B2B Sales Blog

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Lead Generation

So, why would people NOT be doing lead generation?

Ever heard of the “spider web effect?” It’s pretty real, and it explains a lot of lead generation program failures. Let’s walk through it. Founders of companies obviously work their own networks first, which makes perfectly logical sense — but eventually, they tap out these personal spider webs and neglect

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cold calling
Lead Generation

Cold calling works. It doesn’t scale, though.

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

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lead generation Germany
Lead Generation

How do you use industry experts in lead generation?

Short answer: you don’t necessarily use industry experts in conventional lead generation. You use them in a form of lead generation that’s more networking-driven. Here’s what we mean: industry experts are predominantly good to use in a sales process for two reasons — They have industry knowledge and connections (“rolodex”).

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Lead Generation

Lead Generation Essentials

Lead generation and going to the bar Lead generation nowadays is very akin to craft mixology. Here’s what we mean: if you put a lime in your mouth, that might be a little bit gross. Some might like it, sure, but on its own, it’s not that great. Same with

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Lead Generation

Could GDPR actually stifle innovation in the EU?

Feels like everyone is writing articles about GDPR now. Makes sense — it’s effective May 25th and it’s going to change a lot of how companies have to operate with European customers, so everyone seems to have a white paper, webinar, solution brief, etc. about how their product will save

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Email prospecting
Lead Generation

EMail prospecting: How do you do it right?

There’s been lots of conversation in the past three years or so on the value of email prospecting, often around whether emailing has surpassed cold calling as a viable way to reach targets. We’ve always been of the belief that effective email prospecting actually turbo-charges your phone as a sales

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Lead Generation

What do you do when qualified prospects go dark?

It’s a fact (a sad one) of any sales cycle that prospects will go dark and drop out of your funnel. It’s actually even sadder that many sales reps keep these types of prospects in their funnel for another 15 months, creating the ultimate sense of false hope. But what

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Marketing and sales
Lead Generation

Sales AND marketing? Or sales VERSUS marketing?

You ever go to a horrible family event and everything is tense? And then, at the most random possible moment — like a fork drops — suddenly someone explodes? If you’ve never been to such an event, consider yourself lucky. If you have, and you’ve also worked in a sales

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