--- title: GCL B2B's Marketing Blog | James Crowder (4) description: Writing about all things inbound and outbound B2B Marketing. (4) --- [![](https://gclb2b.com/app/uploads/2020/07/GCL-main-logo-white.png)](https://gclb2b.com) - [About Us](https://gclb2b.com/about-us/) - [Our Services](https://gclb2b.com/our-services/) - [B2B Telemarketing](https://gclb2b.com/our-services/b2b-telemarketing/) - [Lead Generation and Appointment Setting](https://gclb2b.com/our-services/b2b-telemarketing/appointment-setting/) - [Channel Development](https://gclb2b.com/our-services/b2b-telemarketing/channel-development/) - [Event Support](https://gclb2b.com/our-services/b2b-telemarketing/event-support/) - [Inbound Call Handling](https://gclb2b.com/our-services/b2b-telemarketing/inbound-call-handling/) - [International Telemarketing](https://gclb2b.com/our-services/b2b-telemarketing/international-telemarketing/) - [Webinar Support](https://gclb2b.com/our-services/b2b-telemarketing/webinar-support/) - [Lead Nurture](https://gclb2b.com/our-services/b2b-telemarketing/lead-nurture/) - [Data Services](https://gclb2b.com/our-services/data-services/) - [Data Cleansing](https://gclb2b.com/our-services/data-services/data-cleansing/) - [Data Enrichment](https://gclb2b.com/our-services/data-services/data-enrichment/) - [Data Analysis and Transformation](https://gclb2b.com/our-services/data-services/data-analysis/) - [Data Sourcing](https://gclb2b.com/our-services/data-services/data-sourcing/) - [Database Building](https://gclb2b.com/our-services/data-services/database-building/) - [Opt-In Databases](https://gclb2b.com/our-services/data-services/opt-in-databases/) - [Total Addressable Market](https://gclb2b.com/our-services/data-services/total-addressable-market/) - [Market Research](https://gclb2b.com/our-services/market-research/) - [Prospect Profiling](https://gclb2b.com/our-services/market-research/prospect-profiling/) - [Sales & Marketing Consultancy](https://gclb2b.com/our-services/sales-marketing-consultancy/) - [News](https://blog.gclb2b.com/blog) - [Resources](https://gclb2b.com/resources/) - [Careers](https://gclb2b.com/careers/) - [Open Positions](https://gclb2b.com/careers/open-positions/) - [Contact Us](https://gclb2b.com/contact-us/) - [About Us](https://gclb2b.com/about-us/) - [Our Services](https://gclb2b.com/our-services/) - [B2B Telemarketing](https://gclb2b.com/our-services/b2b-telemarketing/) - [Lead Generation and Appointment Setting](https://gclb2b.com/our-services/b2b-telemarketing/appointment-setting/) - [Channel Development](https://gclb2b.com/our-services/b2b-telemarketing/channel-development/) - [Event Support](https://gclb2b.com/our-services/b2b-telemarketing/event-support/) - [Inbound Call Handling](https://gclb2b.com/our-services/b2b-telemarketing/inbound-call-handling/) - [International Telemarketing](https://gclb2b.com/our-services/b2b-telemarketing/international-telemarketing/) - [Webinar Support](https://gclb2b.com/our-services/b2b-telemarketing/webinar-support/) - [Lead Nurture](https://gclb2b.com/our-services/b2b-telemarketing/lead-nurture/) - [Data Services](https://gclb2b.com/our-services/data-services/) - [Data Cleansing](https://gclb2b.com/our-services/data-services/data-cleansing/) - [Data Enrichment](https://gclb2b.com/our-services/data-services/data-enrichment/) - [Data Analysis and Transformation](https://gclb2b.com/our-services/data-services/data-analysis/) - [Data Sourcing](https://gclb2b.com/our-services/data-services/data-sourcing/) - [Database Building](https://gclb2b.com/our-services/data-services/database-building/) - [Opt-In Databases](https://gclb2b.com/our-services/data-services/opt-in-databases/) - [Total Addressable Market](https://gclb2b.com/our-services/data-services/total-addressable-market/) - [Market Research](https://gclb2b.com/our-services/market-research/) - [Prospect Profiling](https://gclb2b.com/our-services/market-research/prospect-profiling/) - [Sales & Marketing Consultancy](https://gclb2b.com/our-services/sales-marketing-consultancy/) - [News](https://blog.gclb2b.com/blog) - [Resources](https://gclb2b.com/resources/) - [Careers](https://gclb2b.com/careers/) - [Open Positions](https://gclb2b.com/careers/open-positions/) - [Contact Us](https://gclb2b.com/contact-us/) [![gcl-white-logo-2](https://blog.gclb2b.com/hs-fs/hubfs/gcl-white-logo-2.png?width=140&height=56&name=gcl-white-logo-2.png "gcl-white-logo-2")](https://blog.gclb2b.com/) - [Home](http://www.gcldirect.com/) - [Services](http://www.gcldirect.com/lead-generation-services) - [B2B Telemarketing](http://www.gcldirect.com/lead-generation-services/b2b-telemarketing/) - [Appointment Setting](http://www.gcldirect.com/lead-generation-services/b2b-telemarketing/appointment-setting/) - [International Telemarketing](http://www.gcldirect.com/lead-generation-services/b2b-telemarketing/international-telemarketing/) - [Event Support](http://www.gcldirect.com/lead-generation-services/b2b-telemarketing/event-support/) - [Channel Development](http://www.gcldirect.com/lead-generation-services/b2b-telemarketing/channel-development/) - [Inbound Call Handling](http://www.gcldirect.com/lead-generation-services/b2b-telemarketing/inbound-call-handling/) - [Marketing Data](http://www.gcldirect.com/not-the-lead-generation-service/marketing-data/) - [Data Cleansing](http://www.gcldirect.com/lead-generation-services/marketing-data/data-cleansing/) - [Data Management](http://www.gcldirect.com/lead-generation-services/marketing-data/data-management/) - [Data Enrichment](http://www.gcldirect.com/lead-generation-services/marketing-data/data-enrichment/) - [Channel Mapping](http://www.gcldirect.com/lead-generation-services/marketing-data/channel-mapping/) - [Opt-in Databases](http://www.gcldirect.com/lead-generation-services/marketing-data/opt-in-databases/) - [Data Sourcing](http://www.gcldirect.com/lead-generation-services/marketing-data/data-sourcing/) - [Prospect Profiling](http://www.gcldirect.com/lead-generation-services/marketing-data/prospect-profiling/) - [Market Research](http://www.gcldirect.com/lead-generation-services/marketing-data/market-research/) - [Database Building](http://www.gcldirect.com/lead-generation-services/marketing-data/database-building/) - [Business Insight](http://www.gcldirect.com/lead-generation-services/marketing-data/business-insight/) - [Inbound Marketing](http://www.gcldirect.com/lead-generation-service/inbound-marketing/) - [Content Marketing](http://www.gcldirect.com/lead-generation-services/inbound-marketing/content-marketing/) - [SEO Strategy](http://www.gcldirect.com/lead-generation-services/inbound-marketing/seo-strategy/) - [Marketing and Sales Automation](http://www.gcldirect.com/lead-generation-services/inbound-marketing/marketing-sales-automation/) - [Social Selling](http://www.gcldirect.com/lead-generation-services/inbound-marketing/social-selling/) - [Paid Media](http://www.gcldirect.com/lead-generation-services/inbound-marketing/inbound-marketing-strategy/) - [Inbound Marketing Strategy](http://www.gcldirect.com/lead-generation-services/inbound-marketing/inbound-marketing-strategy/) - [Holistic Lead Generation](http://www.gcldirect.com/lead-generation-services/holistic-lead-generation/) - [About](http://www.gcldirect.com/company-profile/) - [Resources](http://www.gcldirect.com/resources/) - [Careers](http://www.gcldirect.com/careers) - [Latest Careers](http://www.gcldirect.com/careers/latest-careers/) - [Blog](https://blog.gclb2b.com/blog) - [Contact](http://www.gcldirect.com/contact/) [![CALL US NOW](https://no-cache.hubspot.com/cta/default/1604661/1f41ec7a-7629-4e9f-a478-c72e3048233c.png)](https://cta-redirect.hubspot.com/cta/redirect/1604661/1f41ec7a-7629-4e9f-a478-c72e3048233c) ### Welcome To Our Blog [![93242642.jpg](https://blog.gclb2b.com/hubfs/Blog_Images/93242642.jpg)](https://blog.gclb2b.com/blog/essential-sales-skills-how-to-dodge-the-gatekeeper) ## [Essential sales skills – how to dodge the gatekeeper](https://blog.gclb2b.com/blog/essential-sales-skills-how-to-dodge-the-gatekeeper) By [James Crowder](https://blog.gclb2b.com/blog/author/james-crowder) | 4 February 2022 --- --- Top-level decision-makers are hard to pin down. They’re constantly short on time, and almost always on the move. And, as if these factors didn’t make it hard enough for salespeople to secure a meeting with high-level executives, they also have gatekeepers – secretaries and personal assistants – wh... [Read More ➢](https://blog.gclb2b.com/blog/essential-sales-skills-how-to-dodge-the-gatekeeper) 0 [![](https://blog.gclb2b.com/hubfs/Blog_Images/effective-channels-for-account-based-marketing.jpg)](https://blog.gclb2b.com/blog/the-four-most-effective-channels-for-account-based-marketing) ## [The Four Most Effective Channels For Account Based Marketing](https://blog.gclb2b.com/blog/the-four-most-effective-channels-for-account-based-marketing) By [James Crowder](https://blog.gclb2b.com/blog/author/james-crowder) | 19 January 2022 --- --- It’s no shock that account-based marketing (ABM) has become as widespread as it has. The fact that it’s based around crafting marketing messages, content and pitches targeted to individual accounts (rather than firing out generic content to anyone and everyone), means you’re more likely to make sale... [Read More ➢](https://blog.gclb2b.com/blog/the-four-most-effective-channels-for-account-based-marketing) 0 ## [How To Integrate B2B Telemarketing Into Your Sales Funnel](https://blog.gclb2b.com/blog/how-to-integrate-b2b-telemarketing-into-your-sales-funnel) By [James Crowder](https://blog.gclb2b.com/blog/author/james-crowder) | 4 December 2021 --- --- Ask most people what comes to mind when they think of [B2B telemarketing](https://gclb2b.com/our-services/b2b-telemarketing/) and there’s a high chance they’ll say cold calls and sales pitches. This preconception assumes that B2B telemarketing can only add value at the bottom of the sales funnel – right before a lead is ready to buy. [Read More ➢](https://blog.gclb2b.com/blog/how-to-integrate-b2b-telemarketing-into-your-sales-funnel) 0 [![Using Market Research To Upsell To Existing Accounts](https://blog.gclb2b.com/hubfs/Blog_Images/market-research-%20to-upsell-to-existing-accounts.jpg)](https://blog.gclb2b.com/blog/how-to-use-market-research-to-upsell-to-your-existing-account) ## [How To Use Market Research To Upsell To Your Existing Account](https://blog.gclb2b.com/blog/how-to-use-market-research-to-upsell-to-your-existing-account) By [James Crowder](https://blog.gclb2b.com/blog/author/james-crowder) | 23 November 2021 --- --- Despite the fact that acquiring new customers costs five times as much as retaining current customers, **[44% of companies](http://www.invespcro.com/blog/customer-acquisition-retention/)** focus their efforts on attracting new business, compared to 18% that focus on customer retention. That says a lot about what businesses *think* is the better way to generate leads.... [Read More ➢](https://blog.gclb2b.com/blog/how-to-use-market-research-to-upsell-to-your-existing-account) 0 [![When does an MQL become an SQL?](https://blog.gclb2b.com/hubfs/When%20does%20an%20MQL%20become%20an%20SQL%3F-1.jpeg)](https://blog.gclb2b.com/blog/when-does-an-mql-become-an-sql) ## [When does an MQL become an SQL?](https://blog.gclb2b.com/blog/when-does-an-mql-become-an-sql) By [James Crowder](https://blog.gclb2b.com/blog/author/james-crowder) | 18 November 2021 --- --- When does an MQL (Marketing Qualified Lead) become an SQL (Sales Qualified Lead)? Before we answer that question we should first look at the buyer’s journey. The buyer’s journey consists of three stages: awareness, consideration and decision. Let’s take a quick look at each of these: [Read More ➢](https://blog.gclb2b.com/blog/when-does-an-mql-become-an-sql) 0 [![](https://blog.gclb2b.com/hubfs/Hourglass%20lead%20gen%20blog.png)](https://blog.gclb2b.com/blog/info/quick-guides-for-great-b2b-lead-gen-campaigns) ## [Quick Guides for Great B2B Lead Gen Campaigns](https://blog.gclb2b.com/blog/info/quick-guides-for-great-b2b-lead-gen-campaigns) By [James Crowder](https://blog.gclb2b.com/blog/author/james-crowder) | 27 October 2021 --- --- However you define [Lead Generation](https://gclb2b.com/our-services/b2b-telemarketing/appointment-setting/), the desired end result is always the same. Leads - and lots of them! Below are 3 examples of successful Lead Generation campaign styles and some simple steps to get you started: [Read More ➢](https://blog.gclb2b.com/blog/info/quick-guides-for-great-b2b-lead-gen-campaigns) 0 ### Categories - [Telemarketing (112)](https://blog.gclb2b.com/blog/topic/telemarketing) - [B2B Lead Generation (57)](https://blog.gclb2b.com/blog/topic/b2b-lead-generation) - [Lead Generation (33)](https://blog.gclb2b.com/blog/topic/lead-generation) - [International Telemarketing (27)](https://blog.gclb2b.com/blog/topic/international-telemarketing) - [B2B Marketing (25)](https://blog.gclb2b.com/blog/topic/b2b-marketing) ### RESOURCES ![GCL\_-\_Workbook\_Front\_Cover\_no\_text.png](https://blog.gclb2b.com/hs-fs/hubfs/GCL_Resources_How-to-convert-MQLS-into-SQLS-300x214.jpeg?width=358&height=377&name=GCL_Resources_How-to-convert-MQLS-into-SQLS-300x214.jpeg) [How To Convert MQLs Into SQLs](https://landing.gcldirect.com/how-to-turn-an-mql-into-an-sql) ![GCL\_-\_Workbook\_Front\_Cover\_no\_text.png](https://blog.gclb2b.com/hs-fs/hubfs/GCL_Resources_How-to-create-a-winning-b2b-sales-pitch-300x214.jpeg?width=358&height=377&name=GCL_Resources_How-to-create-a-winning-b2b-sales-pitch-300x214.jpeg) [How To Create A Winning B2B Sales Pitch](https://landing.gcldirect.com/your-guide-to-winning-more-sales-pitches) ![GCL\_-\_Workbook\_Front\_Cover\_no\_text.png](https://blog.gclb2b.com/hs-fs/hubfs/GCL_Resources_The-guide-to-holistic-lead-generation-300x214.jpeg?width=358&height=377&name=GCL_Resources_The-guide-to-holistic-lead-generation-300x214.jpeg) [The Guide To Holistic Lead Generation](https://landing.gcldirect.com/the-guide-to-holistic-lead-generation) #### Subscribe To Our Resources Simply enter your email address to receive  alerts of new resources - - - [1](https://blog.gclb2b.com/blog/author/james-crowder/page/1) - [2](https://blog.gclb2b.com/blog/author/james-crowder/page/2) - [3](https://blog.gclb2b.com/blog/author/james-crowder/page/3) - [4](https://blog.gclb2b.com/blog/author/james-crowder/page/4) - [5](https://blog.gclb2b.com/blog/author/james-crowder/page/5) - [Next](https://blog.gclb2b.com/blog/author/james-crowder/page/5) **![](https://blog.gclb2b.com/hs-fs/hubfs/layout/logo.png?width=113&name=logo.png)**   **HEAD OFFICE** 2nd Floor, Charter House, 52 Charlotte Street, Birmingham. B3 1PX [0121 452 2020](tel:01214522020) [0121 452 1900](tel:01214521900) [info@gclb2b.com](mailto:info@gclb2b.com) #### Recent Posts #### Recent Tweets Copyright 2020 GCL | All Rights Reserved