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by Ray Kingman
As marketing moves toward personalization (a trend made inevitable by mobile), it's clear that behavior isn't the Holy Grail many thought it was. After all, isn't it much more valuable to know who your customers are, rather than draw inferences from behavior?
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by Jenn Horowitz
More isn't always better. Large call volume could be the result of telecom spam and fraud, faulty routing, or an inefficient marketing strategy that's eating into your ROI.
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by Harsh Jawharkar
The step of the customer journey between the purchase and the delivery of a product is incredibly valuable. It's the New Moment of Truth, a critical touchpoint that can make or break a customer's loyalty.
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by Brad Zomick
Sales and marketing professionals primarily focused on customer acquisition often overlook one important area of sales potential: cross-selling and upselling to current customers.
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by Sanjay Castelino
Today's demand generation manager requires a different skill set from old-school managers'. To find the right person for this evolved role, you'll need to make sure he or she has these crucial skills.
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by Eric Layer
Most people like to feel part of an exclusive club. The brands that understand that desire can inspire people to both buy their products and adopt them as part of a personal lifestyle.
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by Jiordan Castle
To provide a winning customer experience, every member of your workforce needs to make optimizing and improving the customer journey at every touchpoint a priority.
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by Deren Baker
The massive disconnect between businesses' perceptions of customer activity and actual consumer behavior cannot be overlooked. Marketers must grasp their customers' journeys to truly understand their audiences.
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by Peter Szanto
The ever-popular Pareto Principle and the Long Tail theories contradict each other. So, which is correct? And what's a marketer to believe about their opposing views?
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by Baker Nanduru
Marketing automation systems can help you simplify your workflow—but they don't enable the kinds of "small meaningful gestures" that are the basis of strong relationships. (They should.)
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by Megan Tonzi
Wondering whether an account-based sales development approach is right for your business? If these statements sound familiar, then you'd probably be better off with a different approach.
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by Sharmin Kent
The battle between Sales and Marketing often starts at the top and persists because of a lack of alignment. But they must work together to guide the buyer's journey.
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by John Bara
Predictive marketing software can have powerful implications for efficiency and effectiveness across Marketing and Sales.
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by Adena DeMonte
Don't get stuck thinking that ABM is only an outbound strategy of "fishing with a spear." ABM is really a strategic method of both outbound and inbound marketing.
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by Tom Caporaso
Free promotions offer customers a promise of "something for nothing" and also compel those customers to return the favor. Here are three examples of freebies that engage customers.
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by Dustin Grosse
Sales forecasting is typically a torturous process of interrogating sales reps about the status of their deals and analyzing self-reported sales activities. But sales forecasting doesn't have to be that way.
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by Mark Ruthfield
Technology doesn't signal the death of the B2B salesperson... It signals the rebirth of the evolved, modern salesperson. Here's what you need to know to keep evolving.
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by Dan Hawtof
You want your network of resellers, distributors, and channel partners to promote your products and services, but everyone's swamped with info from your competitors and focused on their own agendas. So, how can you drive engagement?
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by Louis Gudema
Inbound marketing has become a favored form of B2B demand generation. But as its popularity continues to grow, so do its issues. Enter account-based marketing as an alternative.
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by Doug Bewsher
Lead-to-account matching enables marketers to have all the information they need to successfully target and engage potential customers.
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by Tim Killenberg
Consumers are increasingly expecting technology-driven transactions. To reach those consumers and break sales goals this year, companies need to focus more on technology.
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by Rob Manser
Every marketing and sales team struggles with lead generation at some point. But are they making this battle even more difficult by committing these lead-generation mistakes?
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by Matt Diehl
Most cycles have an end. Seasonal sales are over. Sales get closed. But in personalization and customer engagement, the cycle should always be in motion.
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by Hugo Bader
If you're struggling to meet your business goals, pause for a moment to make sure you're not making one of these crucial mistakes.
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by Lewis Gersh
Many marketers are so heavily focused on acquisition that they forget about increasing average order value or targeting existing customers. Here's a look at how and why increasing AOV is crucial.
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