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 demand generation [...]
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 often rare, leaving [...]
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 funnel [...]
Your Guide to Creating Cold Call Scripts That Engage Prospects 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 with them agreeing to a meeting. The key elements of [...]
Three New Approaches to Demand Generation That Will Impress Your CMO 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 understand how it can impact business goals in [...]
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 within those [...]
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 matters, but [...]
Thinking Outside Traditional ABM: Why Your Target Account List Should Start With Intent By Tom Mandell, Senior Director of Data Services If you’re not leveraging intent data to build your target account lists, you’re not seeing the forest for the trees. Targeting organizations who actively want to [...]
Managing Personal Information in the Age of GDPR By Thomas Stocking, Chief Information Security Officer It’s hard to be a data manager these days. The use of data for business over the last decade and a half has driven a huge explosion in advertising with targeted ads and [...]
The Great Resignation vs. Demand Generation By Vincent Fontana, Vice President of Media Partnerships If you haven’t noticed, Americans are leaving their jobs en masse. Millions quit their jobs in late 2021, and the trend has continued into 2022. This unprecedented quit rate has greatly impacted companies who [...]