Few marketing strategies have seen the same surge in popularity as account-based marketing (ABM). ABM began as a fresh and exploratory idea, and quickly caught fire as an industry trend. Now it stands as one of the most widely-adopted and celebrated strategies in the world of B2B marketing.
ABM’s rise from relative obscurity to widespread adoption is no accident. Sales and marketing professionals love ABM for the simple fact that it’s an effective way to generate revenue.
Continue reading “5 Account-Based Marketing Nightmares to Avoid At All Cost”
In a recent blog post we declared that strategic candidate sourcing was not, in fact, dead. Instead, we proposed that technological advances have simply changed the way recruiters do it. Today, we dive a little deeper and explore 52 statistics about modern candidate sourcing. Our hope is that you can use these statistics to inform and evolve your current candidate sourcing strategy.
Passive Candidate Sourcing: A Quick Primer
Continue reading “50+ Candidate Sourcing Statistics for Recruiters”
You don’t have to be in the B2B sales world to be familiar with the term “cold calling.” It’s a phrase that’s likely to elicit a negative response, whether you’re in the business world or an average citizen who has received one too many unsolicited calls.
Though just about everyone knows of cold calling as a concept, it has been given several different definitions and interpretations as a sales practice. So too has the alternative to cold calling – the predictably-titled “warm calling”. Continue reading “Cold Calling vs. Warm Calling: Is Cold Calling Dead?”
Believe it or not, I can trace my entire career as a content marketer back to a night in June of 2003. I was nine years old, and my parents had finally allowed me to stay up and attend the midnight release of the latest Harry Potter book.
Undeterred by the 800+ page count, I tore through the book in a matter of days. I’d always enjoyed reading, but this was the first novel in a long line of fictional works that would go on to have a formative impact on my life.
Continue reading “6 Lessons B2B Content Marketers Can Learn From Fiction Writers”
If you’ve spent any amount of time on social media during the month of June, you’ve likely seen some big name brands announcing their support for the LGBTQ+ community in honor of Pride Month.
Most notably, companies have rebranded their corporate social media profiles to feature rainbow colored logos, cover photos, products, and entire rainbow themed campaigns as a presumed tribute to the Pride flag.
Although this outpouring of support is great in theory, it raises some major questions. How many of these companies work to implement real change for the LGBTQ+ community? How many of these companies actively show their support and advocate for LGBTQ+ rights year round? And, how many companies simply leverage Pride as a means to profit off the LGBTQ+ community?
Continue reading “A Corporate Guide to Pride—Companies Who’ve Gotten it Right (and Wrong)”
In a recent post, we explored the qualities that made someone an influencer. We also introduced you to some of our favorite B2B marketing influencers—including the socially-savvy Ann Handley, Joe Chernov, and Joe Pullizi, just to name a few.
However, the B2B marketing world isn’t the only industry boasting some big names in the social sphere. The B2B sales arena has a few social celebs of its own. Wondering who they are? Well, you’re in luck! In today’s post, we’ve compiled a list of the top sales influencers on our radar. Check them out! Continue reading “5 Must-Follow B2B Sales Influencers”
B2B marketers beware: Marketing vanity metrics are easy on the eyes but only skim the surface when it comes to actual value. Although vanity metrics make you feel good about your marketing efforts, these surface-level metrics only reveal part of the story.
But, fear not dear marketer! If you turn your attention to the metrics that matter, you can improve your marketing strategy and communicate the important insights to leadership.
Continue reading “How to Manage Expectations Around Marketing Vanity Metrics”
In the age of social media, influencer marketing has become wildly popular—even among B2B organizations. But, unlike the B2C market, it’s not always easy to identify the thought leaders with the most social pull within the B2B community.
So, in today’s blog post we take a look at the characteristics that make someone a great influencer to work with and we also identify a few of our favorite B2B marketing influencers.
Continue reading “5 Must-Follow B2B Marketing Influencers”
When it comes to B2B sales calls, the primary goal of the sales rep is to extract valuable information from the other person on the line. If you’re a seasoned sales professional, you already know the best way to get information is to ask smart questions. But this is often easier said than done.
Good questions and the answers they produce can make a huge difference in your ability to close deals faster.
Continue reading “12 B2B Sales Questions to Close Deals Faster”
Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Prospecting uncovers potential buyers, fuels an organization’s sales pipeline, and provides important context to future sales conversations.
So, whether you’re brand new to sales or just looking for a refresher, today’s post will take you back to the basics of B2B sales prospecting.
Continue reading “6 Ways to Improve Your B2B Sales Prospecting”