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by Jason Ball
Discover four key insights to turbocharge the impact of your B2B demand generation efforts. Learn what tactics top marketers are using for better results. Dive in.
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by Claron Kinny
Grasp the essentials of building and managing a sales pipeline, identifying promising leads, and guiding them toward successful deals. Get started now.
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by George B. Thomas
Take a deep dive into the pivotal role of sales and marketing alignment. Matt Heinz, president and founder of Heinz Marketing, shares actionable approaches to bridging the gap between sales and marketing teams.
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by Ayaz Nanji
This infographic looks at the habits associated with "deep" (high-performing) sellers as well as what B2B buyers say they want from salespeople.
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by Marharyta Lazarieva
When potential customers see and interact with your brand multiple times, they become more likely to become interested in what you're offering. And when sales and marketing teams work together to make multitouch lead gen even more effective, the inevitable result is a boost in conversions.
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by Stacey Hall
Most salespeople are required to learn sales scripts before contacting prospects. And to ensure all the information is conveyed exactly as the company prefers, they're discouraged from adding anything to the script. Basically, they're hired to be human commercials. No wonder it doesn't work.
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by Ayaz Nanji
Which tactics and strategies do salespeople who succeed with artificial intelligence tend to embrace? To find out, researchers surveyed 250 sales leaders, managers, and sales enablement professionals.
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by Cathy Colliver
Sales enablement can feel worse than untangling a giant knot of half-burned-out Christmas tree lights. Luckily, a series of MarketingProfs articles undertook that metaphorical untangling. The lessons now unwound from that effort shine brightly as guiding principles of sales enablement.
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by Tony Grout
In an age when every digital interaction by potential buyers leaves a trace, salestech can help sellers and marketers harness a wealth of data. As a result, customization, at scale, is both possible and necessary.
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by George B. Thomas
Sales and marketing agency founder Owen Richards shares his unconventional views on sales enablement and the crucial role of Marketing in it, along with a fresh perspective on the interplay between Sales and Marketing.
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by Ayaz Nanji
B2B leaders say the most common reasons sales technologies don't meet their expectations are because of internal organizational issues rather than issues with the solutions themselves, according to recent research.
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by Ayaz Nanji
B2B buyers generally do not contact vendors until they are very far along in their journey and they have finalized most of their requirements, according to this research.
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by Dmitri Lisitski
The way marketing and sales are done is changing—fast. Harnessing the unique skills of Marketing and Sales for a common purpose can help you get ahead of the curve. Here's how.
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by Parth Mukherjee
The recessionary environment is driving the need for sales reps to personalize the buying experience. This article explores how individualized sales training helps ensure high-quality experiences.
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by Jenny White
Account penetration is a useful metric to determine how effective your sales and marketing strategies have been. This article provides tips on how to improve that metric.
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by George B. Thomas
The focus of this episode? Two terms: "revenue marketing" and "credibility gap"—i.e., how do you let your digital visitors know that you're the real deal?
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by George B. Thomas
Ever felt like your go-to-market (GTM) campaign plan was set in stone, only to realize that it needs to be as dynamic as the market itself? If so, this episode of the Marketing Smarts Live Show is a must-watch.
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by Phil Jones
An account-based demand engine focuses marketing efforts on specific high-value accounts and delivers personalized experiences. Through six questions and answers, this article discusses the alignment of Sales and Marketing and the adoption of a unified approach to demand gen.
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by Ayaz Nanji
What is it that top salespeople—those who meet ambitious goals, have high win rates, and achieve premium pricing—do differently? According to research from RAIN Group, it's not just one thing but a series of behaviors across the sales cycle.
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by Cathy Colliver
Formulaic approaches feel safe. But you need to get uncomfortable to take control of your audience. Some cues from Nicolas Cage can help you do the Challenger Sale right.
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by Grace Lau
One friend says, "Let's get dinner some time." Another friend says, "Let's get dinner Tuesday at 7PM." You can already tell the second friend is more interested—and the same principle applies to setting sales appointments.
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by Ayaz Nanji
B2B sales leaders say they are experiencing longer sales cycles and more opportunities being lost to no decision this year, according to recent research from RAIN Group.
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by George B. Thomas
Many companies perceive referrals to be out of their control—as something that just happens whenever they get lucky. But that's not how it should work. You can—and should—be generating referrals systematically.
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by Jay Burrous
Sales training can be littered with outdated strategies that don't translate well into a hybrid or digital-first environment. This article outlines three necessary tactics for training future salespeople.
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by Ayaz Nanji
Many B2B firms that have achieved significant year-over-year increases in market share have been deploying five omnichannel strategies in concert, according to recent research from McKinsey.
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![The 'Deep' Habits That Power B2B Sales Success [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/240314-infographic-lg.jpg)
When potential customers see and interact with your brand multiple times, they become more likely to become interested in what you're offering. And when sales and marketing teams work together to make multitouch lead gen even more effective, the inevitable result is a boost in conversions. more
Most salespeople are required to learn sales scripts before contacting prospects. And to ensure all the information is conveyed exactly as the company prefers, they're discouraged from adding anything to the script. Basically, they're hired to be human commercials. No wonder it doesn't work. more![10 Ways to Use AI for Sales Success [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/240229-infographic-lg.jpg)
![What Top Salespeople Do Differently Across the Sales Cycle [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/230912-infographic-lg.jpg)
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