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by Vahe Habeshian
Every salesperson wants a healthy pipeline, but many don't have a reliable way to take its temperature. Beyond just "healthy" or "dry," what do you need to look at to truly gauge the health of a sales pipeline? These nine important pipeline metrics.
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by Trisha Winter
Marketers create content to capture buyers' attention and move them to buy. But without "compelling reason to buy" messaging, potential buyers are left guessing about what your product does and how it can help them. Here's how to craft compelling, convincing messages.
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by Vahe Habeshian
In B2B marketing and sales, accurate data is crucial. High-quality B2B data allows Sales to improve targeting, reach the right person, take a personalized approach, and successfully drive revenue. Bad data can destroy that entire process.
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by Vahe Habeshian
Marketing orchestration is a powerful approach in marketing automation and ABM. It focuses not on delivering standalone campaigns but on optimizing a set of related cross-channel interactions that together make up an individualized customer experience. In the process, you realize more pipeline and revenue.
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by Tom Cunniff, Mike Cucka
As the world faces the global coronavirus pandemic, B2B CMOs face a critical problem: Reaching and persuading buyers will be extremely difficult for the foreseeable future. So, what's to be done?
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by Vahe Habeshian
Email remains a powerful and valuable means of business communication for sales, customer support, and account management teams—for businesses and marketers, in general. This infographic highlights email stats and email responsiveness best-practices.
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by Latane Conant
We've had it drummed into our heads that inbound leads are the Holy Grail of our marketing efforts. We've come to believe they are the quickest and most effective to convert. But is that really the case?
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by Ayaz Nanji
Account-based marketing (ABM) delivers significant benefits for B2B businesses, but it usually takes time before firms can reap those rewards, according to recent research from the ABM Leadership Alliance and ITSMA.
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by Pieter De Temmerman
The positive correlation between ABM and sales outcomes is impossible to ignore, but many B2B marketers still struggle with ABM execution and measurement. There's no silver bullet to demystify ABM, but these tips provide clarity and actionable advice to unlock ROI.
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by Fred Shilmover
Revenue operations is a hot trend in B2B marketing. But what is it, why has it continued to gain traction, and—most important—how can marketers benefit from it? Here are answers, including three reasons why marketers should embrace revenue operations.
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by Vahe Habeshian
"Chief revenue officer," "vice-president of revenue operations," "director of revenue ops..." Within the past couple of years, the number of management titles containing "revenue" has shot up on LinkedIn. What's going on?
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by Jon Miller
If you're not already doing ABM, then you're likely thinking about doing it. Taking a tiered approach allows you to scale your efforts. Here's how to win the biggest, most attractive deals in your market.
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by Samantha Bonanno
For most marketing teams, the top success metric is leads. But as marketers and sales team members alike will tell you, not all leads are created equal. How can you pass along only the best, most-qualified leads to Sales? Here's what you need to know.
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by Dan McGaw
Marketers today need to create content to satisfy potential customers' voracious appetite for information. Which is why B2B marketers need to understand the various stages of the B2B content marketing funnel—to ensure they meet potential buyers' information needs.
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by Kristen Bowie
To write the perfect sales pitch in a short amount of time, you need a basic structure that you can then tailor to each prospect's needs. To do so effectively, take these six steps.
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by Trisha Winter
Even the most complex material can be generated and fleshed out in simple ways—via straightforward processes—to produce amazing whitepapers. These 10 ideas for collecting information can quickly translate into high-quality whitepapers that engage B2B audiences.
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B2B marketing is saturated. The only way to stand out is to innovate your marketing. Over the last decade, ABM has become an important innovation, focusing on accounts and buyers, not leads. Yet, marketers trying to implement account-based approaches have been thwarted by the limitations of their marketing stack.
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Tradeshows are a lot of things to marketers. Time-consuming. Stressful. Complex. Expensive. And not always effective. But that doesn't have to be the case. This article will help you draw up your tradeshow marketing game plan to capture more leads and deliver better ROI.
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"Intent data" is one of the buzziest buzzwords in B2B marketing today for good reason: It can fuel the entire B2B marketing ecosystem. Here are seven ways intent data can drive greater ROI for numerous marketing and sales efforts.
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by Mitch Grasso
Marketers are often the default creators of presentations for conferences and webinars—even board meetings and sales decks. These simple design tips can make your presentations more convincing and engaging.
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by Ayaz Nanji
Sales leaders say their top focus areas in the year ahead are to improve their team's ability to communicate value and to improve their team's productivity, according to recent research from RAIN Group.
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by Kristin B.
B2B lead generation and sales is a complex world. As technology, trends, and preferences evolve, so do B2B marketing and sales. Identifying and overcoming common challenges is the best way to accelerate B2B growth.
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by Adam Little
What makes the difference between a piece of content that gets no traction, and another that encourages a potential client to buy? This article will help you pinpoint the why and how of creating excellent buyer-focused content.
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by Nick Mangiapane
A healthy marketing budget can be powerful fuel for brand expansion and sales growth. But when sales improve, most marketers need to prove that their activity was the driver. Marketers must tie their tactics directly to sales outcomes in a way that's as simple and believable as possible.
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by Ayaz Nanji
Most B2B buyers say they want to hear from sales reps when products have complex configurations, when purchases have specific terms, when there are pricing specials, and when trying to learn about new offerings, according to recent research from PROS.
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![Nine Key Sales Pipeline Metrics for Healthy Sales [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/200414-infographic-lg.jpg)
![How Bad Data Hurts B2B Companies [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/200407-infographic-lg.jpg)
![What Is Marketing Orchestration? [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/200331-infographic-lg.jpg)
Marketing orchestration is a powerful approach in marketing automation and ABM. It focuses not on delivering standalone campaigns but on optimizing a set of related cross-channel interactions that together make up an individualized customer experience. In the process, you realize more pipeline and revenue. more
![Email Responsiveness: Build Trust, Sell More (And More Often) [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/200310-infographic-lg.jpg)
![The Rise of Revenue Operations [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/191210-infographic-lg.jpg)
![A Guide for Creating and Optimizing B2B Content Marketing Funnels [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/191024-infographic-lg.jpg)
B2B marketing is saturated. The only way to stand out is to innovate your marketing. Over the last decade, ABM has become an important innovation, focusing on accounts and buyers, not leads. Yet, marketers trying to implement account-based approaches have been thwarted by the limitations of their marketing stack. more
![Sales Leaders' Top 10 Priorities for the Year Ahead [Infographic]](https://i.marketingprofs.com/assets/images/articles/lg/190911-infographic-lg.jpg)
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