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Which are the most important metrics to be tracking in your sales funnel? Close more deals by assessing these key comparison metrics.
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by Mike Raley
Account-based marketing isn't new, but many marketers still run into issues with implementation and performance. Here are six common ABM problems--and their solutions.
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by Ayaz Nanji
B2B buyers say not having enough information was the top factor that slowed their last purchase, according to recent research from Showpad.
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by Dun & Bradstreet
Account-based marketing may seem like a panacea, but the reality is that marketers often don't trust their own data—which makes your ABM program ineffective. These three steps can make your data more usable.
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by Dr. Debbie Qaqish
Your new ABM program will need a new lead management process: The parts may be similar to your current process, but they work differently for ABM.
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by Ayaz Nanji
B2B marketers increasingly believe data quality is key to successful campaigns but nearly half are not confident in the quality of their own data, according to recent research from Dun & Bradstreet.
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by Ayaz Nanji
Which in-person events, social networks, and industry analyst firms have the greatest influence on B2B buyers?
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by Laura Forer
Personalization. Everyone's doing it, so is it even special anymore? Enter localization and hyper-personalization—"real-time and discernible data to fashion supremely contextual communication relevant to the customer."
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by Mark A. Evertz
Companies rarely seek direct input at high volumes about purchasing behavior and experiences from the people who know it best: current, happy customers and former, not-so-happy customers. But why oh why?! Nobody knows more about the value or broken promises of products or services than the people who buy them. ...
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by Ayaz Nanji
Marketers say email and content marketing are the most effective tactics for driving prospects through the sales pipeline and toward conversion/revenue, according to recent research from Ascend2.
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by Jonathan Herrick
ABM is not a new strategy by any means, but more and more B2B marketers are embracing it, in part because they're dissatisfied with their current lead generation programs. But don't get tangled up in the hype; success relies on a careful approach.
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Every organization wants to set up Sales for success, but where to start? Improving the personalization and automation of your content now is a great way to make sure 2019 is a successful year.
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by Dr. Debbie Qaqish
Many marketing organizations lack the organizational structure to energize and optimize an ABM strategy and program. In some ways, Marketing's traditional org chart may actually hinder ABM success.
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by Imrana Khan
B2B influencer marketing can be tricky because B2B influencers may not have a big online presence. Here's how you can find offline influencers so you can combine online and offline efforts to improve results throughout the sales process.
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by Dr. Debbie Qaqish
Pull out your magnifying glass and read on to learn how to dig up clues about accounts and create a winning ABM program.
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How can you accurately measure Marketing's contribution to the final sale? Learn about 3 attribution models and their pros and cons to find the best one for your business.
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by Ken Gaebler
Sales enablement is no longer a task limited to the marketing team. When your business takes a more holistic approach to sales enablement, sales teams are more likely to increase win rates and exceed quotas.
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by Ayaz Nanji
Most B2B buyers have a positive view of B2B vendors but don't think salespeople generally exceed expectations, according to recent research from the Miller Heiman Group.
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by Phil Garlick
Just as you need quality ingredients to make a delicious meal, you need quality data to ensure a successful marketing campaign. Here are three tips to make sure your data is fresh—and useful.
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by Ayaz Nanji
How do B2B buyers like to be contacted by salespeople? Which types of vendor content tend to capture attention best? When should B2B salespeople engage with potential buyers?
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by Ayaz Nanji
Only about half of B2B marketing decisions are made using data, according to recent research from Dun & Bradstreet and Forrester Research.
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by Ayaz Nanji
B2B technology vendors tend to focus on various marketing and sales tactics that buyers don't find especially useful or trustworthy, according to recent research from TrustRadius.
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by Richard B. Newman
The FTC's Telemarketing Sales Rule applies to everyone. Yes, there is a specific exemption for B2B calls, but marketers must understand the law and use caution.
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by Victor Blasco
To get the most out of your video investment, here's how to create the right types of video for each stage of the buyer's journey.
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by Ken Gaebler
If you had sonar that could pinpoint great B2B leads for you, you'd use it, right? That's what buyer intent data can do for your lead generation efforts, putting you far ahead of the competition.
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![How Hyper-Personalization and Localization Can Give You a Competitive Edge [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/181001-infographic-lg.jpg)
![30 Must-Know B2B Sales Prospecting Stats [Infographic]](https://i.marketingprofs.com/assets/images/daily-data-point/040618-ddp-lg.jpg)
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