Lead generation is the lifeblood of B2B growth. But buying lists and blasting emails isn’t lead generation. It’s spam. Real lead gen is about finding the right people, with the right message, at the right time.
Showing 37 to 48 of 1151 articles
No federal file enumerates telehealth companies. The anatomy of the list: the certification, the state registration, the SEC filings and the association.
lead lists · telehealth · telemedicine companies
Who a published campus number really reaches, what university purchasing pages permit a sales call to do, the quiet period around a bid, and when a campus can talk.
cold calling · higher education · university procurement
Six scripts for a vendor calling a campus: the department assistant, the purchasing agent, the chair, the IT leader, the open-solicitation check and the voicemail.
cold calling scripts · higher education · university purchasing
Five scripts for a credit union's own business development officer calling employers and businesses, written around the field of membership NCUA has to approve.
cold calling scripts · credit unions · field of membership
Five publishers print a sales kickoff agenda. They agree on four blocks and disagree on session length, rehearsal and where the agenda comes from.
sales kickoff · SKO · sales enablement
A catalogue of the published average sales win rates, sorted by whether the page names the population behind its own number. Most do not.
win rate · sales benchmarks · sales metrics
The published B2B sales cycle benchmarks, sorted by what each page says it counted. The same number means two different things in two of them.
sales cycle · sales benchmarks · sales metrics
Your market is a set of separately licensed trades, not one industry. Where each can be enumerated, what the credential says, and the rule on calling mobiles.
field service software · contractor software · b2b lead generation
BANT against MEDDPICC from the two artefacts behind them: IBM's own form and the MEDDPICC publisher's own mapping of four letters onto eight, and the deal each fits.
BANT · MEDDPICC · sales qualification
BATNA from its Harvard origin and the sales-training publishers who apply it: the seller's alternative, the buyer's, the reservation point, and when to walk.
BATNA · sales negotiation · negotiation
How the cost of inaction case is built, from the publishers who teach it: the buyer's own numbers, found in discovery, kept apart from risk, and where it backfires.
cost of inaction · status quo · discovery
Land and expand as three public companies describe it in their own filings and as the sales publishers teach it: the motion, its retention metrics, and where it fails.
land and expand · net revenue retention · account expansion
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