Rethinking Lead Generation, Part 1: Educating SDRs on Lead Journey By Chris Isham, Co-Founder and Chief Revenue Officer Marketers are creating a massive opportunity cost by neglecting to educate their sales teams. Sales and marketing alignment is key to business success, leading to significantly more closed [...]
Humanize Your Brand: Embrace Creativity By Vincent Fontana, Vice President of Media Partnerships Today’s B2B Marketers have an endless array of analytics tools that provide data-driven insights and inform what works. However, lost in the need to understand what leads to conversion is the one thing [...]
Beginner’s Guide to Developing Your ICP By Chris Isham, Co-Founder and Chief Revenue Officer Creating an ideal customer profile for outbound marketing tactics might seem like a very easy task, i.e., “I sell lead generation programs, therefore I need to target marketers.” The reality of the [...]
7 Steps to Better Prospecting Emails By Davis Tull, Director of Sales Development Break the cycle of sending yet another generic sales email. It’s no secret that email is a valuable tool for lead generation; 53% of marketers say email is their most useful channel. But [...]
Four Fulfillment Tips to Better Your Customer Relationships, From a Lead Generation Perspective By Miray Tand, Director of Fulfillment When executed with care, fulfillment sets the stage for future customer relationships. You’ve met with a new customer, explained the basic expectations of your fulfillment process, [...]
ABX + Intent Data = The New ABM By Vincent Fontana, Vice President of Media Partnerships Contrary to what B2B Marketing and Sales professionals like to think, ABM is not the lifeblood nor the panacea for lack of revenue or what I like to refer to [...]
But First, Phone Calls By Davis Tull, Director of Sales Development It’s time to reconsider how you approach prospecting. BlueWhale Research believes effective prospecting starts with making phone calls and making them first. This eliminates the most common email objection of “take me off your list” [...]