How to Perform B2B Market Research

How to Perform B2B Market Research Market research is market research, right? Not quite. For starters, the B2B buying process is more complex than purchasing decisions made by consumers. In B2B sales, there are often multiple stakeholders that you will need to convince and convert in order to close the deal. The B2B space is […]

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Social Selling 101: Using Social Media to Reach B2B Buyers

One of the most surprising changes in the B2B marketplace is how B2B buying decisions are happening and who’s responsible for making them. A study by Google and Millward Brown Digital found that  a growing number of B2B decision makers are now aged between 18 and 34 years old. Considering that millennials are the largest […]

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Customer Reactivation: What, Why, How?

Win Back Dormant Customers With a Customer Reactivation Campaign If you’re in sales or marketing, your primary concern is bringing in new customers. That’s to be expected—after all, new business is the engine that sustains businesses growth. But if you aren’t trying to re-engage inactive customers, you may be missing out on a huge source […]

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B2B Sales Objections You Should Never Hear

Why B2B Buyers Say “No” (and What You Can do About it) If you’re in B2B sales, you’ll probably hear “no” a lot more than you hear “yes” over your career. But that doesn’t mean every objection is a rejection; it just means a prospect isn’t quite ready to act—or rather, it means you still […]

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Setting Expectations: B2B Telemarketing Campaign Results

Would You Rather Be Delighted or Disappointed with Your Calling Campaign? Investments are not without expectations, and B2B telemarketing campaigns are no exception. Unfortunately, setting realistic expectations is not something that many companies in this industry do very well. We think lead generation companies can do better, because we think lead generation customers deserve better. […]

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