Lead Generation

“The secret to real sales success is building strong, respected, relationships that earn you the right to ask for referrals. But less than 5 percent of organizations have a disciplined, measurable, and reliable referral system.” - Joanne Black, Referral Selling Authority & Author  Say it louder for the people in the back - real sales success comes from a reliable referral system. You may feel that you are doing just fine without a sales referral program, but let’s take a look at some statistics around non-referral vs referral sales methods:  Only 2% of cold calls result in an appointment. That’s a....

The paradigm of sales prospecting is shifting. Partly, this is a response to the global pandemic that swept the world in 2020, but it’s also down to technological advancements.  Video prospecting—that is, using videos as part of the sales process—has taken off in recent years. This dynamic approach has gained traction among the most forward-thinking sales teams.  The versatility of video prospecting knows no bounds. You can use it to introduce yourself and your brand to prospects, nurture leads, and deliver product demos.  What’s even better is that it can be used on any of your existing sales channels. Whether....

Lead generation is one of the most critical components of outside sales. Fresh leads are the lifeblood of any successful outside sales operation and to keep it running smoothly, you need to know how to not only acquire a large number of leads but to attract high-quality ones that have high probabilities of conversion. So with that being said, we’ve brought you some of the best ways to optimize B2B lead generation and the best practices to get you started.

Salespeople are always looking to adopt innovative solutions that will allow them to gain an edge over their competitors and meet growing customer expectations.  The latest way they can do that is through Artificial Intelligence (AI), a transformative force that in recent years has reshaped the way sales teams operate.  HubSpot’s Smarter Selling with AI study showed that 60% of salespeople are already using AI tools as part of their overall sales strategy.  AI is not merely a buzzword anymore; it is an imperative strategic sales tool for those looking to boost sales performance, enhance customer experiences, and stay ahead....