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4 ways to adopt human-centered marketing and get better results

Learn how to adopt human-centered marketing and 4 ways you can humanize your marketing approach to get better results.now

We stopped trying to convince customers and got triple the results

Learn how helping potential customers with an empathetic approach to demand generation and ABM created triple the sales opportunities.

How to Get Sales and Marketing Operating as One Team

Learn how to go beyond alignment and get sales and marketing operating as one revenue team rapidly in this interview with Heidi Melin, CMO of Workfront.

The Most Important B2B Marketing Metrics for CEOs

Find out the 6 most important marketing metrics that CEOs love along with tips and resources to calculate these vital KPIs right now

Why Not To Focus On Marketing and Sales Alignment In 2019

Discover the 4 core problems that organizations should focus on addressing first to get greater sales and marketing alignment now and more revenue.

How to use lead nurturing to revive leads and ROI

Most B2B marketers I know are looking more ways to generate leads faster. But here’s a question to think about: Do you have a process for handing leads from sales back to marketing when they are not sales ready? If not, you should. Start by re-engaging the account-based leads you already have in your database […]

How to Do Lead Management That Improves Conversion

Learn how to do lead management that increases conversion for marketing qualified leads and opportunities with 5 steps can use to manage leads better now.

How to Use Trigger Events for More and Better Leads

People aren’t ready to buy when we want to sell. Think about it. This common statement has big implications if you’re doing account-based marketing (ABM) and lead generation. Why doing more lead generation activity doesn’t help generate more sales CEB discovered that a typical for B2B customer is 57% into their purchase process before they […]

3 Good Questions to Align B2B Marketing, Sales, and Strategy

Learn 3 questions to align strategy, b2b marketing, and sales to get better results with Frank Cespedes, Senior Lecturer at Harvard Business School

31 ways to improve marketing sales alignment quickly

31 tips to get marketing and sales alignment and working as a team includes resources to help you get you collaborating quickly

Marketing Strategy: 3 steps to help optimize website user experience

Learn three steps to optimize your web experience and to get more leads by getting feedback from prospects and customers.. This is the most valuable insight you’ll ever receive because it gives you a direct window into how you serve your customers.

B2B Marketing: The first step a systems integrator took to achieve Sales-Marketing alignment

In this blog post, watch a video excerpt of Kelly Harman, Vice President, Marketing, Carousel Industries, as she discussed how to improve Marketing’s relationship with Sales by working more congruently to help them generate leads at the MarketingSherpa B2B Summit 2012. In this excerpt, learn how the teams at Carousel took the first step to better their relationship by having Marketing walk in Sales’ shoes.

B2B Marketing: Why Marketing shouldn’t promise BANT qualified leads for Sales

Many marketers use a model for lead qualification based on these four key characteristics called BANT. However, we should focus more on building bridges of understanding between these two departments. Let’s start by creating a common language for lead qualification that makes more sense than BANT.

Sales-Marketing Alignment: How consistent messaging helped ADP engage customers at a faster pace

In many organizations, Marketing and Sales tell the same story from very different perspectives, resulting in inconsistent messaging reach prospects. Read on for a high-level breakdown of the five-step process ADP used to achieve Sales-Marketing alignment and to engage customers at a faster pace.

Lead Optimization: 10 audience questions answered

Lead optimization is the core of revenue optimization – making as much money as possible from your time, energy and resources. In response to many questions following a recent webinar, “Optimizing the Lead: A data-driven optimization process that goes beyond lead capture,” Brian Carroll sat down and answered 10 of the audience-submitted answers.

How to create your universal lead definition for better results

Learn how to create a universal lead definition in 6 easy steps to get better results from your demand generation and account-based marketing

Lead Nurturing: 9 questions answered on lead qualification, nurturing, and Marketing-Sales alignment

A couple of weeks ago, I presented an American Marketing Association webcast, “The One-Two Punch of Effective Lead Engagement: Accurate Lists and Powerful Content” (a replay of the webcast is posted below). The nearly 500 attendees had so many excellent questions that my webcast could have easily been an hour longer. That’s why I decided […]

How to Get the CEO to Support Your Next Marketing Plan

Do you feel you have the full support of your CEO for your marketing plan? I caught up with with a colleague who coaches marketers. He has a lot of experience to offer but he often feels like his hands are tied. He voiced his frustration to me: “Nearly everyone I talked to say they […]

9 Tips to Get More ROI from Trade Shows and Event Marketing

Learn 9 steps to drive higher ROI from your trade show and event marketing investments quickly along with additional resources

Why Marketing Qualified Leads (MQLs) Create Confusion

SiriusDecisions made a brilliant contribution to B2B marketing several years ago when they created their Demand Waterfall. That “waterfall” is a metaphor for key funnel stages. It seems like everyone I talk to who works in the technology industry, which is an early adopter of marketing innovations, uses the Demand Waterfall framework. The concept is […]

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