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by Donna Weber
Today's business is no longer about getting new logos and ringing the sales bell—it's about keeping the customers you have. This article explains why closing a deal is only the first step in connecting with customers.
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by Vincent DeCastro
Toward the end of a B2B buying cycle, marketers may think their job is over. But they can still help close the deal by using account-based marketing tactics to continuously support Sales and further influence decision-makers.
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by Ayaz Nanji
Many B2B sellers say the COVID-19 pandemic has made it more difficult to close deals because buyers have put decisions on hold and/or reprioritized, according to recent research from Showpad.
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Choosing a digital asset management solution from a sea of vendors can be overwhelming, but with the right RFP process in place, your selection will run more smoothly. Here's a quick overview.
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by Torrey Tayenaka
The use of video in content marketing is becoming increasingly vital to B2B businesses. Create the best possible videos to boost your sales by using these five tips.
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by Dmitri Lisitski
The relationship between Sales and Marketing at most B2B companies has often been dysfunctional, even though coordinating the efforts of the two departments can have a big impact on the company's bottom line.
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Video can play a unique role in account-based marketing. There aren't many other tactics that make you stand out from the crowd, drive engagement, and result in useful analytics all at once. See how to use video for ABM.
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by Ayaz Nanji
Getting your marketing and sales teams on the same page—aligning them around a common revenue goal—can have a huge payoff.
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by Ayaz Nanji
B2B marketers say creating effective content and collecting quality data are the two biggest challenges they face when trying to execute their lead generation strategies, according to recent research from Wpromote and Ascend2.
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by Ayaz Nanji
Sales deals that are won tend to have shorter time frames than lost deals, more email communication, more meetings, and more stakeholder involvement, according to recent research from People.ai.
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by Ayaz Nanji
Some 45% of salespeople say they've received less coaching than usual or no coaching since moving to remote work, according to recent research from ringDNA.
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by Ayaz Nanji
Most sales professionals say salespeople are underappreciated in the business world, though more have been feeling appreciated since the onset of the COVID-19 pandemic, according to recent research from Pipedrive.
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by Ayaz Nanji
Effectively generating leads often requires following a lengthy path that includes everything from developing a strategic plan to measuring performance. This infographic from Orbit Media Studios covers each essential element of that journey.
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by Allen Weiss
If you've ever wondered what gets a new product adopted quickly, look no further than late-night infomercials. Their use of a marketing formula contains lessons every marketer can learn from.
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by Ayaz Nanji
If you want to influence B2B purchasing decisions, start by uncovering the potential buyer's full set of concerns and needs, according to recent research from RAIN Group.
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by Ayaz Nanji
What does it mean to be a 'buyer first' salesperson? To find out, LinkedIn Sales Solutions surveyed more than 400 buyers and 400 sellers in the United States and Canada.
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by Ian Loew
Data-based insights, including sales metrics, are crucial in B2B marketing—but which types will rise above the level of vanity metrics and actually help to shape your strategy? Here are seven of them.
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by Wayne St. Amand
How can marketers create content that the sales team actually uses? The answer lies in collaboration and consolidation. Learn more about better sales content in this article.
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by Palmer Houchins
Sure, B2B buyers may be back, and budgets may be recovering, but buyer behavior has fundamentally changed. Adapt to altered buying behaviors by following these three tips.
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by Thomas Sugar, Emma Conlan
Static images and regular voiceovers are not enough to succeed at virtual events. Attendees' attention spans are in danger of waning without the inclusion of interactive tools in your presentations. Here are four possibilities.
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by Gavin Finn
The transformation to digital engagement from in-person selling has undoubtedly been a challenge. Seven executives from Fortune 1000 companies share their experiences of successfully shifting to digital customer engagement.
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by Andrei Zinkevich
Cold sales outreach has lost popularity with B2B marketers, but that doesn't mean the technique is obsolete: You just have to start by warming up your prospects first. Here's how, in five steps.
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by Marissa Aydlett
The pandemic has significantly changed the way B2B buyers and sellers do business. To adapt to the new B2B sales and marketing world, adopt these five strategies.
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by Ayaz Nanji
Sweet treats, tumblers, and e-commerce gift cards were among the most popular gifts B2B firms sent to buyers and customers in 2020, according to recent research from Sendoso.
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by Erik Koenig
Is your direct marketing strategy still effective? The events of 2020 have likely prompted you to begin re-evaluating it. As you do that, keep in mind these three tactics for optimizing your direct marketing.
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![The Power of 'Smarketing' (Marketing and Sales Alignment) [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/210722-infographic-lg.jpg)
![How to Generate Leads: A (Mostly) Complete Guide for Marketers [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/210617-infographic-lg.jpg)
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