"If we’re lucky, we work in teams and environments where that perspective is at least softened by combining it with a measure of efficiency or impact, but even then we don’t fully escape the rat-race-like pursuit of more ..read more

"Consumer buying behavior has drastically changed — today, most consumers are purchasing products online, including almost 70% of millennials. In 2019, nearly two-thirds of businesses ( 64% ) had a website. If you don't have one, you could be falling behind your online competition.  ..read more

Companies who use CRMs effectively see an ROI of $8.71 for every $1 spent ..read more

When it comes to B2B marketing, closed deals pay the bills. What happens at the bottom of the funnel is what really moves the needle. But if you want a healthy number of qualified leads and opportunities at the bottom of the funnel, you must start at the top.  The 2020 B2B Marketing Research Report from Marketing Mag shows that “growing and measuring brand awareness and brand health” is the top challenge B2B marketers faced last year. It’s tough, but it can be done. And this post will walk you through how ..read more

Segmentation is an often overlooked and undervalued aspect of B2B marketing.  Segmentation itself isn’t necessarily a lead generation or lead nurturing method, and it’s not a channel. It’s more like the secret ingredient no one really sees. Proper segmentation doesn’t replace your SEO strategy, content marketing plan, or email automation workflow – it enhances them. But so many B2B marketers don’t know how to segment properly – or they’ve never tried. Those who have tried often implement B2C segmentation methods, which don’t work nearly as well in B2B markets. In this post, we ..read more

Are you crushing your lead generation, but failing to close as many deals as you hoped?  Plenty of B2B companies run into this problem.  The solution? Effective lead nurturing. Lead nurturing is the process of moving contacts from leads to sales conversations to customers. The goal is to give your sales team an opportunity to serve a customer that’s a good fit for your product. When we refer to lead nurturing, we don’t mean numerous cold calls to follow up or sending an email every day asking if your lead is ready to talk. We’re talking about implementing effective B2B lead nurturin ..read more

Accounts based marketing is a combination of science and art. If you want to generate leads through ABM, you need a data-backed campaign that’s full of creative plays. But generating great accounts based marketing campaign ideas can be so tough. So our team thought we’d pull together our seven favorite accounts based marketing examples – some of our own, and some from others – to help spark the creativity you need to roll out your own ABM campaign ..read more

There is a direct correlation between the health of your business and the efficiency of your sales pipeline. If you want your sales and revenue numbers to grow, you need to be paying close attention to them with regular sales audits and analysis. But before you can perform an effective analysis, you need to be actively reporting and documenting all pipeline activity. One of the best ways to do this is through the Salesforce CRM. In this post, we’ll walk you through: The difference between a sales funnel and a sales pipeline How to set up your sales pipeline in Salesforce How to analyze your ..read more

Do you know what your lead-to-close rate is? Your MQL to SQL conversion rate? The average time it takes for a lead to work their way through your sales pipeline? If you know the answer to these questions, are they where you’d want them to be And if not, do you know how to improve them? If your sales and revenue aren’t where they need to be – the problem most likely lies in your sales funnel. But which area and how to fix it?  This article will help you perform a sales audit and optimize your sales funnel by covering: Three funnel basics you need to understand to take your business ..read more

This article has been updated for 2021. Are you planning to expand your business into the Chinese market? You’re going to need a strategy that largely revolves around WeChat marketing.  ..read more