—or a company executive—drives the car. Jonathan doesn't know how to stop all this bickering (and ...
  Case Studies, Collaboration, Customer Engagement, Lead Generation, Lead Quality, Marketing Tips, Sales, White Papers
• Case Study: How an Online Retailer Grew Revenue 161% Year over YearJennifer Natsu
  The Sideways Wine Club, launched in April 2005, improved sales 161% year over year through July 2006, despite the fact that most online wine marketers experience an average visitor-to-buyer conversion ...
• Sales Secrets of an Interactive Biz-Dev GuyKevin Arthur
  Collaboration, Market Research, Marketing Smarter, Sales, Surveys, Targeting
• Case Study: Smart Marcomm Strategy Enables Precision Manufacturer to Nearly Double Sales in One YearStephanie G. Hlavin
  In the world of engineers, where numbers and measurable impacts reign supreme, marketing communications may seem like a bunch of mumbo jumbo, a pointless exercise in corporate frivolity. But not ...
• Knowing Your Client's Connections Can Increase Your ReferralsPaul McCord
  One of the critical parts of generating a large number of quality referrals is, of course, getting quality referrals, as opposed to just getting names and phone numbers. You can assure ...
  Customer Behavior, Referrals, Sales
• Stunningly Awful Software Evaluations—A Strategy of Foolish Hope?Peter Cohan
  Practicing these eight simple strategies will help reduce your quarterly revenues, delay deals, and consume resources foolishly. But making a few changes may move you from being a "victim of momentum" ...
  High-Tech Marketing, Marketing Strategy, Sales
• Using Personas as a Sales-Enablement ToolLaura Patterson
  Think of personas—customer archetypes—as "stand-ins" representing the needs, goals, and personal characteristics of various groups of your customers. They are invaluable for giving salespeople insight into the behaviors, expectations, and motivations ...
  Customer Engagement, Customer Experience, Personas, Sales, Targeting
• Three Sales Leadership Challenges That Prevent Sales Force SuccessJeff Thull
  There are many challenges in leading a winning sales team, but research has identified 3 key challenges that sales managers most commonly face. How are you currently approaching these situations? ...
  Collaboration, Management, Pricing, Sales
• Top 13 Marketing Budget Wastes—and How to Avoid ThemEran Livneh
  Once again, it is that time of year... when marketing departments are busily preparing next year's budget. As we all know, chances are you won't be able to get everything ...
  Collaboration, Customer Engagement, Lead Generation, Marketing Budgets, Permission Email Marketing, Sales, Targeting, Telemarketing
• Marketing Challenge: Getting Product Salespeople to Sell ServicesHank Stroll
  This week, how do you train product salespeople to sell services? Here are three steps.
  Marketing Challenges, Marketing Smarter, Sales, Services Marketing
• Five Ways to Improve Your Lead ManagementRobert Moreau
  Marketing departments perform many tasks throughout the year: hiring good talent, keeping quality employees, choosing the right communications strategy, improving ROI, and generating higher quality leads for Sales. But with ...
  Collaboration, Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring, Marketing Tips, Sales
• Hollywood Tie-ins: How to Avoid a Horror ShowStephen Denny
  You can do Hollywood tie-ins right. It just takes nerves of steel, the ability to say no to a lot of very charming people, and a ton of planning. But ...
  Collaboration, Customer Acquisition, Marketing Inspiration, Sales
• Sales Secrets of an Interactive Biz-Dev Guy (Part 1): Cold-Calling for Fun and ProfitKevin Arthur
  If you're able to just snap your fingers and make work appear on command, more power to you. If not, and you ever find yourself having to do some sales, ...
  Collaboration, Positioning Statements, Sales, Targeting
• The 10 Biggest Mistakes Marketers Make—Number 1: Merely Handing Off Leads to SalesRoy Young
  Collaboration, Lead Generation, Lead Quality, Marketing Tips, Sales