By now, unless you’re taking an extended break (and lucky you if that’s the case), you’re back to work after the holidays trying to plan your lead generation strategies. While some of us come back to a mountain of deliverables, sometimes it can take a bit for sales leads to ramp up at the beginning ...

How did your company come to exist and why? Can you explain it in an interesting, engaging and memorable way? In business, (especially if you want to generate leads), knowing your story, and how to tell it, can literally make the difference between connecting with a client, or not.  According to The Black Report, only ...

The dreaded lead generation cold call. A recent study revealed that 48 per cent of B2B sales reps fear making them.  Even though sales forces are supposedly made up of outgoing extroverts who are happiest when approaching new prospects, the truth is, we’re all human. And none of us like the awkwardness that can result when ...

Filling out an online form is about as exciting as watching paint dry, yet they’re a standard lead generation tactic for many B2B businesses. In essence their success depends on the willingness of people to spend time filling in blanks in order to receive something they perceive as valuable, whether that’s an article, a white ...

Who doesn’t love getting invited to an event? If that event is tied to one’s career, with a timely topic and interesting speakers, there’s an added incentive to attend. Events are powerful for B2B lead generation. For businesses, hosting events is a great way to increase brand awareness, reach out to potential clients and generate ...

Lead generation is the process of converting, and to some extent nurturing, business leads. The question of whether to hire an outside lead generation firm is one that confronts many businesses who might otherwise consider doing this in-house. Nurtured leads produce a 20% increase in sales opportunities and businesses who nurture leads make 50% more ...

Once you’ve got a reliable B2B sales pipeline, your focus shifts from getting those leads to identifying, nurturing, and closing them in order to make sales. But not all sales leads are created equal. You shouldn’t spend the same amount of time on every one that comes across your doorstep. Many companies have great website traffic, visitor ...

Think of how much it costs to buy a television ad to help you generate sales leads, and consider that, with a little tactical manoeuvring, you can get even better exposure on television without paying a dime. Not only do you save loads of money on advertising, but a single TV appearance can lead to ...

Social media is a driving force in many facets of our daily lives and for B2B marketers social media platforms are now the number one content marketing tactic – ahead of blogs, articles, e-newsletters, videos, podcasts, white papers and case studies. In other words, if you’re not on it, you’re not in it. Yet some ...

We know a thing, or hundreds, about successful LinkedIn lead generation campaigns. Why hundreds? We shipped 720 free coffee mugs to IT professionals across Canada who engaged with our LinkedIn campaign for Toshiba, as part of a larger LinkedIn sales lead generation campaign. Now what do free coffee mugs have to do with successful B2B ...

Do you know whether your marketing is working? Whether it’s improving, or it needs assistance? Without a set of key performance indicators (KPIs) it’s impossible to gauge the effectiveness of your marketing efforts and determine whether you might need some lead generation assistance to boost B2B sales. KPIs exist in every industry, but some are ...

You can lead a horse to water, but can you make it drink? That’s essentially what a sales team is up against when they are given B2B sales leads to convert. They might be used to dealing with pre-existing customers, but for a business to grow, sales teams must convince new prospects to buy from ...