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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Cold sales outreach has lost popularity with B2B marketers, but that doesn't mean the technique is obsolete: You just have to start by warming up your prospects first.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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by Peter Altschuler
Online presentations and webinars are too often dragged down by surplus information or they're cluttered with self-promotion. Nobody has time for that. Make your presentation lean and mean by taking this article's advice.
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by Latane Conant
Making big improvements in the buyer experience doesn't have to mean a massive amount of immediate work. You can start with a few small changes. To create an outstanding buyer experience, take these four small steps first.
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by Ayaz Nanji
Technology is transforming selling. For example, 55% of sales data entry was eliminated in 2020 by automation, and 79% of sales teams currently use or are planning to use sales analytics to improve efficiency.
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by Ayaz Nanji
More than half of sales leaders say the failings of their customer relationship management (CRM) platform are leading to lost revenue opportunities, according to recent research.
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by Kirsten Markson
Use of intent data is growing, and for good reason. But as with most new digital marketing tools, there is a lot of confusion about what intent data actually is and what it can do for your marketing. Here's a quick overview.
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by Ravi Chalaka
Marketing teams are now using virtual events and meetings to generate MQLs. If marketers can do that at scale, though, Sales can get something even more valuable than Marketing-qualified leads: Marketing-qualified meeting (MQMs). Here's what you need to know.
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by Jordan Schwartz
Now that tradeshows and events have shifted to digital, sponsorship packages look much different. But there are still ways to attract sponsors and get their brands and offers in front of event attendees. Check out these nine useful tips.
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by Ayaz Nanji
The COVID-19 pandemic led IT buyers to spend more time learning about tech solutions last year and also led more buyers to rely on webinars while researching, according to a recent report.
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by Tamara Schenk
COVID has shown us that everything is connected—and in a business setting, connection requires alignment among departments, Sales and Marketing included. From a sales enablement perspective, here's how you can drive alignment.
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by Ayaz Nanji
B2B salespeople are much more likely than B2B marketers to say their company's sales and marketing teams cooperate effectively, according to recent research from Outfunnel and Copper.
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by Peter Altschuler
The creation of targeted information—about companies, products, services, and more—has been around for generations. Collateral, sales aids, product literature, brand books... all were earlier monikers for what's now lumped into "content." It's a long-established discipline. And here's how it actually works.
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by Melissa Koski Carney
We're all scrambling for new ways to connect with customers during COVID, but the easiest method could be right on our desktops: LinkedIn. The platform is more popular than ever, and many companies are overlooking features that could factor into 2021 marketing plans.
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by Angelina Lawton
The accelerated transfer of B2B business to digital-only formats has emphasized the importance of sales enablement technology. Even after the pandemic, digital-first attitudes are likely to persist—so ensure your sales enablement tech strategy measures up.
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by Charlie Ungashick
Potential buyers tend to consider peer review sites as more objective and more helpful than vendor sites. A paid subscription to the right peer review site can provide insights into your buyers' preferences and intent, as well as generate new business. Learn more.
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by Jim Sharpe
How are marketers keeping their events relevant and engaging in the mostly virtual world of the COVID pandemic? Three major trends are emerging—and here's how to take advantage of them successfully.
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by Ayaz Nanji
The idea of cold-calling prospects has put a chill in the heart of many a B2B salesperson. But you can become a better, more-effective cold-caller.
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by Nick Runyon
It's time to check your mailbox, not your inbox. The pandemic has upended traditional marketing—and, with it, the usual marketing channels. Here's how to find and use your prospects' home addresses to stick out from the competition with direct mail.
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by Michelle Yancey
Technology has made account-based marketing more feasible than ever, but you can't get by on tech alone. Here's how to combine the emotional side of brand-building with the personalization of demand gen to create marketing messages that will truly resonate.
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by Todd Davison
Successful demand generation relies on effective content and reliable data—but marketing content can stagnate, and data can be intimidating. Here's how to use both to build a demand gen foundation that can withstand even the most tumultuous times.
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by Andrea Kayal
LinkedIn is more popular than ever with businesspeople and sales reps, but you can't just use a copy-and-paste method to pitch to your new connections. There is value in being genuine. Here are four ways to rise above generic LinkedIn messaging.
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![15 Stats You Should Know About Sales Tools [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/210309-infographic-lg.jpg)
The creation of targeted information—about companies, products, services, and more—has been around for generations. Collateral, sales aids, product literature, brand books... all were earlier monikers for what's now lumped into "content." It's a long-established discipline. And here's how it actually works. more
![How to Become a Better B2B Cold-Caller [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/201201-infographic-lg.jpg)
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