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Lead generation: Should we hire a team and in-house or outsource entirely?

Outsource or in-house? It’s an age-old question with no one size fits all answer. Some aspects of business can be done in-house at a reasonable cost and without too much institutional knowledge. Others, that perhaps seem simple to in house on the surface, can turn into major pitfalls. What about lead generation though?   Well, if […]

How to… use social media for B2B lead generation

In the B2C (business to customer) space social media is everything. Tweets, sponsored Facebook ads, carefully styled Instagram posts, TikTok – they’re all essential to building a brand and creating buzz.   Social media for B2B (business to business) is a different ball game entirely. For one thing, it’s usually nowhere near as effective for sales […]

How do executives spend their time when they’re not in meetings or on calls? ***spoiler alert*** They’re on email

Having worked with hundreds of C-suite executives from Fortune 500 companies down to custom consulting firms, we’ve discovered that, hands down, the best way to engage executives and get B2B sales leads is through email. If you’re reading this you’re probably a C-suite exec yourself, so think about your own habits. Where would you be […]

Lead generation: How it fits into every stage of your pipeline

Lead generation is a critical part of building any pipeline, but before we get into this you have to understand that not all leads are created equal. Some are much better quality than others. Take a look at our article on the subject (Not all ‘leads’ are created equal, so what is real lead generation […]

Virtual sales calls vs face to face sales: What happens when a road warrior can’t hit the road?

There’s no substitute for a face to face, right? The “road warriors”, the good old boys, would agree. But, right now, we’re in a complex environment where face to face just isn’t possible.  What are you doing about lead generation and landing sales calls right now? Are they even worth it if they won’t turn […]

Not all ‘leads’ are created equal, so what is real lead generation and what isn’t?

When it comes to lead generation, you need to know that not all leads are created equal.  That makes working out what kind of lead generation is right for you a careful business.  Different businesses, different people, have wildly different definitions of what a sales lead is. Salesforce, for example, call a line of data […]

What’s the difference between B2B and B2C lead generation?

Lead generation gets defined in lots of ways. Some companies call data on prospects or a list of email addresses a lead. Others call a sales qualified meeting a lead. The difference between the two definitions is huge. None of them are wrong either – they are all “leads” in a sense, but some are […]

Why Cold Email Marketing is More Effective at Capturing Executive Leads than Content Marketing

‘Content marketing’ has become somewhat of a buzzword/phrase in the world of marketing these days. This inbound marketing practice is remarkably widespread. Just about every company is using some form of content marketing today. But why? And is it really effective? It is widely believed that ‘inbound marketing’ delivers more leads than traditional marketing. According […]

Why No B2B Marketer Can Afford to Ignore Referral Marketing

Widely considered one of B2C’s most effective lead generation techniques, referral marketing might be on its way to becoming just as effective among enterprise companies. A lot has been written and said about the incredible success Uber, Airbnb, and other B2C brands have achieved through referral marketing. And several studies have highlighted the impact referral […]

How to Consistently Generate High Quality B2B Leads

Every salesperson – and every company employing them – wants “the Glen Garry leads.” (If you haven’t seen the movie Glen Garry Glen Ross – you need to.) They are fresh leads from genuinely interested prospects with the purchasing authority to make a deal. In short, they are “high quality” leads representing real business potential. […]

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