B2B Sales Blog

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Lead Generation

Blogging: The best lead gen tool (yep)

“Blogging” can feel like an old-school concept. Isn’t that something people did in 2006? And it can feel disconnected to sales — after all, there are lots of sales blogs and sales LinkedIn/social posts, and most of them sound like bullshit. Wouldn’t you rather focus on a calling/emailing/meeting strategy to

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Lead Generation

Using subject matter expertise in lead generation

There are about six million different approaches to lead generation. Probably 97 percent of them will never work, although companies keep trying them. At its heart, lead generation is about conveying trust and value to someone who isn’t a customer yet. They are still a “lead,” and they might be

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Lead Generation

Who cares if you got a lead if you can’t nurture it?

Companies often spend a mint on lead generation, and that makes sense. The old adage is about “if you’re not growing, you’re dying.” Well, you can’t grow without leads, right? So lead generation is obviously going to be pretty important. None of this is rocket science just yet. A few

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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

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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B2B lead generation
Lead Generation

B2B lead generation and what you really need to know

You could choke every horse in South America with the amount of supposed “thought leadership” written on B2B lead generation in the last 5-10 years, with most of it being pretty fluffy. It’s usually 35,000-foot stuff that would be hard for a sales team to then execute on. (Or a

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