Featured B2B Marketing Insights & Tips
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You Don't Need More New Leads
It seems logical---get more leads into the top of the funnel and you’ll get more sales out the other end. But the truth is, the last thing most organizations need is more leads.
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How Does Your Marketing Operation Stack Up?
The beginning of the year is a great time to better understand where your marketing team stands. Our research revealed these 10 key areas to measure marketing excellence.
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Is Marketing Ops a Strategic or Tactical Function?
There seems to be a bit of confusion and debate in the space about whether Marketing Operations should be a tactical or strategic function. So, where do we stand on the issue and why?
Recommended On-Demand Training Webinars
Questions from the Community
Recommended Tools & Diagnostics
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Seven Signs Your Sales Strategy Stinks
How can you tell if your sales strategy is really going to be effective? This diagnostic provides a straightforward self-assessment to help you evaluate the quality of your sales strategy.
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The Marketing Research Analysis Guide
The Marketing Research Analysis Guide will help you interrogate your marketing research findings to gain strategic insights and identify opportunities for truly meaningful action.
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The Multiple Dimensions of Value Chart
Use this chart of potential value-drivers along multiple dimensions to aid your initial brainstorming around how your offerings deliver value to your customers.
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Recommended Case Studies
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Popular Expert Interviews
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Being Fearless When Selling to Procurement
Even the most seasoned sales professionals can be fearful of procurement. In this recorded and transcribed interview with author Chris Provines, we take an inside look at the goals and tactics of today's purchasing people.
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How Marketing Automation Is Changing Sales
In this interview with Debbie Qaqish, we explore why marketing automation is becoming so popular and what the long-term implications are.
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Beyond the Hype of Marketing Automation Tools
Marketing automation tools can be very powerful and beneficial. But are these toolsets really the answer to all of our lead generation woes? In this interview with Dan McDade, the author of The Truth About Leads, we cut through the hype surrounding marketing automation tools and discuss their proper role in lead generation.
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Recommended Tutorials
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Popular Express Guides & Research
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Seven Building Blocks of Sales Effectiveness
It can be challenging to know where to focus your attention and resources. This guide provides a framework of the seven areas where improvements have the most impact on close rates, cycle times, deal sizes, and margins.
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Arming Sales to Protect Value
The balance of power in quoting and negotiations has clearly shifted in the buyers’ favor. In this report, we highlight seven approaches B2B companies are using right now to help their salespeople protect value and margins against today's savvy business buyers.
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Rethinking How You Manage Your Marketing Assets
Managing thousands of marketing assets can quickly become an unmanageable marketing headache. But it doesn't have to be. In this guide, learn about protecting your brand and increasing effectiveness with digital asset management.
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