Marketing

  • The Beginner's Guide to Email Drip Campaigns for B2B Sales

    Posted On July 30, 2020 by Vince Antoine

    Does your B2B company use email to generate leads and sales? There's no denying the fact that email is popular among B2B companies. According to HubSpot, nearly nine in 10 B2B companies cite email as one of their most effective sales channels. Some email campaigns, however, are more effective at driving leads and sales than others. Rather than simply sending a one-off email to prospects, you should consider setting up a drip campaign. With a drip campaign, you'll have greater success using email as a promotional channel for your B2B company.

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  • SPIF: How to Motivate Sales Reps With a Financial Incentive

    Posted On July 27, 2020 by Evan Lamolinara

    How well-motivated is your B2B company's sales team? Lack of motivation doesn't just foster a negative company culture; it harms sales. If a sales rep isn't motivated, he or she probably won't close many sales. You can motivate sales reps, however, through the use of a Sales Performance Incentive Fund (SPIF). What is a SPIF exactly, and how do you use it?

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  • B2B Lead Generation: Should You Use Inbound or Outbound Tactics?

    Posted On July 24, 2020 by Vince Antoine

    High-quality leads are the driving force behind nearly all successful B2B companies. Whether your B2B company sells products, services or a combination thereof, it needs leads to facilitate sales. Without them, you'll have to mass-promote to your B2B company's products or services to a large and untargeted audience, resulting in poor conversion rates and few or no sales. There are two different ways that you can approach lead generation, however: inbound or outbound. While they can both yield high-quality leads for your B2B company, they aren't the same. What's the difference between inbound and outbound B2B lead generation exactly?

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  • Is Virtual Selling Really All that Different?

    Posted On July 23, 2020 by Cherise Kennerley

    Making adjustments to your sales process has been challenging. You’re probably still hoping that virtual selling will all go away eventually, but will it? In May, McKinsey released the results of a survey conducted to B2B decision makers. They found that remote selling is now the norm and perceived to be effective. 96% of B2B companies have shifted their go to market model while 65% believe the new model is just as effective or more effective than before. This statistic is up from 60% in early April. Clearly, virtual selling isn’t going anywhere.

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  • LinkedIn Ads: How to Use It for Sales Lead Generation

    Posted On July 22, 2020 by Vince Antoine

    Of all the social media networks, none are more effective for B2B lead generation than LinkedIn. LinkedIn is designed specifically for business owners, managers and other professionals, so it reaches more prospective buyers than all other social media networks. Perhaps this is why nearly nine in 10 B2B companies use it to generate leads. While you can generate leads on LinkedIn through a traditional Company Page, though, you'll likely experience better results when using the network's paid advertising service.

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  • Sales-Qualified vs Marketing-Qualified Leads: What's the Difference?

    Posted On July 20, 2020 by Vince Antoine

    B2B leads are often classified as sales qualified or marketing qualified, depending on which department qualifies them. Sales-qualified leads are qualified by a B2B company's sales department, whereas marketing-qualified leads are qualified by a B2B company's marketing department. After being qualified, the leads are used for sales purposes, with sales reps contacting them to promote their B2B company's products or services. How do sales-qualified and marketing-qualified leads differ from each other exactly, and which type should you focus on acquiring for your B2B company's sales activities?

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  • What Is a Unique Selling Proposition in B2B Sales?

    Posted On July 14, 2020 by Vince Antoine

    When researching B2B sales tactics, you'll probably encounter the use of a unique selling proposition. B2B companies of all shapes and sizes use them to drive sales. With a unique selling proposition, prospective buyers will understand how a specific product differs from similar products on the market, which typically results in a higher conversion rate and more sales. So, what is a unique selling proposition exactly?

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  • Cannabis Construction News and Planned Industrial Project Reports - Q2 - 2020 Recap

    Posted On July 13, 2020 by Evan Lamolinara

    Research by SalesLeads’ experienced industrial market research team, shows 38 new planned Cannabis and Medical Marijuana projects tracked during the 2nd quarter of 2020.

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  • Pharmaceutical Construction News and Planned Industrial Project Reports - Q2 - 2020 Recap

    Posted On July 13, 2020 by Evan Lamolinara

    Research by SalesLeads’ experienced industrial market research team, shows 101 new planned Pharmaceutical projects tracked during the 2nd quarter of 2020.

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  • Wastewater Treatment Plant News and Planned Industrial Project Reports - Q2 - 2020 Recap

    Posted On July 12, 2020 by Evan Lamolinara

    Research by SalesLeads’ experienced industrial market research team, shows 68 new planned Wastewater Treatment Industry projects tracked during the 2nd quarter of 2020.

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