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  • Four Ways People Think and How to Convince Them to Buy

    Article

    CONTENT TYPE: Article | TOPIC: Demand Generation

    What motivates your buyers? Four key personality types, as defined by the DISC model, will give you the clues you need to understand buyers. Here is how each type of personality thinks, along with some approaches for selling to them.

  • Four Practical Segmentation Tips for B2B Marketers

    Article

    CONTENT TYPE: Article | TOPIC: Demand Generation

    Here are four ways segmentation can improve demand generation—and four practical tips on what and how to segment.

  • The Four Critical Steps You Need to Master Content Science

    Article

    CONTENT TYPE: Article | TOPIC: Marketing Content

    The success of your marketing strategies hinges largely on your content's quality and its ability to engage your audience. Follow these steps to not only better understand your customers but also identify where your sellers are more likely to win.

  • Trust Me... I'm a Salesperson: Four Steps to Win Trust in the Least-Trusted Role on the Planet

    Article

    CONTENT TYPE: Article | TOPIC: Demand Generation

    Ask most people to describe a salesperson, and "trustworthy" probably won't be their first choice of adjective. Yet, to stand any chance of making a sale, you must establish credibility with your buyers. Trust is a core element of every successful sale.

  • How to Use an Exit-Popup Strategy to Grow Your Email List (Without Annoying Your Readers)

    Article

    CONTENT TYPE: Article | TOPIC: Websites

    There's no denying that popups, especially exit popups, work. But there's also no denying that they annoy website visitors. So how can you make exit popups bearable (or even enjoyable!) for your audience?

  • Take 10: Five Keys to a Better Direct Mail List

    Video Tutorial

    CONTENT TYPE: Video Tutorial | TOPIC: Advertising & Promotions

    In just 10 minutes, we'll share the different types of prospect lists available as well as tips to help you select the right list to reach new customers. You'll also learn how to enhance and segment your existing marketing data to drive better results from your direct mail campaign.

  • Take 10: How to Use Content to Engage Customers Throughout the Sales Cycle

    Video Tutorial

    CONTENT TYPE: Video Tutorial | TOPIC: Marketing Content

    In just 10 minutes, we'll share how to keep your customers in the conversation by creating content that entertains, engages, and educates. You'll learn how to use content to boost brand awareness, drive leads, and increase conversions as prospects move through each stage of the sales cycle—from discovering your brand through the final phase of purchasing.

  • Take 10: Five Tips to Create Successful Nurture Campaigns

    Video Tutorial

    CONTENT TYPE: Video Tutorial | TOPIC: Email Marketing

    In just 10 minutes, we'll provide you with five key tips on how to create successful nurture campaigns. You'll learn how to develop and engage your prospects in an ongoing conversation that's proven to increase your conversion rates over time, and in a way that's easily measurable.

  • Conversion Benchmarks for Seven Types of Online Forms

    Chart

    CONTENT TYPE: Chart | TOPIC: Demand Generation

    Conversion rates for forms included on Web pages vary widely by the type of form being used, according to recent research by Formstack.

  • How to Make a Negative Review a Positive Experience

    Article

    CONTENT TYPE: Article | TOPIC: Customer Experience

    Your first instinct on seeing a negative online review may be to immediately and vigorously defend your business. But don't overreact. You may well be able to turn the situation in your favor.

  • Eight Ways to Qualify Leads via Webinar Content and Registrant Behavior

    Article

    CONTENT TYPE: Article | TOPIC: Demand Generation

    Webinars give marketers a unique opportunity both to interact with prospective clients and to qualify leads based on real-time behavior. Here's how you can tap into the power of webinars.

  • Effective Direct Response Marketing: One-Shot vs. Campaign

    Article

    CONTENT TYPE: Article | TOPIC: None

    You can go about direct response in two common ways: An extremely targeted one-shot approach that goes for the sale right away, or a campaign approach that has a distinct, planned follow-up component.

  • Five Tips for Creating Customer Relationships That Drive Sales

    Article

    CONTENT TYPE: Article | TOPIC: Customer Experience

    Strong customer relationships drive sales, sustainability, and growth, especially in today's economy. Regardless of your industry, follow these five tips for stronger and healthier customer relationships.

  • Solve Your Four Hairy Demand-Gen Data Challenges

    Article

    CONTENT TYPE: Article | TOPIC: Demand Generation

    What do you get when you put an analyst, a consultant, a practitioner, and a ringleader on the same panel devoted to demand-gen data? You get smart answers to your most pressing questions. Here's a summary of the smarts that such a panel imparted at the MarketingProfs B2B Forum earlier this month.

  • Three Tips for Navigating the New 'Demand Waterfall' Marketing Funnel

    Article

    CONTENT TYPE: Article | TOPIC: Demand Generation

    What was once defined as a tidy "funnel" or a simple "waterfall" is no longer as relevant as it once was. Think, instead, a river fed by many brooks and streams that gracefully come together, only to rush over the edge of the waterfall into the (sometimes) beautiful and tranquil pond below

  • 15 Lead Magnets (Plus 7 Best-Practices) to Help You Capture and Convert

    Article

    CONTENT TYPE: Article | TOPIC: Demand Generation

    Is your business throwing Web traffic in the trash? If you're not capturing the traffic you spend big bucks to get, it's time to re-evaluate your lead-capture strategy by looking at the effectiveness of your lead magnets.

  • Who Drives the Demand—A Critical Concept in Services Marketing Strategy

    Article

    CONTENT TYPE: Article | TOPIC: Demand Generation

    There's no shortage of advice about which strategies work or don't work for services marketing. Yet they seem to conflict with each other regularly. So what's the scoop? Which ones work? It's less a question of which ones work than it is which ones will work for you given the dynamics of what you sell.

  • Six Keys to Writing a Great Proposal

    Article

    CONTENT TYPE: Article | TOPIC: Writing

    Looking for ways to create a proposal that sets you and your company favorably apart? Ways that capture the great things you have to offer? Here are six suggested best-practices intended to not only maximize your chances to stand out and land the job but also manage the risks.

  • Six Keys to Writing a Great Proposal

    Article

    CONTENT TYPE: Article | TOPIC: Demand Generation

    Looking for ways to create a proposal that sets you and your company favorably apart? Ways that capture the great things you have to offer? Here are six suggested best-practices intended to not only maximize your chances to stand out and land the job but also manage the risks.

  • B2B Demand Generation in the Age of Accountability, Measurability, and Automation

    Article

    CONTENT TYPE: Article | TOPIC: Demand Generation

    Several factors have dramatically altered the landscape of B2B marketing in recent years, forcing marketing practitioners to rethink their tactics and reinvest their resources to achieve superior outcomes. Here are the top challenges B2B marketing organizations now face, and how to address them.