Key Sales Metrics You Should Track in 2018 – And Those You Should Track in 2021
There are some questions we have for you as we update this blog post and examine what we think are the key sales metrics you should be measuring today in 2021, as compared to 2018, the original date if this blog. What has changed in 3 years in the lead generation process for your company? […]
The Value of Continuity of Lead Generation Activities in a Challenging Business Environment
We cannot say it enough – especially during today’s business conditions. Do not stop prospecting. Do not stop marketing. Do not stop regular communications with current customers, past customers, and prospects. In other words, let us say it again…DO NOT STOP PROSPECTING! The job of a salesperson is to help customers solve critical business issues. […]
Why It’s Important to Crush It in Q1
The new year is a time for new beginnings. Don’t find yourself in Q2 having wasted a whole quarter and now you find you must dig out from behind. Importantly, the first quarter is the time that can set the pace for the entire year – either positive or negative. A slow start to Q1 […]
Anatomy of a Successful Campaign
What are the elements that make up the foundation for a successful lead generation campaign? A campaign that you can duplicate year to year without having to reinvent the wheel each time. If you want to maximize your campaign investment, it goes without saying that proper planning is essential. Carefully setting up the building blocks […]
This Lead Generation Strategy Enables B2B Sales Success
If you’re currently rethinking your B2B lead generation strategy, pay close attention to the activities of your inside sales team. The message they deliver could mean the difference between connecting with a high quality lead or failing to do so. That’s according to a recent survey of over 600 B2B marketers in which 77% of […]
How To Get More B2B Sales Leads With These Tips
Lead generation is always a major focus for B2B organizations. With so many channels to utilize and tactics to employ, today’s marketers certainly have their hands full. According to the latest B2B Lead Generation Trends Report from LinkedIn’s Technology Marketing community, 68% of B2B professionals report increasing the quality of leads as a top priority. […]
3 Business to Business Lead Generation Trends to Watch in 2016
As B2B marketers ponder what 2016 has in store, lead generation remains as critical as ever. According to the latest Lead Generation Report from LinkedIn’s B2B Technology Marketing Community, improving the quality of leads was the biggest priority among all marketers surveyed (68%). That might not come as a surprise – improving lead quality is […]
3 Highly Effective Lead Generation Techniques You Probably Aren’t Using
Generating leads is tough. You’ve got to employ a variety of tactics, measure their effectiveness, and focus on what works best. You’ve also got to explore new tactics from time to time. If you’re willing to experiment, you could discover an approach that works extremely well in your target market. Here are three highly effective […]
This Lead Generation Mishap Could Be Costing You
Want to know a little secret about lead generation? Here goes: Your organization might be totally oblivious to dozens, or perhaps hundreds of qualified leads even though they may already have a record in your CRM. If you fear (or know) that your sales people are not updating your CRM, there’s a likelihood that you’re […]
How to Increase Sales with Smarter Lead Generation
When it comes to increasing B2B sales, modifying your lead generation approach can have a lasting impact on your performance. The challenge is identifying what part of your process needs to change. Here’s how to increase sales by refining and perhaps even transforming how your organization communicates with your prospects. 1. Know your buyers – […]