How to Choose Your B2B Lead Generation Target Market

knife cutting dollar

By Kendra Lee The foundation of all B2B lead generation strategies, regardless of the activities you choose to use, is your target market. If you get it wrong, no matter how big your budget, great your content, or how much you pummel it, the results will not fill your sales funnel and will leave you mighty […]

When to Use Lead Generation Campaigns versus Sales Prospecting

apples oranges

I frequently recommend using lead generation, and then in the next breath mention sales prospecting when we’re defining new business development strategies and building client campaigns. But, I’ve realized that business owners – and even salespeople and marketers – don’t recognize the subtle differences between them. Both terms describe a new business development approach, but […]

7 Steps to Hosting Webinars that Capture Leads

Woman hosting a webinar in her home office

By Kendra Lee “How are people generating leads?” It’s a question I’ve fielded frequently from business owners looking for lead generation strategies that will fill their sales funnel since the pandemic struck in March. They see peers and competitors finding opportunities. Meanwhile, they feel stuck, fearful, and unsure of how to find success in our […]

Do Your Prospects Know You’re There? Keep Marketing!

Keeping Market To Stay Visible

By Kendra Lee While people have been sheltering in place away from coronavirus, some companies have been patiently waiting for the world to open again. But, while they’re accommodatingly pausing, giving prospects space to deal with the upheaval in their environments, those same prospects have been grappling with needs only you can solve. Ready to […]

3 Ways to Grow Your SMB Business

3 Ways to Grow Your SMB

Sales prospecting and lead generation get a bad rap, especially in IT companies with small sales teams and where the principal still has a role in sales. I can’t tell you how many people I talk with who tell me they don’t want to cold call. They don’t want to prospect. New business development sounds […]

The Key to Sales Success: What Makes You Different

Competitors Difference

Many companies come to us with no sense of what makes them unique. They feel as if they’re exactly the same as their competitors. Their goal is to run more frequent lead generation campaigns, or hire salespeople who will dial faster and shout louder than their competition. All this so they’ll reach prospects first because […]

One Essential Sales Tool You May Be Missing

knife cutting dollar

In my Channele2e cold calling article 3 Smart Cold Calling Strategies to Reach Prospects, Jim Barnet, Director of Sales & Marketing with Promys PSA, shared that “sometimes figuring out who not to sell to has the biggest impact on improving sales.” This fundamental sales tenant is often overlooked by sales, marketing, owners and executives in their […]

Relying on Cold Calling Isn’t the Best Sales Prospecting Strategy

Get Noticed By Prospects

Can you rely on cold calling as your one and only prospecting method for driving leads? Yes, you absolutely can. The challenge with that, though, is that whenever you employ just one method of reaching prospects, you are constrained to that method. A salesperson can only make so many phone calls. And, you can only […]

By Popular Vote: The Top 10 Sales Posts of 2016

Most Popular Sales 2016

This year I blogged a lot about lead generation and marketing because that’s what everyone seemed to be asking us about. But when I looked back over the year and our most popular blog posts, it was the sales articles that won the prize! (This is a great example of why you analyze the results […]

Keeping Score: What is Lead Scoring and Why Do You Need It

Campaign Engagement

I’ve written quite a bit about lead scoring in some of our recent weekly sales tips and blog posts and have received a number of questions about what exactly lead scoring is and why it’s important. Campaign lead scoring used to be some secret tactic only enterprises with big marketing automation systems could do, but […]