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 […]

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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