B2B Sales Lead Generation Blog

360topline / perspectives on B2B sales lead generation.

360topline / perspectives on B2B sales lead generation.

360topline / perspectives
on B2B sales lead generation.

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27 Nov

Lead generation 101: conquer fears of cold calling

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

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Chatbots boost B2B Lead Genreation
06 Nov 2019

Chatbots boost B2B lead generation

By 360 Leads

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

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Events are powerful for B2B Lead generation
21 Oct 2019

Why events are powerful for B2B lead generation

By 360 Leads

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

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secret powers of a lead generation company
02 Oct 2019

The secret powers of a lead generation company

By 360 Leads

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

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How a B2B lead scoring system works
17 Sep 2019

How to implement a B2B sales lead scoring system

By 360 Leads

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

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interview for sales leads
04 Sep 2019

A TV appearance can help with sales leads

By 360 Leads

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

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Social media networks for lead generation
12 Aug 2019

Best social media networks for lead generation

By 360 Leads

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

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Toshiba LinkedIn lead generation program
16 Jul 2019

Three truths for a successful LinkedIn lead generation campaign

By 360 Leads

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

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marketing KPIs for lead generation
08 Jul 2019

Marketing KPIs for B2B sales growth

By 360 Leads

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

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B2B Sales Ready
26 Jun 2019

Are you / is your team B2B sales ready?

By 360 Leads

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

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B2B sales leads
24 Jun 2019

Do your B2B sales people control the conversation?

By 360 Leads

How many times has a sales person said that the B2B sales lead they received was unqualified, poor or just plain bad? Let’s face it, some sales leads really are poor. But many could be terrific if put in the hands of a well-equipped sales person who knows their business, has taken the time to

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Inbound and outbound make for good sales lead generation
12 Jun 2019

Inbound and outbound marketing: they work better together

By 360 Leads

No doubt you’ve heard about inbound marketing and outbound marketing. They’re often viewed as choices that a marketer makes when deciding how to generate B2B sales leads. Instead of thinking about this as a choice, it’s better to view them as complementary forces. Combining inbound and outbound forces can create a more cohesive – and

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appointment setting services
07 Jun 2019

Make your B2B sales lead generation campaign perform

By 360 Leads

Being active and engaging with new leads and prospects is a good way to fill your sales pipeline and garner new business, but how often are you measuring the performance of your B2B sales lead generation campaign? There are several metrics to track in lead generation. The key is to map out your goals and

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How to stop customer churn in B2B companies
21 May 2019

B2B sales lead generation: how to stop customer churn

By 360 Leads

The typical customer lifecycle goes something like this: Target, Acquire, Support, and Retain. If a company can continue to offer the same level of product or service – or improve upon it – there should be no problem retaining them as a long-term customer, right? If only it were so simple. 360 Leads can help

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inbound versus outbound marketing for lead generation
08 May 2019

Inbound versus outbound: which is more effective for lead generation?

By 360 Leads

With every new platform come new ways to reach out to potential customers, and B2B company marketers have a wide selection of tactics to choose from when planning a strategy. Simply put, these tactics fall into two main categories – inbound and outbound lead generation tactics – though the two are often combined in an

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Lead Generation Goals
18 Apr 2019

Lead generation goals: how to stick to them

By 360 Leads

Why, hello there, Q2. How the heck did that happen? Spring has sprung, and summer is fast approaching. It’s time to think about those B2B sales lead generation goals you set back in January. Now’s the time to get things done before long, sunny days and vacations take us away from our desks (and phones).

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generate leads
12 Mar 2019

Generate leads by opening the gates to your content

By 360 Leads

The majority of B2B content to generate leads is gated, meaning to get access to information, users must submit some of their personal details. But is this the best approach? Consider that once you’ve put the final touches on a white paper or a case study and you’re ready to unleash it on the world,

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lead generation company
20 Feb 2019

Not all B2B sales leads are created equal

By 360 Leads

There are warm B2B sales leads, hot sales leads and those that are just simply not really B2B sales leads at all. So, how do you know the difference between what’s hot and what’s not? “There are three main things to consider when determining the quality of an initial sales lead”, says Christine Britsas, Regional

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lead generation companies
12 Feb 2019

A low tech B2B lead generation campaign email solution

By 360 Leads

In a B2B lead generation campaign, low-tech tactics can offer serious upgrades to high-tech solutions – especially when it comes to results. Recently, Leigh-Ann Clarke, VP and General Manager of 360 Leads and our sister company, Clever Samurai covered this high-tech/low-tech topic in an article for Direct Marketing Magazine. Specifically, how a e-mail lead generation

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lead generation sales
04 Feb 2019

Lead generation video killed the radio star

By 360 Leads

B2B sales lead generation comes in different forms. 360 Leads is fortunate to have varied means to support our clients in generating more qualified sales leads. One way that we’ve found successful has been through the production of online video, usually part of a broader sales lead generation campaign. According to Google, 70 per cent

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appointment setting
04 Feb 2019

Convert sales leads into loyal clients

By 360 Leads

To thrive in today’s world, companies need to move beyond the customer journey. To reach their full potential and earn loyal clients for life, companies need to maintain a permanent presence in the lives of their customers, an endless relationship not confined to separate episodes of actively considering a purchase. This is as true for

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lead generation company
30 Jan 2019

B2B lead generation leaders are…

By 360 Leads

B2B Lead generation is a massive industry, with countless verticals capturing qualified leads that can be sold to companies looking to acquire new customers. But according to The Black Report, only 17.3 per cent of companies actually reach their lead generation targets. There are different lead generation verticals geared to different industries, but the most

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b2b lead generation
22 Jan 2019

Lead generation buyer personas, why and how to create them

By 360 Leads

Lead generation buyer personas are shorthand for the different types of individuals most likely to buy your products or services – basically fictional examples of your ideal customers, like IT Irene, Mechanic Mike, or Builder Bryan. Why are they helpful? Because having a deep understanding of who your target sales leads are will increase the

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sales lead generation
17 Jan 2019

B2B sales lead generation needs a real point of difference

By 360 Leads

How many companies struggle with finding the answer of ‘how do I get my sales people to sell more?’ Maybe if I get them more sales appointments, get them more B2B sales leads, get them support from an inbound B2B sales lead generation program – yes, then they will sell more. All of that is

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lead generation campaign
15 Jan 2019

How to kickstart your lead generation campaign

By 360 Leads

The new year is for new beginnings and if your lead generation needs a reboot, now’s the right time to give it the attention it needs so the year ahead will be a success. Here are some helpful tips for the coming year. Review your successes (and flops) What were your goals for 2018? Did

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b2b telemarketing companies
04 Jan 2019

Debunking the lead generation telesales stereotype

By 360 Leads

Your next customer is only a call away. That is, if you or your lead generation company picks up the phone. Needless to say, because of this, telemarketing or telesales gets a bad rep; those poorly-scripted calls are made in the hundreds if not thousands, from disengaged people focused on quantity and not quality. It’s

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b2b appointment setting
21 Dec 2018

Make healthy prospect data part of your demand generation

By 360 Leads

It’s no surprise that living a healthier lifestyle often tops the list of New Year’s Resolutions year after year. Companies focused on B2B demand generation can also use this renewed focus to build a robust pipeline, garner more leads and improve sales making for a much healthier bottom line simply by committing to quality data. While it’s

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sales leads
01 Oct 2018

Artificial intelligence is changing lead generation

By 360 Leads

Sales lead generation has always been an inherently human activity but with the advent of artificial intelligence (AI) applications, companies are going to be rewiring their B2B lead generation tactics. Here are two key ways AI can assist marketers in capturing sales leads. Personalization Big data is being captured in unprecedented ways and in massive

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lead generation company
01 Oct 2018

Questions to ask a lead generation company

By 360 Leads

Whatever your sales and marketing funnel looks like, if you don’t get enough qualified sales leads, things will dry up and revenue will fall flat. If you are in this position, it might be time to consider hiring a lead generation company who will help combine sales lead generation and marketing strategy to help you

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lead generation companies
01 Sep 2018

Direct mail still delivers B2B sales

By 360 Leads

Direct mail might seem so last century, but it has an enduring appeal, especially in this age of digital everything. Believe it or not, people enjoy taking a break, dimming their devices and picking up actual, physical mail. If nothing else, there’s an element of surprise, even though it’s sometimes tempered by disappointment. Still, being

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b2b lead generation
19 Jun 2018

Increase sales leads by nurturing B2B relationships

By 360 Leads

Everyone knows that getting as many sales leads as possible plays an extremely important role in having a thriving business. But, you shouldn’t focus all your attention on capturing new business leads, you should focus a majority of your attention on nurturing the leads you already have. Failing to nurture your current leads and leaving

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lead generation agency
19 Jun 2018

Using LinkedIn boosts your B2B sales leads

By 360 Leads

When generating B2B sales leads you’ll need to go to where the leads are, and nowadays, that’s on social media. According to the Black Report, social media accounts for 26.8% of a B2B company’s success. Using it to tap into interested prospects for your business can be a powerful resource. But what’s the best platform

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b2b lead generation services
21 Feb 2018

In lead generation, work on these two key relationships

By 360 Leads

Despite the cold weather, there is a lot to feel warm about in February. From Valentine’s Day to Family Day, Lunar New Year for some cultures and even cheering on our nation’s team at the Winter Olympics, there is a great sense of building community and nurturing relationships. In lead generation, relationships are the basis for

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b2b lead generation companies
02 Feb 2018

How do lead generation companies get results

By 360 Leads

In one of our 360 Leads blog, we dispelled the negative connotations around telesales and explained why it’s an effective lead generation channel. No one knows this better than sales lead generation companies. They are on the front lines (and on the phone lines) putting this method into practice everyday for 360 Leads and our clients.

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lead generation companies
27 Nov 2017

The two things you’re overlooking in lead generation

By 360 Leads

There are five weeks left in 2017. Did you hit your targets? Have you increased your leads? Did you grow your business the way you envisioned? As the year comes to a close it may be time to re-evaluate your lead generation strategy – and it might start with partnering with a lead generation company. Only

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b2b lead generation
13 Nov 2017

Direct mail drives sales leads

By 360 Leads

When in comes to sales leads, the best direct mail campaigns grab the attention of decision makers and make them want to meet with you. A sale practically signed, metaphorically sealed and delivered. The process however, of sealing a deal with direct mail takes some due diligence – and it starts with a lead generation

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generate leads
31 Oct 2017

Don’t make win-back campaigns plan B in your lead generation

By 360 Leads

Whoever came up with that familiar saying what’s old is new again might have been talking about customer win-back campaigns – or not. Either way, when it comes to sales, a win-back campaign should be a part of your sales lead generation program. According to research by Bain & Company, increasing customer retention rates by 5% increases profits

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sales leads
16 Oct 2017

Turn B2B sales leads into monster sales effectiveness

By 360 Leads

An effective B2B sales team turns leads into concrete wins, but a witch’s brew or a fairy godmother can’t make this happen overnight (no matter what time of the year it is). Monster sales effectiveness happens when there is a shift in thinking and not just by following a list of actions. How, you ask?

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sales leads
04 Oct 2017

Lead generation that takes telesales to the next level

By 360 Leads

Telesales can be the start of a successful lead generation campaign – when you have the right lead generation company working for you. The 360 Leads Black Report found that 44.7% of top performing companies rank telesales as their best lead generation channel. When you combine direct mail, digital marketing and a targeted campaign that gets your

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lead generation company
28 Sep 2017

Reduce churn and increase B2B sales

By 360 Leads

Winning new customers builds internal enthusiasm and turns B2B sales champions into company heroes. A Bain & Company study highlights that increasing customer retention by 5% can increase profitability by 25% to 95%. Within the US credit card industry, Forbes reports that providers deal with annual churn rates of 20%. Imagine the massive profitability of

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lead generation companies
28 Aug 2017

The best marketing strategy might be sales lead generation

By 360 Leads

Brilliant marketers understand that qualified sales leads often start in the marketing department. According to The Black Report, a global sales lead generation study by 360 Leads, 72.8% of companies that excel at lead generation have a well-defined, clearly articulated value proposition. These companies know their story, and how to tell it. Articulating the difference

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b2b lead generation
21 Aug 2017

Turn sales leads into demand generation success

By 360 Leads

If you’re wondering how you or your sales force can do a little better with their demand generation goals, you might be surprised to learn that sales effectiveness isn’t all about product knowledge. It’s about sales knowledge. And a lead generation company’s most successful clients have sales cultures that get it. And in turn, they

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lead generation company
31 Jul 2017

A full B2B sales pipeline doesn’t always mean a healthy one

By 360 Leads

A sales team is only as good as their pipeline. How your company obtains new B2B sales leads and grows existing clients is based on the opportunities, database and relationships your sales team has with qualified prospects. The biggest misconception is that a full pipeline is a healthy pipeline. That is not always the case.

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appointment setting
24 Jul 2017

Turn digital traffic into real qualified sales leads

By 360 Leads

In The Black Report™, our global study on sales lead generation, marketers selected digital lead generation as their top lead generation channel, while salespeople selected outbound telesales as their top channel. We say they’re both right, but the important question remains: how do you turn digital traffic into real bona fide sales leads? The key

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sales leads
17 Jul 2017

The one great phone call that can propel your B2B sales

By 360 Leads

Telemarketing. Some might classify it as the underbelly of B2B sales and marketing, filled with companies using offshore low-cost, high-volume call centres and reciting poorly developed scripts trying to sell something that somebody doesn’t really want. This lead generation stereotype has created a fear in many marketers of using the telephone as a sales and

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best lead generation companies
14 Jul 2017

How to outsmart the big wigs in your lead generation efforts

By 360 Leads

There is no question that being the #1 brand in your category is what every company strives for. Some of our clients are exactly that and some are trying hard to be. And because we serve both types of clients as a lead generation company, we can tell you that if you’re smart about your

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appointment setting
10 Jul 2017

Direct mail that will always generate leads

By 360 Leads

To the uninitiated, direct mail is junk mail. It’s simply flyers, postcards and papers that end up in the garbage. ‘Light your money on fire’, ‘it’s the digital age’, ‘direct mail doesn’t work’, they say. We hate to burst the naysayers’ bubble, but they are just flat wrong – direct mail can generate leads. That

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lead generation
04 Jul 2017

3 steps to turn lists into sales leads

By 360 Leads

When it comes to new sales leads, the right data lists are crucial. Inaccurate data could mean an out-of-date list or worse, improper targeting. In The Black Report™, our global sales lead generation study, 36.8% of respondents rated data list quality issues as a key barrier to success. There is no question that the best prospect

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b2b lead generation
26 Jun 2017

How healthy is your sales leads data?

By 360 Leads

Quality sales leads come from quality data. The Black Report™ found that 36.8% of respondents think data list quality issues are a major reason company lead generation programs don’t deliver enough qualified sales leads. But that can change. For long-term company growth, it’s important to maintain your sales data health by scrubbing for quality and investing

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lead generation companies b2b
19 Jun 2017

Double your results with sales lead generation nurturing

By 360 Leads

Sales leads are critical to every company’s survival. Some buyers don’t require much effort to close because they know what they want, but these quick win sales are a small percentage of the larger whole. Most leads don’t convert into sales, and poor sales lead generation nurturing can be blamed for that. Leaving new sales

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