Outbound lead generation is no longer about cold calling -> meeting -> negotiating and closing. It’s about providing chunks of value, one after the other. One-on-One and not One-to-Many. COVID has fundamentally collapsed the way most of us connect and network with new potential buyers – increasingly, many are concluding
Very obvious statement to open: to grow a business, you need a pipeline. To have a pipeline, you need leads. Hopefully none of that was new information for anyone reading this. That’s the core/crux of sales. But despite the importance of leads, a lot of companies do struggle with lead
We’ve reached an interesting spot with website development. There are literally millions of people who can help you with design, layout, content, UX, SEO, etc. Many of them can be found on platforms like Upwork and Fiverr for not that much money. The resources are all there. There are probably
Yesterday, I received a LinkedIn connect request that got my full attention. Let’s deeply analyse it here for the purpose of better understanding the important difference between content and context. So, this is what I’ve received from a Business Development Manager of a software development company – he sent me
One-to-one email prospecting is by far the most successful lead generation method in high ticket B2B sales. If you do it, please do it right! On behalf of our clients we do email prospecting since 2012, actually we stopped cold calling in 2014 because our emails are more effective –
Here’s an actual screenshot of our Google Analytics dashboard. It was taken on May 20, 2020 and shows www.bizxpand.com website traffic between May 20, 2016 and May 19, 2020. I’m sharing this for those, who still believe blogging is just for marketing and brand awareness and doesn’t generate sales leads.
There are dozens of articles – and LinkedIn sales influencer videos – about cold-calling every month. People have a million different theories on it, all divided into two camps: “It doesn’t work. It’s dead.” “It’s alive and well and I make millions with it.” I’ll keep it fairly simple for
Consider this, from some recent research on content marketing: Consider: blog output by brands has increased over 800% in the past five years but organic social share of blogs has decreased by 89% and about 5% of content gets 90% of engagement. An estimated 70% of the content generated by Marketing
When all your new customers come from referrals of existing customers and various personal networks and relationships a highly sophisticated value proposition is a nice-to-have – some early afternoon agenda for your next offsite management meeting. Half of the needed value is embedded in the relationship. But when your customers
10 to 12 years ago A decade ago even average sales guys got enough calls, meetings and demos to fill their pipeline. Conversion rate after the first discovery/qualification was often an issue. A bad fit or no sales opportunity was the result of such calls in most cases. We were
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