Blog

  • Improve Your Prospect Targeting: Think Bigger than the C-Suite

    Posted On April 20, 2017 by Robert Smith

    Targeting the right B2B sales leads is essential for all businesses. Of course, many B2B companies focus their business development efforts on the coveted C-suite prospects, assuming this will yield more conversions/sales. While there's nothing wrong with targeting C-suite prospects, you shouldn't focus solely on this audience while neglecting other, potentially more lucrative leads.

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  • 3 Under-Utilized Ways to Generate More B2B Sales Leads

    Posted On April 17, 2017 by Robert Smith

    Generating high quality B2B sales leads is actually easier than most people realize. Regardless of your business's industry, there are ways to find prospective customers and clients, without exhausting significant amounts of time, money and resources.

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  • Using Email Marketing in a Long Sales Cycle

    Posted On April 12, 2017 by Evan Lamolinara

    One of the sales and marketing hurdles faced by industrial product and service suppliers, is keeping prospects engaged throughout a long sales cycle. With sales cycles often lasting for 12-18 months, it's not uncommon for prospects to become disengaged, at which point it's doubtful they'll convert into paying customers. While there are many tactics available to keep prospects engaged in a long sales cycle, email marketing is arguably one of the most efficient strategies.

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  • Account Based Marketing: What You Should Know

    Posted On April 05, 2017 by Evan Lamolinara

    Account-based marketing is a powerful B2B sales and marketing strategy used by companies worldwide. When used correctly, it can deliver high-quality sales leads; increase account relevancy; allow for shorter sales cycles; create a more efficient sales/marketing process; and align marketing processes with account strategies. Unfortunately, however, many B2B companies fail to utilize account-based marketing to its fullest potential.

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  • 4 Signs Your B2B Prospect Database Needs Some "Spring Cleaning"

    Posted On March 29, 2017 by Robert Smith

    With the spring season upon us, there's no better time than the present for business-to-business (B2B) companies to analyze and update their databases. If your company uses a database of prospects to generate sales leads, you should clean it regularly to maintain its quality. Even the best databases will grow stagnant over time, resulting in lower email converstions, poor telemarketing efficiency, and a frustrated business development team. So, how do you know when it's time to clean up your B2B prospect database?

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