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Sales: How-to articles covering the latest marketing tactics, tips, and strategies.

Influencing B2B Sales: Buyers' Favorite Conferences, Social Networks, and AnalystsAyaz Nanji
Which in-person events, social networks, and industry analyst firms have the greatest influence on B2B buyers?
B2B Marketing, B2B Marketing Forum, Customer Behavior, Research Summaries, Sales, Social Media, Social Networking
Social Selling for LinkedIn: Seven Practical Tips [Infographic]Laura Forer
LinkedIn can do more than help you find a job. It's a great tool for selling your products and services as well. Here's how to use the platform to drive ...
LinkedIn, Sales, Social Business, Social Media
The Most Effective Lead Nurturing TacticsAyaz Nanji
Marketers say email and content marketing are the most effective tactics for driving prospects through the sales pipeline and toward conversion/revenue, according to recent research from Ascend2.
Lead Nurturing, Marketing Strategy, Research Summaries, Sales
Your Three-Step Approach to Account-Based Marketing SuccessJonathan Herrick
ABM is not a new strategy by any means, but more and more B2B marketers are embracing it, in part because they're dissatisfied with their current lead generation programs. But ...
Account-Based Marketing, Marketing Strategy, Sales, Technology
Succeed in 2019 by Personalizing and Automating Your Sales Content
Every organization wants to set up Sales for success, but where to start? Improving the personalization and automation of your content now is a great way to make sure 2019 ...
Content, Marketing Automation, Personalization, Sales
How to Ensure ABM Success via Organizational StructureDr. Debbie Qaqish
Many marketing organizations lack the organizational structure to energize and optimize an ABM strategy and program. In some ways, Marketing's traditional org chart may actually hinder ABM success.
Account-Based Marketing, Management, Sales, Strategy
RIP SlideShare, It Was Good While It LastedMathew Sweezey
Despite its massive fan base, loyal users, and billions of impressions, our beloved SlideShare has succumbed. A once-powerful channel is all but dead, and here's why.
Content, Presentations, Sales, Social Media
How to Identify Offline B2B Influencers by Using Online and Offline MethodsImrana Khan
B2B influencer marketing can be tricky because B2B influencers may not have a big online presence. Here's how you can find offline influencers so you can combine online and offline ...
B2B Marketing, Influencer Marketing, Sales
The Secret to ABM Success: How to Use Private Investigator Skills to Build a Winning ProgramDr. Debbie Qaqish
Pull out your magnifying glass and read on to learn how to dig up clues about accounts and create a winning ABM program.
Account-Based Marketing, Customer Relationships, Marketing Operations, Research, Sales
Attribution 101: Three Ways to Measure Marketing Attribution, and the Pros and Cons of Each
How can you accurately measure Marketing's contribution to the final sale? Learn about 3 attribution models and their pros and cons to find the best one for your business.
Attribution Modeling, Measurement, Metrics, Multichannel Marketing, Sales

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Sales: Podcasts containing in-depth interviews with smart marketers from all walks of life.

Bring Your Sales and Marketing Stars Into Alignment for 2018: Ian Altman on Marketing Smarts [Podcast]by Kerry O'Shea Gorgone
Sales expert, speaker, and author Ian Altman talks 2018 business trends and offers tips for aligning your sales and marketing teams so they're all focused on the same revenue-related goals.
Marketing Smarts, Sales
Optimize Your Marketing With '80/20': Consultant, Author Perry Marshall on Marketing Smarts [Podcast]by Kerry O'Shea Gorgone
Perry Marshall, business consultant and best-selling author of books on sales and Google AdWords, shares valuable insights from his book 80/20 Sales and Marketing: The Definitive Guide to Working Less and Making More.
Marketing Smarts, Marketing Strategy, Sales
The 300th Episode of Marketing Smarts: Inaugural Guest Lou Imbriano Returns [Podcast]by Kerry O'Shea Gorgone
Marketing Smarts celebrates a major milestone: the 300th episode of the show! To mark the occasion, we bring back our very first guest, Lou Imbriano—strategist, author, and former vice-president and CMO of the New England Patriots.
Brand Ambassadors, Customer Relationships, Customer Retention, Lead Generation, Marketing Smarts, Sales
A Casting Call for Empathic Marketers: Actor and Best-Selling Author Alan Alda on Marketing Smarts [Podcast]by Kerry O'Shea Gorgone
Award-winning actor and best-selling author Alan Alda (M*A*S*H) shares insight into how actively cultivating empathy can improve communication in sales, medicine, science, and practically every other industry. He discusses improv and other approaches for relating to others, and shares many ...
Customer Communications, Customer Engagement, Engagement, Sales
Marketing Drives Revenue, and Now You Can Prove It: Radius SVP Shari Johnston on Marketing Smarts [Podcast]by Kerry O'Shea Gorgone
Radius Senior Vice-President of Marketing Shari Johnston discusses how marketing operations has evolved so that Marketing now directly contributes to an organization's revenue strategy.
B2B Marketing, Data, Marketing Operations, Marketing Smarts, Sales, Technology
What's Old Is New Again... Account-Based Marketing: Nipul Chokshi of Lattice Engines on Marketing Smarts [Podcast]by Kerry O'Shea Gorgone
Nipul Chokshi of predictive analytics company Lattice Engines explains how account-based marketing can be scaled to work for companies with a large volume of target accounts, and offers advice for implementing ABM.
Lead Generation, Lead Nurturing, Marketing Smarts, Personas, Sales, Targeting
Embrace Revenue Responsibility With 'Full-Funnel Marketing': Author Matt Heinz on Marketing Smarts [Podcast]by Kerry O'Shea Gorgone
Full-Funnel Marketing author Matt Heinz explains why (and how) marketers should embrace revenue-based metrics to demonstrate to their executives Marketing's impact on the organization.
Lead Generation, Lead Nurturing, Marketing Smarts, Marketing Strategy, Measurement, Metrics, Sales
The Most Effective Lead Follow-Up Strategies: Adam Bluemner on Marketing Smarts [Podcast]by Kerry O'Shea Gorgone
Adam Bluemner shares strategies for following up with B2B website leads based on his study that analyzed 63,256 phone calls.
B2B Marketing, Marketing Smarts, Research Summaries, Sales
The Secret to Sales Success: Jill Konrath and Donal Daly on Marketing Smarts [Podcast]by Kerry O'Shea Gorgone
Bestselling authors Jill Konrath (Selling to Big Companies) and Donal Daly (Account Planning in Salesforce) explain how sales managers can set their teams up to succeed in the era of modern, customer-centric marketing.
Content, Customer-Centric, Management, Marketing Smarts, Sales
How to Reach 100% of Your Audience: CEO Amanda Holmes on Marketing Smarts [Podcast]by Kerry O'Shea Gorgone
Amanda Holmes became CEO of Chet Holmes International when she was 24, and she has proven an incredibly effective millennial CEO. Amanda shares her approach to sales, leadership, and more.
Content Marketing, Marketing Smarts, Sales

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