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• The Top Sales Challenges of 2015Ayaz Nanji
  Salespeople say their top 3 prospecting challenges this year are getting appointments with potential buyers/clients, identifying sales triggers, and creating a targeted lead strategy, according to a recent report from ...
  Lead Nurturing, Research Summaries, Sales, Sales and Advertising, Survey Data
• Seven Tips for Effective Digital Coupon Marketing [Infographic]Verónica Jarski
  Digital coupon use is booming! To help you craft and promote your online coupons, check out the following tips.
  Consumer Electronics, Content, Customer Engagement, Digital Marketing, Marketing Strategy, Sales
• How a Lead Becomes a Customer [Infographic]Verónica Jarski
  A potential customer sees your business on the first page of the search engine results page. What happens next? Here's a look at the journey from lead to customer.
  Consumer Electronics, Customer Behavior, Customer Communications, Customer Engagement, Sales, Sales and Advertising, Websites
• The State of B2B Sales Messaging [Infographic]Ayaz Nanji
  Some 85% of B2B companies say their sales team's ability to articulate product/service value is one of the most critical factors in closing deals, according to a recent report from ...
  B2B Marketing, Career Management, Research Summaries, Sales, Sales and Advertising, Survey Data
• Six Drivers of ROI in Event MarketingDaniel Maurer
  Keep these six items in mind as you go through the event-planning process; they will help you make sure you and your stakeholders are prepared for the tasks ahead and ...
  Conferences, Lead Generation, Metrics, ROI, Sales, Tradeshows/Events
• Marketers Need a Better Approach to Campaign Performance MetricsBonnie Crater
  Don't get stuck on the very limited and oversimplified single-touch attribution model when you need visibility into campaigns. Try using weighted campaign influence instead.
  Digital Marketing, Marketing Analytics, Measurement, Metrics, ROI, Sales
• B2B Buying: Millennials vs. Gen X and Baby BoomersAyaz Nanji
  Millennial B2B buyers, when researching products and services, want to interact directly with vendors' representatives far more than Gen X or Baby Boomer buyers do, according to a recent report ...
  B2B Marketing, Customer Behavior, Marketing Strategy, Millennials, Research Summaries, Sales, Sales and Advertising, Survey Data
• How to Track Your Tradeshow ROIPeter Symonds
  From renting floor space to designing and building your booth, tradeshow costs can quickly add up—into a five-figure sum. Which is why it's essential to also measure how much you ...
  Conferences, CRM, Customer Acquisition, Measurement, Metrics, ROI, Sales, Tradeshows/Events
• The B2B Customer Journey Is Beginning to Look a Lot Like the B2C VersionRyan Johnson
  B2B marketing and B2B customer journeys are becoming more like their B2C counterparts. Here's how they're changing.
  B2B Marketing, B2C, Customer Behavior, Customer Engagement, Customer Experience, Sales
• How to Cross the PPC Chasm Between Forms and Phone Calls [Infographic]Verónica Jarski
  Does your PPC budget lean toward driving online conversions and form-fills rather than inbound calls? It shouldn't. Here's why.
  Customer Engagement, Customer Experience, Customer Insight, Customer Service, High-Tech Marketing, Sales, Smartphones
• Three Ways to Make Your Phone Presence a Key Driver in Your Marketing MixTristan Barnum
  The voice channel is not going away any time soon, so spend time considering your options and planning, and be strategic about the branding and marketing opportunities your phone presence ...
  Brand Positioning, Branding, Customer Acquisition, Customer Relationships, Lead Generation, Local Marketing, Location-Based Marketing, Marketing Strategy, Sales, Small Business, Telemarketing
• Top 5 Keys to Customer RetentionMike Saldi
  Maximizing the lifetime value of your customers is central to maximizing the value of your business. Companies sink or swim based on their ability to retain customers.
  B2B Marketing, Brand Loyalty, Content, Customer Advisory Programs, Customer-Centric, Customer Communications, Customer Loyalty, Customer Relationships, Customer Retention, Lead Generation, Product Management, Sales
• The Seven Vital Components of Lead Generation [Infographic]Verónica Jarski
  Do you know the seven components of lead generation? Here's a look at each one, its purpose, and benefits.
  Digital Marketing, Lead Generation, Lead Quality, Marketing Strategy, Sales, Social Media
• How to Choose the Right Tradeshow Booth Location: 10 Things You Need to ConsiderRob Murphy
  Your booth's location at a tradeshow can be either beneficial or harmful. Here's how to make sure you're prepared to select the best location possible for your company's both.
  Conferences, Customer Acquisition, Lead Generation, Management, Sales, Tradeshows/Events
• Best-Practices for Developing a B2B Online Review ProgramVinay Bhagat
  Online reviews appear in search results when people are evaluating your product or service, and professionals regularly frequent review sites when searching for solutions.
  B2B Marketing, Content, Customer Acquisition, Customer Relationships, Customer Satisfaction, Lead Generation, LinkedIn, Sales, Social Media, Technology, Testimonials, User-Generated Content, Word-of-Mouth
• Public Relations: Four 'Wow' Ways to Use It for SalesLisa Calhoun
  A perceived lack of credibility is one of the silent killers of great sales opportunities, since big potential clients are famously risk-averse. If you don't have great coverage—and therefore credibility—those ...
  Conferences, Lead Generation, Public Relations, Sales, Social Media, Testimonials
• Listen Up, B2B Marketers: 12 Steps to More Sales From Inbound CallsEric Holmen
  As a B2B marketer, you're responsible for driving leads. But what happens when you overlook a valuable channel, such as inbound phone calls—which are excellent for generating leads? Nothing good...
  Customer Acquisition, Inbound Marketing, Lead Generation, Local Marketing, Marketing Strategy, Sales, Telemarketing, Websites
• Three Conversations That Sales Reps Need to MasterTim Riesterer
  Want to improve your company's sales performance? Then make sure your sales reps are having these conversations during each stage of the buying cycle.
  Customer Engagement, Customer Relationships, Marketing Strategy, Sales
• How to Choose the Right Sales Reps for Your Next TradeshowPeter Symonds
  "Old-fashioned" tactics such as tradeshows are often the most effective for achieving B2B companies' top marketing goal: getting more customers. But far too many spend far too little time on ...
  Lead Generation, Lead Quality, Sales, Tradeshows/Events
• B2B and UGC and Three Success StoriesDan Kimball
  UGC-enabled marketing is no longer a fad; it's become a core part of modern marketers' toolkit. A closer look into UGC benefits, applicability to B2B, and a few key examples ...
  B2B Marketing, Content, Content Marketing, Content Strategy, Customer Advisory Programs, Customer Engagement, Customer Evangelists, Customer Relationships, Digital Theory, Lead Generation, Product Marketing, Sales, Technology, User-Generated Content, Web Content