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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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by Ayaz Nanji
Inbound and outbound marketing can both be valuable strategies for generating leads and driving sales.
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by Dave Shaby
In 2020, the limitations on travel and face-to-face meetings have brought about the switch to virtual-only selling. Nevertheless, the fundamentals of needs discovery remain, even if in some ways it has become more difficult. But the shift to virtual has given organized sellers an even greater advantage.
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by Dun & Bradstreet
With inaccurate, incomplete, or unenriched data, the campaigns you're running are akin to throwing darts—while blindfolded—in a crowded room. You might hit something, but likely not the growth target you were aiming for. In a digital era, here's what data hygiene can do for you.
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by Izabelle Hundrev
In B2B marketing, it's just as important to keep a customer happy as it is to convince a new prospect to buy. Customer marketing programs help to grow customer advocacy and build long-lasting relationships. Here are five easy tactics you can use.
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B2B marketers are attaining tangible results with ABM, and most who haven't started using it yet are planning to. And why not? It works. But your decision-makers clearly expect strong ROI. To find and fill capability gaps and prove the value of your ABM efforts, you must be able to ...
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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.
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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.
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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.
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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.
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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.
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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"?
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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.
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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.
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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 ...
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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.
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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 ...
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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.
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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.
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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.
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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.
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![How to Become a Better B2B Cold-Caller [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/201201-infographic-lg.jpg)
![Inbound vs. Outbound Lead Gen: A Visual Comparison [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/201112-infographic-lg.jpg)
In 2020, the limitations on travel and face-to-face meetings have brought about the switch to virtual-only selling. Nevertheless, the fundamentals of needs discovery remain, even if in some ways it has become more difficult. But the shift to virtual has given organized sellers an even greater advantage. 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)
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