How to Design a Quiz for B2B Lead Generation

Looking for a more creative and effective way to engage prospects? This quick-start guide to running online quizzes will have you generating more leads in a snap.

pop quiz

Congratulations! You just launched a brand new research report chock full of industry data your prospects crave. You plopped it on a landing page, did a little promotion, and now you’re waiting for the leads to start pouring in.

But what if the leads don’t start coming? How will you demonstrate ROI on this piece of content? What else could you do to get the word out about your report?


Millennial Sales Talent: 15 Smart Trends for 2015 (Infographic)

Inside Sales trainer and evangelist Josiane Feigon shares a sneak peek at what’s next for the “What Next?” generation in 2015 — and how they can continue winning in sales roles.


There’s never a dull moment in the inside sales world. This rapidly changing profession is exploding today, so how do you keep up, staff up, and make sure you’re properly prepared? Every year, Josiane Feigon and her team at TeleSmart Communications put together a list of smart selling predictions aimed at helping sales teams and managers thrive in the coming year. This year, we’ve teamed up with Josiane to help her show off her trend-spotting powers in infographic form.


Field Marketing: Your Secret Weapon to Fuel Enterprise Sales (Upcoming Webinar)

More and more companies are turning to field marketing to provide sales with more targeted, personalized support. Learn how you can, too.


Enterprise companies have never been more inundated with cold calls, advertisements, and especially emails. While those tactics still have their place, some companies are starting to see diminishing returns. In order to be effective, account-based sales and marketing calls for something more — a function that can completely support the sales team (both new business and existing) from prospecting all the way to close in very targeted, personalized ways.

The truth is many leading-edge B2B SaaS companies are already achieving that level of support, and they’re doing it without creating a massive line item of new expenses. How? With field marketing.


3 Reasons 2015 is the Year of Inside Sales

Sales 2.0 expert Anneke Seley and ZS Associates Manager Kyle Heller share new data pointing to the increasing investment in — and effectiveness of — B2B inside sales.

2015 is the Year of B2B Inside Sales

(Editor’s note: This post was guest written by Kyle Heller, a manager with renowned sales and marketing consultancy ZS Associates) 

In 2013, hosted its first Inside Sales Virtual Summit, one of the biggest gatherings of sales experts, presentations, and discussions online. TeleSmart Communications President Josiane Feigon, one of event’s speakers, had a notable quote that offered one of the biggest takeaways of the event:

“Prospects now participate in sales presentations via Skype, web conferencing, and video. These tools are quickly catching on and overtaking face-to-face visits and traditional meetings, which are expensive and too time consuming for busy buyers. Inside sales will soon surpass field sales.

While that prediction was made over a year ago, the market seems determined to make it a reality. In fact, a recent study ZS Associates conducted with Reality Works Group’s Anneke Seley, “Outside In: The Rise of the Inside Sales Team,” found that smaller high-tech companies and startups already generate 55 percent of sales from inside teams. Meanwhile, 40 percent of large technology companies plan to increase their inside sales headcount by 2016.


The Neglected Audience B2B Marketers Should Be Targeting

While B2B marketers should craft messaging for the specific audience their software is designed to help, Continuum Senior VP and CMO Jeanne Hopkins says it’s important not to neglect another group that plays a key role in buying decisions.

 Marketing to Technical Buyers

When enterprise companies invest in new software, they typically focus on how a particular product or service will help them address a key functional pain point (i.e., marketing automation to optimize marketing campaigns). Before signing off on a deal, however, those companies also typically consult another key part of their team: IT.


B2B Pricing Black Magic: Appealing to Economic AND Emotional Needs

Value management and pricing strategy consultant Steven Forth explains how to achieve a potent, irresistible B2B pricing formula by aligning economic and emotional value along the technology adoption lifecycle.


Getting emotional and economic pricing factors to work together is the black magic of B2B pricing. Both are important and both come together in the customer’s willingness-to-pay.


Marketing Specialists vs. Generalists: Which You Should Hire

Increasingly, B2B marketing teams are evolving into squads of specialists with digital DNA. Lattice Engines CMO Brian Kardon shares his tips for building a top-notch team that delivers results.

Marketing Specialists vs. Generalists

If you asked Lattice Engines CMO Brian Kardon in 2005 which qualities he looked for in marketers, his answer would have been very different than the one he’d give you today. Back then, he preferred generalists who were good at a lot of different things. Now, he looks for a completely different profile.