Go PRO Now
Get unlimited access to all of our exclusive marketing resources
by Allen Pogorzelski
One of the biggest sources of friction between B2B demand generation and sales teams is attribution, which often results in finger-pointing and blame. But it doesn't have to be that way.
more
by Justin Gray
Sales and marketing teams can often seem aligned—even when they aren't really. In fact, alignment levels have been decreasing. Take the three steps discussed in this article to ensure Sales and Marketing are communicating, collaborating, and working harmoniously.
more
by Ayaz Nanji
This infographic from Spear and Uberflip explores effective content types for each stage of the sales funnel (early, mid, late) and provides tips for connecting with target audiences throughout the buyer's journey.
more
by Ayaz Nanji
How can B2B firms tell when it's finally time to invest in a customer relationship management (CRM) system? The signs tend to vary among internal groups.
more
by Jason Michaels
B2B sellers have relied heavily on tradeshows, user conferences, and other in-person interactions to launch products and services, generate leads, and nurture relationships. But B2B marketers must now replicate the impact of in-person events online. These 12 tactics will ensure you succeed.
more
by Ayaz Nanji
Salespeople and marketers have long been told that to succeed it is essential to ABC: Always Be Closing. But what exactly does that mean? Which tactics and strategies consistently encourage leads to say "yes"?
more
by Blake Johnston
We all want warm leads—those who already know us and our company—because they always out-convert cold leads. So how do you find more of those already-warm leads? Find the buyers who've moved on from current clients.
more
by Ayaz Nanji
Effective lead qualification—the process of scoring prospects to determine how well they fit the profile of a valuable customer likely to convert—can deliver a big payoff for B2B firms.
more
by Sharat Sharan
The abrupt changes caused by Covid-19 have shocked our personal and work lives, forcing us to rethink how we do business. But some things have not changed—like knowing what the most important metrics are... yet not being able to improve in those areas. However, you can bridge that gap and ...
more
by Victor Blasco
Particularly when you're dealing with B2B prospects and clients, product videos provide a direct and effective form of communication that can speed up the decision-making process. If you do them right.
more
by Bonnie Crater
Rumors that the CMO role is going the way of the dodo bird have been circulating for years. The devaluation of the role is partly the consequence of outdated notions of what CMOs do and misconceptions about the scope of the job. But the current crisis is proving the CMO ...
more
by Tom O'Regan
Account-based programs demonstrate higher conversion and close rates than traditional demand programs. So, companies of course want to focus on winning and growing target accounts in the year ahead. But there are ways you can make ABM even more successful and maximize ROI.
more
by Ayaz Nanji
The account-based marketing (ABM) approach, in which organizations focus on best-fit accounts (rather than individuals as standalone leads), requires close coordination between Marketing and Sales.
more
by Lucas Sommer
Who wouldn't be excited at the prospect of identifying what led to a customer's making a purchase decision? Though marketers continue to improve and refine the process, one challenge to truly meaningful insight remains: how to marry offline and online marketing attribution.
more
by Simki Dutta
As a B2B marketer, your work does not start or end with passing along generated leads to the sales team. What's more important is empowering them with targeted content assets to deliver a more personalized and engaging experience to prospects and buyers. Like these 6 content assets.
more
by Paul Soseman
B2B marketers, who relied on tradeshows and conferences, will be itching to go back to how things were before the pandemic hit. But maybe not exactly how things were—because there is a better way to reach people in-person: experiential marketing (yes, for B2B, too).
more
by Leeatt Rothschild
Business buyers are inundated with pitches and content, most of which isn't relevant to them. That's good news for B2B marketers: Your prospects are hungry for a personalized experience. Here are three practical ways to make your ABM more successful.
more
by Ayaz Nanji
The two biggest challenges facing companies trying to execute account-based marketing (ABM) programs are data quality issues and a lack of budget, according to recent research from Demandbase.
more
by Ayaz Nanji
Consistently generating high-quality leads lies at the heart of an effective B2B marketing strategy, helping to drive revenue and ensure sustained growth.
more
by Ayaz Nanji
Explore how strategic gifting can be leveraged at every stage of the sales funnel to capture attention and express appreciation.
more
by Christa Tuttle
Lead gen is responsible for one of your company's most valuable assets—customers. But establishing an effective lead generation process is no small feat. To create a process that yields high ROI demands contribution and investment from the leadership team. Here's how, exactly.
more
by Brooklin Nash
Sales Navigator offers up a big opportunity for marketers to up their content and outbound games. Marketers, just as much as sales reps, can use the powerful functions of Sales Nav to identify, reach, and engage with audiences. Here's how, in three steps.
more
by Vahe Habeshian
Sales enablement—providing sales teams with the knowledge, skills, content, and tools they need to meet the needs of buyers—is fast becoming a core function of marketing departments. And no wonder: the benefits extend even beyond greater win rates. See how to maximize sales enablement ROI.
more
by Michael McLaren
The B2B customer journey is undergoing rapid transformation—accelerated by the ongoing pandemic. To reach today's—and tomorrow's—self-directed buyers, marketers must personalize. But, soon, even that won't be enough. You need to prepare for that already-near future.
more
by Helen Yu
With loads of information readily available to buyers about potential vendors, sales reps are now expected to deliver insights and articulate value if they are to generate real opportunities. But that can't happen unless you close the gap between Marketing and Sales.
more
![Effective Content Types for Each Stage of the Buyer's Journey [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/200929-infographic-lg.jpg)
![11 Signs B2B Marketing and Sales Teams Need a CRM [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/200922-infographic-lg.jpg)
B2B sellers have relied heavily on tradeshows, user conferences, and other in-person interactions to launch products and services, generate leads, and nurture relationships. But B2B marketers must now replicate the impact of in-person events online. These 12 tactics will ensure you succeed. more![How to Close a Sale: 12 Tips for Success [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/200917-infographic-lg.jpg)
![A Guide to Effectively Qualifying B2B Leads [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/200915-infographic-lg.jpg)
The abrupt changes caused by Covid-19 have shocked our personal and work lives, forcing us to rethink how we do business. But some things have not changed—like knowing what the most important metrics are... yet not being able to improve in those areas. However, you can bridge that gap and ... more
![The B2B Marketing and Sales Relationship in the Age of ABM [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/200820-infographic-lg.jpg)
![21 B2B Lead Gen Strategies to Aid Your Marketing Efforts [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/200728-infographic-lg.jpg)
![Boost Your Sales With Strategic Gifting [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/200721-infographic-lg.jpg)
![How to Identify and Maximize Sales Enablement ROI [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/200709-infographic-lg.jpg)
Sales enablement—providing sales teams with the knowledge, skills, content, and tools they need to meet the needs of buyers—is fast becoming a core function of marketing departments. And no wonder: the benefits extend even beyond greater win rates. See how to maximize sales enablement ROI. more
MarketingProfs uses single