How to Use Leads to Activate Accounts Your lead generation strategy should serve as a catalyst for account activation. By identifying qualified leads and making it easier to use those leads to activate entire accounts, you can convert buyers into Marketing-attributed pipeline and opportunities faster. [...]
In a Recession, Raise Your Lead Quality Standards When budgets are tight, lead quality matters more than ever. Your marketing pipeline will only be as good as the leads you put into your funnel, so it’s time to raise your lead generation standards. Low-Quality Leads Waste [...]
How to Adapt your B2B Lead Generation Strategy for a Recession By Chris Isham, Co-Founder and Chief Revenue Officer As businesses are feeling the effects of the economic downturn and are preparing for the possibility of a recession, many marketers find themselves at the center of [...]
Sales Enablement Q&A with a Demand Generation Advisor Jordan Quinn, a BlueWhale Demand Generation Advisor, discusses how marketers can enable sales with their demand generation strategies. Why is it important for marketers to build sales enablement into their demand generation strategies? Building sales enablement into your [...]
Four Ways Transparency Benefits Your Lead Generation Program By James Oberhausen, Co-Founder and Chief Executive Officer There is a significant gap between the transparency B2B buyers expect and what vendors provide. This is especially true in the lead generation industry, where transparency and reliability are [...]
Why BANT is Bad for Business – and How You Should Qualify Leads Instead By Chris Isham, Co-Founder and Chief Revenue Officer In theory, BANT sounds like a great way to tell if leads are qualified. In practice, BANT causes you to push people out of [...]
Your Guide to Creating Cold Call Scripts That Engage Prospects By Davis Tull, Director of Sales Development A good cold call script allows you to effectively handle objections and qualify leads. It starts with framing your value proposition in conversational language that engages prospects and ends [...]
Three New Approaches to Demand Generation That Will Impress Your CMO By Jordan Quinn, Demand Generation Advisor Are demand generation marketers self-sabotaging with unfocused strategies? Delivering as many leads as possible is not a strategy. It’s time to look beyond the surface of demand generation to [...]
Four Ways to Improve the ROI of Your Lead Generation Programs Proving ROI is top-of-mind for many marketers, but are you also thinking about how to improve your ROI? Aligning your lead generation goals with business goals and honing in on ways to improve your return [...]
Content Syndication for Lead Generation: What Matters More, the Content or the Conversation? By Chris Isham, Co-Founder & Chief Revenue Officer When you think about designing a content syndication program, you might assume that it’s predicated on the content. What you use to entice prospective buyers [...]