Marketing & Lead Generation Blog
To Grow Your Revenue
Account Expansion: What It Is, Why It’s Important, and How to Ensure it
The secret to jet-powered business growth is account expansion. By retaining existing customers and increasing the amount of revenue they provide, companies can boost their profits for less cost and effort than finding new customers. This guide explains exactly what...
Social Selling Index Best Practices
Does your business do social selling? And no, we’re not talking about social media marketing. Are your salespeople developing meaningful online relationships with prospects? If you rely on cold-calling and sending spam emails then you’re at a disadvantage. Your...
Using Digital Marketing Channels for Lead Generation
A business must generate leads to be successful. Lead generation consists of content and media that nurture leads into paying customers. Digital marketing solutions and digital marketing channels facilitate the capture of quality leads and enable lead nurturing...
3 Ways AI Empowers Sales Enablement & 10 Sales AI Tools to Help
As a sales team manager, you want to see your reps improve their close rates. This means more growth for the company and a more enjoyable work experience for your employees. The secret to making it a reality? Equipping your department with tools driven by artificial...
The Future of Sales Post-Pandemic
While the future of sales is constantly shifting as the pandemic continues to disrupt everyday life, figuring out how to navigate the world of post-pandemic business is the topic on everyone’s mind. The new “normal” will look a lot different than how business was...
Inbound vs Outbound Marketing
You wake up, check your phone, and immediately delete three spam emails without even opening them. Make your coffee, hop in the car, and encounter a handful of billboards on the way to work. Drive home, tuning out the loud, angry men arguing on a talk show, and the...
The Ultimate Guide to Creating A Top Lead Strategy in 2021
The most effective lead strategy methods are constantly changing, and for your company to succeed, you must evolve with them. If you aren’t reassessing your business plan and lead strategy tactics at least once a year, you’re missing out on opportunities to find new...
Demand Generation Marketing Strategies: Tips and Tricks
Business-to-business (B2B) demand generation is important for any business. It is especially crucial for start-ups, companies launching new apps, and those offering business services. Awareness of your business’ products and services involves demand generation...
How to Use an Email Tracking Pixel to Identify Sales Leads
Although email marketing remains a popular marketing tool for many industries and brands, few realize that email tracking is a crucial tool for optimizing your business’s marketing strategy. New email tracking software and tools are constantly improving. But one thing...
Lead Capture Pages 101: Importance, Strategies, and Software
If you spend more of your time scouring the internet for leads than actually closing deals, consider adding lead capture pages to your marketing strategy. With lead capture pages, you can automatically populate your CRM with fresh, highly qualified prospects, letting...
Comparison: The 10 Best Sales Intelligence Tools
It’s no secret that to make sales, you need to know your individual prospects inside and out, from the size of their company to their most recent source of funding. However, gathering this data is time-consuming. Most sales reps are extremely busy communicating with...
What is Lead Enrichment & How Does it Benefit Sales Teams
What if there was a way to know not only which leads were most likely to convert into customers, but also what you needed to do to guarantee the sale? The answer is lead enrichment. It's about as close as you can get to know how to turn specific prospects into...
The 12 Best Lead Nurturing Software Options for Your Business
Engaging with a sales rep may be the core of a B2B or high-ticket item buyer’s journey, but lead nurturing is what moves the process along. Without a personalized marketing experience filled with carefully timed emails and retargeted ads to keep you top of mind, many...
Sales Enablement 101: A Guide For Empowering Your Sales Team
There’s a new buzzword on the minds of sales managers across the country: sales enablement. It’s not a new concept, just a new name. The idea is to provide your sales teams with the resources they need to excel. Doesn’t sound too revolutionary, right? Unfortunately,...
What is Cost Per Lead & Why You Should Be Using It
Advertising and marketing campaigns are key to finding new customers for your business, but how do you know if those campaigns are working effectively? If you’re getting new customers but paying more than they’re worth in ad spend, it could mean an unsustainable...
10+ Best Customer Data Platform Software Apps
When it comes to marketing, data is king. With in-depth data, marketers can personalize interactions with customers, market to them at the right times, create a more enjoyable experience, and overall, close more sales. However, capturing all of this data, organizing...
What is Lead Intelligence & Why Should You Care?
Imagine knowing your leads’ level of engagement with your brand, the likelihood that they’ll buy your product, and even the best strategies for communicating with them. With that kind of information, you could increase the effectiveness of your prospecting and win...
25+ Best Email Tracking Apps for Gmail & Outlook (2020)
Email tracking has become a popular feature on a variety of platforms, and for very good reasons. Tracking emails can help sales reps stay close to their most interested leads, automate follow-up messages, and close more deals faster. But of the hundreds of email...
25+ Account-Based Marketing Tactics & Software Solutions
Not seeing the sort of close rates you want? If your primary marketing strategy has been to “cast a wide net”, consider only going after your white whales – your ideal accounts – instead, use account based marketing tactics. Known as account-based marketing (ABM),...
30 Mailchimp Integrations for Marketing & Sales Teams
Integrating different platforms within your sales and marketing stack not only saves you time and headaches, but it also helps you close more deals and make more sales. These 30 Mailchimp integrations for marketing and sales teams leverage the power of email at every...
Cross-Domain Tracking: A Guide to Tracking Visitors Across Multiple Websites
Is your business operates across multiple domains and you aren’t already taking advantage of cross-domain tracking? Then you’re probably missing out on the sort of insights that could turbocharge your marketing and sales. Cross-domain tracking is a tool that’s all but...
What is Intent Data & How Can You Use It?
According to research, the average B2B buyer is already 67% of the way through the buying journey before having extended contact with a salesperson. By that time, they’ve likely formulated some ideas about possible solutions to their pain point. And might even be...
10 Buying Signals You Should Look For
Imagine if some magic words or signs indicated how likely a prospective customer is to buy. Your sales and marketing teams would know exactly who to focus their efforts on. As it happens, there are such signs. They’re called buying signals, and taking note of them is...
The Ultimate Guide to LinkedIn Lead Generation for B2B companies
If you were to focus on only one channel for your company’s lead generation, it should be LinkedIn. The numbers show that the platform isn’t just a good choice for B2B marketers - it’s the best. The conversion rates are higher and the cost per lead is lower compared...
B2B Lead Generation 101: Strategies, Best Practices, and Software
You know that a full sales pipeline is imperative for business growth. Without an airtight system for B2B lead generation in place, you’re sure to slow down your already hard-working sales team. At first, B2B lead generation might seem like a complex process, but...
12 Pipedrive Integrations You Need To Be Using
Pipedrive is built to help you close more deals and keep your sales team on track. But one of the perks of Pipedrive is the number of tools you can integrate to save your team time and enable you to ramp up your marketing and sales efforts. In this list, we’ve found...
Leadfeeder vs LeadForensics vs LeadBoxer
Your company has a website up and running, the blog is full of valuable content, and your sign-up forms are ready to go. But without lead identification and generation tools, you don’t actually know who is visiting your site. As a result you have no idea what they are...
30 Sales Prospecting Tools to Fill Your Pipeline
Are you struggling to find enough time in the day to fill your prospect pipeline? Truth is, every sales rep has the same amount of time in their day. But the difference? Only some of them use sales prospecting tools to help them find prospects faster, and close deals...
How to Create a Customer Journey Map: Everything You Should Know
The key to giving your customers a great experience is to walk in their shoes. And by empathizing with your clientele and understanding their motivations, your company will be able to drive product design and service based on what customers need most. As Kevin Stirtz...
B2B Sales 101: Definition, Techniques & More
We all know that making a sale is the act of exchanging a product or service in return for cash, but there is far more to selling than what meets the eye. With B2B e-commerce sales predicted to exceed B2C e-commerce sales by 2020, B2B selling is constantly growing....
How to Identify Website Visitors: A Complete B2B Sales Guide
Maybe you’ve heard it before: only 2% of website visitors will actually contact a company. That means 98% of people will visit, browse around, and then leave. All while remaining anonymous, that's where you would want to identify website visitors. That’s 98% of your...
Lead Qualification 101: How to Identify the Best Sales Leads
Pop culture would have you believe that the most important part of any sales journey is the art of closing a deal. Equally important, however, is how you open it. Pursuing only the most viable prospects with the need, authority, and budget to purchase your product is...
How to Create a Sales Follow-Up Process
It’s a commonly cited statistic that only 2% of sales are made during the first meeting. That’s about a one in fifty chance that your initial pitch will result in a done deal. A strategic and optimized sales follow-up process is your best bet for getting the results...
30+ Email Lookup Tools to Find Anyone’s Email Address
Finding someone’s email is a crucial part of cold email outreach, here some email lookup tools can help. Without it, you’re left to call or message them via Twitter or LinkedIn. All of which are likely to lead to low reply/answer rates. With someone’s email address...