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• Why Decreasing Inbound Call Volume May Help Your BusinessJenn Horowitz
  More isn't always better. Large call volume could be the result of telecom spam and fraud, faulty routing, or an inefficient marketing strategy that's eating into your ROI.
  Advertising, Lead Generation, Sales, Targeting, Telemarketing
• How to Thank These Five Important Types of Customers During the HolidaysJignesh Shah
  Don't spam your contact database with generic holiday email greetings; they will be ignored, your time will have been wasted, and your brand will lose credibility. Instead, make your efforts ...
  Channel Marketing, Customer Loyalty, Customer Relationships, Customer Retention, Lead Generation, Lead Nurturing, Sales, Testimonials
• How to Use the Six ABM Processes to Align Sales and Marketing and Drive Real ResultsJon Miller
  Account-based marketing is built on six processes that flip the focus from generating leads to courting the companies you want to do business with. An added benefit: total sales and ...
  Account-Based Marketing, B2B Marketing, Collaboration, Lead Generation, Lead Nurturing, Marketing Strategy, Personas, Sales
• Media Channels the Brightest B2B Marketers Use to Drive Leads [Infographic]Vahe Habeshian
  In their lead generation efforts, successful B2B marketers use a combination of platforms and channels in their marketing mix to engage and influence prospects and convert them to buyers.
  Advertising, B2B Marketing, Content, Lead Generation, Marketing Strategy, Publishing, Sales, Social Media, Websites
• Eight Missed Opportunities in Your B2B ContentDan Stelter
  What really motivates buyers to act? When using content, many B2B companies struggle to engage buyers. Here are eight engagement tactics that work, according to research, but marketers use them ...
  B2B Marketing, Content, Copywriting, Customer Behavior, Lead Generation, Sales, Web Content, Writing
• Buyer Personas: How Much Detail Is Too Much?Marcus Schaller
  At what point does a buyer persona mutate from a useful marketing tool into a meaningless collection of bullet points, stock headshots, and random guesses? Here's what we really need ...
  Customer Acquisition, Customer Insight, Customer Relationships, Demographics, Lead Generation, Marketing Strategy, Personas, Sales
• Unwrapping the 2016 Holiday Shopping Experience [Infographic]Verónica Jarski
  Consumers have high expectations of retailers during this holiday season. Here's a look at what they want and ideas for meeting their expectations.
  Consumer Electronics, Marketing Strategy, Mobile Marketing, Sales, Smartphones, Social Media
• The New Moment of Truth: Beyond the Buy ButtonHarsh Jawharkar
  The step of the customer journey between the purchase and the delivery of a product is incredibly valuable. It's the New Moment of Truth, a critical touchpoint that can make ...
  Brand Loyalty, Brand Management, Customer Engagement, Customer Loyalty, Customer Service, Marketing Strategy, Mobile Marketing, Sales, Sales and Advertising
• Five Solid Reasons for Adopting Video Chat at Your CompanySilky Sinha
  Boost your company's productivity and keep costs down by using video chat. Check out these reasons why using video regularly at your company makes sense.
  Career Management, High-Tech Marketing, Management, Sales, Videos
• 10 Ways to Make Facebook Your Most Powerful Event-Promotion ToolCourtney Danyel
  People often use Facebook Events to connect and meet up in the real world. So why not marketers? Facebook can help promote your in-person events—which are among the most effective ...
  Advertising, B2B Marketing, B2C, Conferences, Content, E-Commerce, Facebook, Lead Generation, Marketing Conferences, Mobile Marketing, Sales, Social Media, Tradeshows/Events, Virtual Events
• Stop Ignoring the Opportunities for Cross-Selling and UpsellingBrad Zomick
  Sales and marketing professionals primarily focused on customer acquisition often overlook one important area of sales potential: cross-selling and upselling to current customers.
  Customer Insight, Customer Relationships, ROI, Sales, Sales and Advertising
• Three Ways Marketers Can Master Strategic Word-of-MouthSteve Bernstein
  Positive word-of-mouth (WOM) has long been documented as a powerful growth tool. The good news: unlike our B2C brethren, we B2B marketers can strategically manage WOM. Here are three ways ...
  B2B Marketing, Customer Relationships, Lead Generation, Sales, Testimonials, Voice of the Customer, Word-of-Mouth
• 11 Ways to Jazz Up a Boring Sales Page Without Resorting to HypeMarcia Yudkin
  You don't have to do the verbal equivalent of dressing up in a burger suit and jumping up and down at passing cars. You can give your sales page copy ...
  Content, Copywriting, Landing Pages, Print Collateral, Sales, Web Content, Writing
• Marketing's Important Role in Accelerating Sales to Large Buying GroupsChristine Slocumb
  Just five years ago, in small-to-midmarket companies, 1-2 people were typically involved in the purchase decision. In recent years, that trend has shifted; now, 3+ people must approve purchases, even ...
  Account-Based Marketing, B2B Marketing, Content, Content Marketing, Lead Nurturing, Personas, Sales
• 2017 B2C Content Marketing Benchmarks, Budgets, and TrendsAnn Handley
  Although business-to-consumer (B2C) content marketers have been more successful with their efforts this year than they were last year, many still need to slow down to give their content marketing ...
  B2C, Content, Content Marketing, Content Strategy, Inbound Marketing, Marketing Strategy, Measurement, Metrics, Research Summaries, Sales, Social Media
• Six Steps to Revenue-Boosting Lead Generation ProgramsJames Smith
  As technology becomes a driving force in marketing and sales, B2B companies need to better understand the art and science behind launching and executing a successful lead generation program.
  Chief Marketing Officer, Lead Generation, Marketing Automation, Metrics, Sales
• How to Improve Your Presentation Before You Even Open PowerPointAlexAnndra Ontra
  PowerPoint files, and the information contained within them, are a valuable business (not just marketing or sales) asset. Presentation management unlocks the value of that asset, empowering everyone to make ...
  Career Management, Content, Marketing Operations, PowerPoint, Presentations, Sales
• How Quickly Does B2B CRM Contact Data Become Outdated?Ayaz Nanji
  Some 7.5% of essential contact information in B2B sales databases become outdated within three months, according to recent research from Radius.
  B2B Marketing, CRM, Data, Research Summaries, Sales, Sales and Advertising
• #SocialSkim: Facebook's Enterprise Tool, Snapchat's Sunglasses: 11 Stories This WeekChristian Neri
  Among this week's headlines: 'Facebook at Work' to launch next month; Snapchat introduces Snap-taking connected glasses, rebrands; LinkedIn launches 'Learning,' gets cozy with new bot; four fatal LinkedIn prospecting errors; ...
  Content, Customer Behavior, Digital Marketing, Digital Theory, E-Commerce, Facebook, Instagram, LinkedIn, Millennials, Mobile Marketing, Sales, Snapchat, Social Media, SocialSkim, Twitter, Web Content
• Four Ways to Gain a Holistic View of the Customer JourneyDeren Baker
  The massive disconnect between businesses' perceptions of customer activity and actual consumer behavior cannot be overlooked. Marketers must grasp their customers' journeys to truly understand their audiences.
  Brand Management, Customer Behavior, Customer Engagement, Customer Experience, Customer Relationships, Sales, Sales and Advertising