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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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by Ayaz Nanji
B2B buyers say the sales behaviors that are the biggest deal-breakers are when a salesperson does not understand their business, talks too much, and is not supportive after a sale, according to recent research from Korn Ferry.
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by Ayaz Nanji
This infographic from Dooly covers five sales follow-up subject lines that are hard to ignore.
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by Wayne St. Amand
B2B sales have changed, and so must the sales content that marketers create. What worked for in-person selling may not work in the digital world. Here are three ways to approach the shift.
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Buyer journeys are independent of your sales funnel, which is why so much of those journeys is hidden. But there's a way to be there when they set off on their journey. You just need to see the signals.
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by Sirarpi Sahakyan
The key to finding an effective solution to divisions between Sales and Marketing is to understand what's causing conflict in the first place. Here's how to evaluate your own company's situation for optimal alignment between the two teams.
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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)
![Five Great Sales Follow-Up Email Subject Lines [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/211130-infographic-lg.jpg)
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