Demand Generation Resources

Ditch the Sales Script If You Want to Make More Sales

Ditch the Sales Script If You Want to Make More Sales

Most salespeople are required to learn sales scripts before contacting prospects. And to ensure all the information is conveyed exactly as the company prefers, they're discouraged from adding anything to the script. Basically, they're hired to be human commercials. No wonder it doesn't work.

10 Guiding Principles of Sales Enablement, Inspired by 'Nicolas Cage: Good or Bad?'

10 Guiding Principles of Sales Enablement, Inspired by 'Nicolas Cage: Good or Bad?'

Sales enablement can feel worse than untangling a giant knot of half-burned-out Christmas tree lights. Luckily, a series of MarketingProfs articles undertook that metaphorical untangling. The lessons now unwound from that effort shine brightly as guiding principles of sales enablement.

How Salestech Can Embrace Customization at Scale

How Salestech Can Embrace Customization at Scale

In an age when every digital interaction by potential buyers leaves a trace, salestech can help sellers and marketers harness a wealth of data. As a result, customization, at scale, is both possible and necessary.

B2B Tech Marketers' Budget Expectations for 2024

B2B Tech Marketers' Budget Expectations for 2024

Most marketers who work for B2B technology firms expect their marketing spend to increase this year, according to recent research.

Do More With Less: Six Smart Ways to Balance Brand & Demand to Drive Growth in Tough Times

Do More With Less: Six Smart Ways to Balance Brand & Demand to Drive Growth in Tough Times

For marketers, belt-tightening is back for 2024. Balancing brand and demand investments, however, doesn't have to hurt. In fact, taking these six steps can increase impact, build resilience, and pave the way for long-term growth. Do more with less.

When Do B2B Buyers Contact Vendors?

When Do B2B Buyers Contact Vendors?

B2B buyers generally do not contact vendors until they are very far along in their journey and they have finalized most of their requirements, according to this research.

Attract High-Value Leads With This Five-Step Process

Attract High-Value Leads With This Five-Step Process

The process of attracting high-value leads has evolved into a blend of science and art. This article dissects what constitutes a high-value lead and explores how you can craft a balanced, targeted approach to lead generation.

The Availability Heuristic, Sharks, and Your Marketing

The Availability Heuristic, Sharks, and Your Marketing

The availability heuristic is a mechanism used by the brain to recall and label information, and it can cause lots of biases in buyers. Some brands attempt to use those biases to their benefit—through awareness advertising, for example. Ethics aside, it's probably not a good idea...

How to Build a High-Conversion Evergreen Lead Funnel: A Five-Step Guide

How to Build a High-Conversion Evergreen Lead Funnel: A Five-Step Guide

We've all heard it: B2B buyers are leaning toward self-service. Enter: the lead funnel, which allows you to sell your offer before your sales team even gets on the phone. Sound good? Check out the details.

How to Rev Up the B2B Account-Based Demand Engine to Accelerate Results

How to Rev Up the B2B Account-Based Demand Engine to Accelerate Results

An account-based demand engine focuses marketing efforts on specific high-value accounts and delivers personalized experiences. Through six questions and answers, this article discusses the alignment of Sales and Marketing and the adoption of a unified approach to demand gen.

10 Simple Ways to Get More B2B Leads From Instagram

10 Simple Ways to Get More B2B Leads From Instagram

Are you closing the door on Instagram leads? Get their attention and invite them in using these 10 simple tactics.

How to Make Thought Leadership a B2B Demand-Gen Dynamo

How to Make Thought Leadership a B2B Demand-Gen Dynamo

Does your thought leadership contribute to marketing, or is it just amorphous posturing that makes you sound smart? (Spoiler: that wouldn't really be thought leadership, anyway.) Here's how to infuse actual demand gen into your leadership content.

How to Build a B2B Lead Gen Webinar

How to Build a B2B Lead Gen Webinar

Generating leads for Sales to qualify, follow up with, and eventually sell to is what drives the revenue—and success—of a business. This article covers how webinars and webinar marketing can lead to increased B2B lead generation.

How to Save a Leaking Lead Generation Pool

How to Save a Leaking Lead Generation Pool

Fixing leaks in your lead generation pool requires examining your entire process to identify the problem. Is it department alignment? Automation? Inbound marketing? This article takes you through the possibilities.

Your SMB Needs a Full-Funnel Marketing Approach. Here's Where to Start.

Your SMB Needs a Full-Funnel Marketing Approach. Here's Where to Start.

It's difficult to align Sales and Marketing when your company isn't big enough to have departments dedicated to those functions. That's why SMBs need a full-funnel approach to marketing. Here are three steps to get you there.

23 Sales Tactics for 2023

23 Sales Tactics for 2023

It's hard to know where to focus your sales efforts when the economy is shaky, but these 23 tips work well.

Why You Should Be 'Cloning' Your Best Customers to Grow Your Business

Why You Should Be 'Cloning' Your Best Customers to Grow Your Business

By analyzing your most successful customer interactions and understanding customers' goals, you can better inform your marketing efforts to replicate your best and favorite customers. So how is that done? Let's break it down into a few key steps.

Three Ways B2B Sales Prospecting Will Evolve in 2023

Three Ways B2B Sales Prospecting Will Evolve in 2023

The economic climate has caused many businesses to re-evaluate their 2023 strategies, and that extends into sales prospecting. In particular, take note of these three trends.

Think Outside the Office: Reach B2B Decision-Makers at Home

Think Outside the Office: Reach B2B Decision-Makers at Home

Not many people talk about "going into the office" anymore because so many offices are at home. Marketers need to refine their targeting strategies accordingly—to reach beyond job-related channels and meet prospects as they engage in everyday activities.

Customer Benefits: A Brief Introduction to Why Customers Buy Your Products

Customer Benefits: A Brief Introduction to Why Customers Buy Your Products

When as a marketer you identify and focus on benefits, you ensure that you are focusing your attention on what customers are really buying; as a result, you don't waste money and energy in your marketing efforts.

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