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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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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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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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
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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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 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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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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