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Lead Generation

Our Lead Generation articles include topics like outbound lead generation, inbound lead generation and email automation.

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 years ago, we worked with...
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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 is never used by Sales...
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We’ve reached an interesting spot with website development. There are literally millions of people who can help you with design, layout, content, UX, etc. Many of them can be found on platforms like Upwork for not that much money. The resources are all there. There are probably more web resources available to help you than...
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Some sales guys crap all over blogging. They don’t see the point and would rather spend their time focused on “touches” and more standard sales plays. This is a big mistake. Blogging matters to sales. But why?
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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 to move beyond them. Instead,...
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cold calling
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 you: it works, but it...
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lead generation Germany
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”). They have market information and...
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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 dripping Bitters on your tongue....
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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 you from GDPR. We have...
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Email prospecting
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 tool (i.e. the concepts aren’t...
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