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360topline™ / perspectives on B2B sales lead generation.

Do your B2B sales people control the conversation?

Do your B2B sales people control the conversation?

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 ...
Inbound and outbound marketing for sales lead generation: they work better together

Inbound and outbound marketing for sales lead generation: they work better together

No doubt you’ve heard about inbound and outbound marketing for sales lead generation. 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 ...
Make your B2B sales lead generation campaign perform

Make your B2B sales lead generation campaign perform

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

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

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 ...
Generate leads by opening the gates to your content

Generate leads by opening the gates to your content

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, ...
Lead generation companies help you convert sales leads into loyal clients

Lead generation companies help you convert sales leads into loyal clients

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 ...
B2B lead generation leaders are…

B2B lead generation leaders are…

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 ...
Lead generation buyer personas, why and how to create them

Lead generation buyer personas, why and how to create them

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 ...
How to kickstart your lead generation campaign

How to kickstart your lead generation campaign

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 that will help with your lead generation campaign. Review your successes (and ...
The lead generation company telesales stereotype debunked

The lead generation company telesales stereotype debunked

Your next customer is only a call away. That is, if you or your lead generation company telesales team 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 ...
B2B sales lead generation is changing thanks to AI

B2B sales lead generation is changing thanks to AI

B2B 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 ...
Questions to ask a lead generation company

Questions to ask a lead generation company

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 ...