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 61 to 72 of 1151 articles
The bow tie extends the sales funnel past the close into onboarding, adoption and expansion. The stages, the numbered metrics and the fit, from the author's standard.
bow tie model · sales funnel · recurring revenue
The named objection-handling frameworks with their publishers quoted: Carew's LAER, RAIN Group's four steps, HubSpot's five, Gong's three and both AAAs.
objection handling · LAER · sales methodology
The urgency close from the publishers who teach it, the test that separates a real deadline from a manufactured one, the structure, and why we never invent one.
urgency close · closing techniques · sales closing
Ten video prospecting tools sorted by the job each vendor's own page describes: record and share, personalise at volume, avatars, hosting and interactive demos.
video prospecting tools · video prospecting · sales tools
What a creditor prospect list needs for a collection agency: the fields that matter, the FDIC, NCUA, CMS and court sources behind them, and the rules that apply.
lead lists · collection agencies · creditor prospects
Six call scripts for SEO agencies calling local businesses, written around what Google and the FTC tell owners about this call: no Google tie, no ranking guarantee.
seo agency cold calling · seo sales scripts · cold calling scripts
Six call scripts for brokers and 3PLs calling shippers: the front office line, the one-lane opener, the incumbent answer, the email brush-off and the voicemail.
3pl cold calling · freight broker scripts · cold calling scripts
How a broker, forwarder, carrier or 3PL sets its sales strategy: Armstrong's segments and contract terms, the four provider seats shippers keep, and the rate cycle.
logistics sales · B2B sales strategy · third-party logistics
How a motor carrier finds freight customers: the load board, the broker relationship and the shipper's annual bid, with the calendar and the rules on outreach.
lead generation · trucking companies · motor carriers
For SaaS companies weighing an outside sales team: what the industry's own survey found, what a third party cannot hold in a software sale, and what can go out.
saas sales outsourcing · outsourced sdr · product-led growth
How a manufacturer decides whose salespeople carry its line: the published definition of a representative, MANA's agreement clauses and the split commission problem.
manufacturing sales · B2B sales strategy · manufacturers representatives
The permission-based cold call opener from the people who teach it, the critic who argues against it, and Gong's two dated measurements of which permission line works.
permission-based opener · cold calling · cold call openers
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