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Lead Generation

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

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 cold or hot — ideally...
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Relationship selling
In the broader pantheon of different sales models, two stand out: Relationship selling Value-based selling What are they, exactly, and what works best for SaaS-style or services companies?
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Nearshoring
If you’re never heard the term “nearshoring,” it’s the process of getting work done in neighboring countries instead of your own. Usually this refers to software development. A big problem in DACH is a tech skills gap. By some estimates, DACH is about negative-1 million on the tech/IT roles it needs to be successful across...
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B2B lead generation
Very obvious statement to open: to grow a business, you need a pipeline. To have a pipeline, you need leads. Hopefully none of that was new information for anyone reading this. That’s the core/crux of sales. But despite the importance of leads, a lot of companies do struggle with lead generation. Huh? If it’s something...
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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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