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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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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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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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 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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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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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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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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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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b2b sales leads
05 Jun 2017

Marketing has one role: helping with sales leads

By 360 Leads

The one thing sales and marketing departments agree on is their greatest challenge: generating more qualified sales leads. Still, many marketing personnel believe their role to be independent of sales or are unsure of how their role contributes to sales. Indeed, The Black Report™ found that marketers believe their sales lead generation activities are 35%

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b2b lead generation
17 Apr 2017

3 things a business can achieve with sales lead generation

By 360 Leads

A steady flow of sales leads is the livelihood of every organization. Whether it is top of mind in an organization or not, companies require sales lead generation to operate. Lead generation should be at the core of every business. Sometimes the marketing and sales teams face internal obstacles that don’t foster an environment conducive

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