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...
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...
Ask most people what comes to mind when they think of 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.
Despite the fact that acquiring new customers costs five times as much as retaining current customers, 44% of companies 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....
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:
However you define Lead Generation, 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:
