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 whenRead More
360topline™ / perspectives on B2B sales lead generation.
360topline™ / perspectives on B2B sales lead generation.
360topline™ / perspectives
on B2B sales lead generation.
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 generateRead More
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 andRead More
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 anRead More
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,Read More
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, RegionalRead More
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 forRead More
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, beingRead More
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 generationRead More
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?Read More
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, theyRead More
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.Read More
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 prospectRead More
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 salesRead More
What is the appeal of social media for brands? Engaging potential sales leads? Starting conversations? Building communities? Not quite. Till recently, social media attracted marketers in large part because it was a totally free form of lead generation. Of course, that’s changed. Now, if you want your brand messaging to get eyeballs and interactions, you’veRead More
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%Read More
The number of sales leads a business needs is a great point of contention between sales and marketing teams within an organization. Sales executives always find they could use more to keep the sales funnel flowing, while marketing executives believe they’re providing enough. In fact, marketing professionals say their lead generation activities are 35% moreRead More
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 conduciveRead More