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by Kenda Macdonald
Marketing has the power to not only drive demand gen but also ensure the sales team has relevant, contextualized conversations with qualified leads. Learn what contextualized conversations are, why they work so well to convert leads, and how marketing automation can help you help Sales.
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by Kenda Macdonald
This articles explains what lead magnets are, how businesses use them incorrectly, and how to integrate segmentation and lead magnets to better drive demand generation.
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by Latane Conant
You don't have to be in IT anymore to take advantage of big data and AI. Check out these four ways to use AI for finding prospects you may not have known were there.
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by Severine Hierso
Are you unwittingly sabotaging your cold-call sales by being too chatty, or failing to prepare, or reading straight from a one-size-fits-all script? Read this article to find out, and learn what to do instead.
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by Kenda Macdonald
This article explores sales intent behavior, helping you understand precisely where and when your sales team should get involved with leads—and when you should be nurturing them instead.
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by Kenda Macdonald
The version of progressive profiling that most marketing automation companies espouse merely collects more data on prospective customers. But more data isn't enough. What you need instead is an understanding of those potential customers based on their behavior so you can significantly increase your chances of closing a sale.
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by Ayaz Nanji
B2B salespeople say their biggest challenge early in the sales cycle is personalizing their pitches to individual prospects, according to recent research from Lusha.
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by Ayaz Nanji
Small business owners and entrepreneurs rank content marketing, social media ads, and word-of-mouth as the most effective tactics for garnering interest and attention from audiences, according to recent research from Skynova.
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by James Boreham
Support from marketing teams can bring a lot of value to the sales process. Really. No, wait! Come back here! This article explores five ways that can be true.
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by Ayaz Nanji
B2B marketers say their biggest marketing concern is how to generate more leads, whereas B2B salespeople say their biggest marketing concern is how to improve lead quality, according to recent research from SharpSpring and Ascend2.
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by Su Kent
Digital transformation doesn't have to turn your sales reps into disembodied Internet heads. B2B buyers have become more self-serve, yes; but it's still advantageous for them to work with seller expertise, even post-pandemic.
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Kenda Macdonald, the Demand Generation Consulting Practice Lead at MarketingProfs, took the stage at the Forrester B2B Summit in Austin in early May 2022 to deliver an information-packed presentation on how marketers can dramatically increase the efficacy of their lead gen efforts.
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by Ayaz Nanji
Most B2B professionals say their organization sometimes assigns sales leads to the wrong person, according to recent research from Lean Data, Sales Hacker, Heinz Marketing, and Outreach.
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by Chris Todd
The best way to establish a lead-scoring system is to follow what makes marketing so effective: knowing your core audience and setting goals. Check out this article for more on lead-scoring.
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by Randi Barshack
Although the sales team shouldn't function exactly like your significant other (at least, we hope not), marketing leaders can learn a lot about alignment from how a marriage endures. Check out these four lessons.
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by Ayaz Nanji
This infographic looks at seven perks of Marketing and Sales alignment, including how it drives better marketing strategies and faster growth.
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by Ayaz Nanji
Industrial engineers want vendor marketers to provide information-rich technical content and want vendor salespeople to exhibit strong technical expertise, according to recent research from GlobalSpec and TREW Marketing.
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by Kelsey Raymond
So... you're relatively new to content marketing. You keep hearing about "sales enablement." What exactly is that? And what content types can you tailor specifically for Sales? This article has your answers.
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by Danielle John
PowerPoint presentations are a super basic skill, right? That means everyone makes super basic mistakes. This article covers four—and how to fix them.
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by Ed Calnan
Everything's gone remote! But that doesn't mean friendly competition with your coworkers has cooled. Here are four ways to take on the challenges of remote selling and emerge triumphant.
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by Ayaz Nanji
Salespeople say 41% of their working time on average is lost to activities that don't generate revenue, according to recent research from Dooly.
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Can video content really be a game-changer for your account-based marketing tactics? Absolutely. Here's how to find success using a video-led ABM program.
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by Ayaz Nanji
This infographic from RAIN Group looks at 10 skills that can help engage prospects, lead potential buyers through the purchasing process, and close sales.
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by Ayaz Nanji
B2B firms with sales and marketing performance that has greatly improved over the past year tend to share traits such as relying on good data and having well-aligned go-to-market teams, according to recent research from Dun & Bradstreet.
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by Ayaz Nanji
B2B marketers say the top area that needs improvement between Marketing and Sales is feedback between the two groups, whereas B2B salespeople say the top area is coordination on target accounts, according to recent research.
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The version of progressive profiling that most marketing automation companies espouse merely collects more data on prospective customers. But more data isn't enough. What you need instead is an understanding of those potential customers based on their behavior so you can significantly increase your chances of closing a sale. more
![[Video] How to Use Neuroscience to Increase Your Demand Gen Success Threefold](https://i.marketingprofs.com/assets/images/articles/lg/marketingprofs-kenda-macdonald-forrester-summit-lg.jpg)
![Seven Perks of B2B Marketing and Sales Alignment [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/220310-infographic-lg.jpg)
![10 Essential Skills for Salespeople [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/211223-infographic-lg.jpg)
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