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Lead Generation

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

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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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 we don’t discuss enough is...
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Many companies have a big lead gen problem. Despite all the thought leadership we’ve dedicated to lead gen over the last 3-5 years, many of these companies aren’t any closer to solving it. Could we get it done in 400 or so words? We’re going to try.
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Marketing and sales
You ever go to a horrible family event and everything is tense? And then, at the most random possible moment — like a fork drops — suddenly someone explodes? If you’ve never been to such an event, consider yourself lucky. If you have, and you’ve also worked in a sales and/or marketing role in your...
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B2B lead generation
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 marketing team, if they’re handling...
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Outbound sales
Not a big fan of the “number in headline” list posts, but this called for one. Outbound sales. A lot of people do it. Some run from it. Why would you need it, though?
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cold calling cold emailing
  There are a lot of different articles and arguments all over the Internet (especially some true BS on LinkedIn) about cold calling vs. cold emailing and effectiveness rates. We can make this pretty simple, actually.
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LinkedIn Sales Influencers
I was on LinkedIn the other day and saw a “LinkedIn sales influencer” — you know, one of the keynote speaker/thought leader guys — post this. It’s a quote from his friend that reads: “Cold calling is not only alive and well. It’s more important than ever before. Wanna know why? You can’t rely on...
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