The default martech sales motion asks you to tear out your stack and bet 18 months on a rebuild. Buyers increasingly prefer a different path. By Gene De Libero Published on July 1, 2026 A vendor rep is in your conference room with a slide titled “Migration Roadmap.” She’s drawn an arrow from … Continue reading The rip-and-replace pitch is out of step with today’s buyers
Firsthand expertise, original research, and transparent thinking carry more weight than polished messaging. Here’s why. By Stephanie Trovato Published on June 24, 2026 I was researching a software platform recently when I found myself doing something I don’t remember doing nearly as often as a few years ago: questioning almost everything I was reading. … Continue reading How to build trust when buyers question everything
Gartner research shows buyers want AI speed, but they still turn to humans for confidence and validation. By Constantine von Hoffman Published on May 20, 2026 More B2B buyers are turning to tools like ChatGPT and Gemini for quick answers, but many don’t trust what those tools tell them. According to research released … Continue reading B2B buyers trust AI less than marketers think
Traditional demand capture fails when no one is searching. Here’s a framework for educating the market, building authority and defining a new category. By Shama Hyder February 26, 2026 Most marketing assumes recognized pain points. Customers know they have issues, so they search for solutions. Your job as a marketer is to position … Continue reading How to create demand when buyers don’t see the problem
Your best marketing insights aren’t in a new tool. They’re already in your CRM, your CS notes and the systems your team stopped checking. By Stephanie Trovato February 19, 2026 Last quarter, a B2B SaaS marketing team ran a full content audit. They hired a strategist, surveyed customers and spent three months building a … Continue reading Your CRM knows more about your buyers than your personas do
This holiday, skip the promo blast. See how brands like La Quinta built loyalty through care and conversation — and how you can, too. Ed Poppe on November 3, 2025 The holidays bring a flood of one-time shoppers — and a chance to turn them into long-term customers. Most brands focus on discounts and … Continue reading How to turn holiday shoppers into loyal friends, not one-time buyers
Conversions drop when your B2B copy ignores what buyers actually care about. Here’s how to lead with benefits, use cases and proof. Moni Oloyede on August 14, 2025 Marketing departments are missing goals left and right. Your marketing isn’t converting because the way you’re talking about your offer sucks. Maybe you’ve tweaked form fields, … Continue reading A 3-step copywriting formula that makes buyers take action
86% say they are or will soon use it. Small and mid-tier brands wanting better video for less money are among the biggest users. Constantine von Hoffman on July 15, 2025 Generative AI is transforming digital video ad creation, with 86% of digital video buyers either using or planning to use it in creatives, according … Continue reading GenAI taking over digital video buyers’ creatives
But when B2B buyers do want to engage sales, it’s often at critical moments in the process. Mike Pastore on July 11, 2025 MarTechCharts regularly highlights data of interest to marketers and marketing operations professionals. Source: “How to Align Sales Engagement Strategies With B2B Buyer Preferences,” Gartner. Despite a growing preference among B2B buyers … Continue reading B2B buyers want less sales contact
July 05, 2025 3% mortgage rates aren’t dead—housing market sees 127% increase in buyers taking over old loans BY Lance Lambert Want more housing market stories from Lance Lambert’s ResiClub in your inbox? Subscribe to the ResiClub newsletter. Some homebuyers are sidestepping 6% and 7% mortgage rates by tapping into assumable mortgages. These allow buyers to … Continue reading 3% mortgage rates aren’t dead—housing market sees 127% increase in buyers taking over old loans
