How to Write an Effective Case Study


If you’re writing boring case studies that don’t get your point across, try a little story-telling to make for more effective case studies that hit home. Make your case study into something of a Hero’s Journey to draw your readers into the true value of what you sell…



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How to Make Choosing Easier for Your Prospects


Studies repeatedly show that less is more when it comes to choice. People in the U.S. demand choices, but give them too many choices and they’ll decide on nothing. In this presentation by Sheena Iyengar, you’ll learn why you want to limit the choices and provides four ways that you can make choosing a product easier for your customers.



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Creating Sales-Ready Leads with Marketing Automation


How can you create Sales-Ready leads with Marketing Automation? Mostly, it’s in how you and sales jointly agree on the definition of a “Sales-Ready” lead. If sales has one definition, and marketing another, then you’ll be at crossed odds the entire way, and that’s not a good thing…



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Why Do People Buy or Consider Buying What You Sell?


In the B2B Buying Process, there is a strong need to understand WHY people buy. What’s their motivation, and how can you use this to increase sales? For example, did you know that EVERY buyer has physical, psychological AND emotional reasons for buying?



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How Much Content Will You Need for Lead Nurture?


How much content do you need for lead nurture? Too much or too little content can cause your lead to bail or give up. Selecting the right amount is an art form that involves quite a bit of thinking as well. The answer, of course, is “it depends”…



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