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by Peter Szanto
The ever-popular Pareto Principle and the Long Tail theories contradict each other. So, which is correct? And what's a marketer to believe about their opposing views?
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by Emily Sue Tomac
B2B marketing leaders who have experience with rapid growth give advice on the role of Marketing in such growth, what it means to think like a growth marketer, what challenges arise with scale, and how to approach those challenges.
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by Ayaz Nanji
Businesses say email marketing and content marketing are the two most effective digital channels for generating sales leads, according to a recent report from Ascend2.
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by Ayaz Nanji
The role of the person who is ultimately responsible for deciding which marketing technologies to purchase varies widely from company to company, according to recent research from DataXu.
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by Verónica Jarski
Account-based marketing helps you increase engagement with targeted accounts and boost your business. Check out these tips for hitting a home run with your ABM.
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by Ayaz Nanji
B2B salespeople and marketers have very different views on what share of leads are followed up on, according to recent research from the Marketing Advisory Network.
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by Sunday Mancini
The fear of public speaking is as old as humanity itself. Snakes in the stomach. Sweaty palms. The urge to run away... If you can relate, maybe it's time for a new approach.
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by Ayaz Nanji
The 50 fastest-growing B2B companies are investing in blogs, downloadable content, and live chat, according to a recent report from Drift and Mattermark.
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by Baker Nanduru
Marketing automation systems can help you simplify your workflow—but they don't enable the kinds of "small meaningful gestures" that are the basis of strong relationships. (They should.)
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by Susan Bryant
Calls from search, social, and display ads are often the most lucrative type of conversion, but also the most difficult for marketers to measure and optimize. Here's a basic lesson in how call attribution works and how it can benefit you.
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by Charlie Stewart
The final article in this series explores how to respond to altered behavior in the buying cycle, deliver content to where it is most needed, and focus on the proven sales-generating power of SEO.
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by Mark Eardley
Here's straightforward guidance on how to identify what your customers value, understand how value motivates B2B buying, break through the price barrier, and use value (i.e., create it) to justify your pricing.
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by Bob Murphy
By ensuring that your marketing encourages repeat business, brand loyalty, and customer referrals, you give your business the kind of boost that can't come from any other source. But how do you go about doing that?
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by Mark Eardley
In B2B marketing, to convince customers to buy from you, they must know who you are, what you do, and why you matter to them. Here's how to move their buying decision forward—from "we're interested" to "where do we sign?"
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by Malinda Wilkinson
As we move deeper into the digital age and continue to uncover the power of personalization, the ABM approach will undoubtedly become progressively more valuable in how marketing and sales teams operate.
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by Verónica Jarski
Follow these seven steps to consistently attract and convert more customers by building an automated marketing funnel.
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by Mark Eardley
The purpose of B2B marketing is to attract and retain profitable customers. The first step toward that goal is to learn who influences buying decisions—and then win their trust in a way that will result in a sale.
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by Brad Dodge
Rather than just pass leads off to Sales, marketers now shape and guide prospects through the sales funnel until purchase intent is clear. Thanks to lead nurturing, doing so is easier and more effective than ever before.
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by Verónica Jarski
Hard sales tactics no longer have a strong effect on consumers. Today, customers want user-friendly interactions with brands.
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by Ayaz Nanji
Which formats do salespeople think are most effective for sales coaching? Who do they think should lead training sessions? What coaching behaviors do they believe lead to success?
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by Verónica Jarski
Presentations are about much more than words said. They're about word choice, delivery, body language, hand gestures, and much more. So how do the presentation skills of Donald Trump and Hillary Clinton measure up?
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by Carly Schoonhoven
Marketing to the wrong people doesn't help you. Knowing what motivates purchase decisions is essential to building a successful inbound program. So how do you figure out what motivates purchase and how to reach those motivated people? By creating buyer personas.
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by Abhishek Talreja
Content marketing is one of the most effective strategies for today's marketers. But the mindset, objectives, and intentions of B2B audiences are different from those of B2C audiences. Content for those different audiences must also differ.
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by Ed King
Marketers know the duplicate-record problem well, but even more insidious are duplicate data fields. Here's how to minimize the problem and perform data unification, along with tools and resources for doing the job right.
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by Peter Arvai
Turn any common presentation, such as a sales deck or company overview, into an asset that provides valuable information, turns prospects into buyers, and drives the bottom line.
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![Hit the Major Leagues With Your Account-Based Marketing Dream Team [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/160823-hit-the-major-leagues-with-abm-strategy-infographic-lg.jpg)
![How to Build a High-Converting Marketing Funnel [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/170712-how-to-build-a-high-converting-marketing-funnel-infographic-lg.jpg)
![Sales Tactics in the Digital Age [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/160702-sales-tactics-in-the-digital-age-infographic-lg.jpg)
![Presentation Power: How the 2016 Presumptive Presidential Nominees Stack Up [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/160621-presidential-presentation-power-infographic-lg.jpg)
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