Article by Johanna Rivard

  • Should You Buy B2B Leads in 2018?

    Not all contact lists are created equal, but if you’re working to grow your B2B lead database, your two options are to buy one or build one. However, with the market changing as quickly as it is combined with the need for startups to hit the ground running, bought lists are becoming more and more

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  • A Guide to Researching Leads Before a Sales Call

    Not everyone’s a natural-born salesperson, and for a lot of professionals, the sales call is a daunting task. You’ve most likely experienced a call that went from bad to worse in an instant, where you seemingly fail to impress your prospect no matter how hard you try to sweeten the deal. You think you used

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  • 10 Steps for Effectively Reaching Out to B2B Leads [Infographic]

    When you’re in the business-to-business (B2B) industry, getting sales outreach right is just as crucial as the process of closing a sale itself. Without both ends of an active sales funnel, your business becomes dormant – that is, if you don’t reach out to leads, you won’t be able to make any new sales. By

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  • 9 Costly Mistakes Businesses Make on LinkedIn

    The numbers are in. LinkedIn appeals to 41% of B2B marketers as their main social media network and is where 80% of B2B leads are generated. The number one professional social network is also the channel where 43% of marketers have sourced their customers. What’s more, about 50% of LinkedIn users are more likely to

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  • 8 Words That Boost Cold Calling Conversion Rates

    The strategy of cold calling to sell products and services has been around for decades. Along the way, sales professionals have developed various proven tactics to convince their audience of the value of what they’re selling. You, as the salesperson, hold the power of information. By educating your buyers about the products and services you

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  • Which Content Syndication Networks Are Right for You?

    If you’re not already syndicating your content in one way or another, you really should be. The online world is a big and cluttered place, so it isn’t reasonable to think that you can limit the distribution of your content solely to your own blog. It’s always a good idea to get your blog posts

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  • What Channels Are You Using For B2B Lead Generation?

    Adopting multichannel strategies is crucial for marketers. Your content needs to meet your customers where they live online. Through following best practices and testing different strategies, businesses need to focus on what works best for them. The key here is testing. Your brand won’t get far duplicating another company’s strategy. There are a multitude of

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  • 5 Types of Marketing Automation for Businesses to Consider

    Marketing has been around for a very long time. Think about it. Since people first started engaging in commercial trade, they’ve learned how to develop unique selling propositions and sales strategies to maximize the perceived value of their offerings. When we look at marketing technology, we can see that it’s enabled various channels such as

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  • Are Chatbots the Next Big Thing in Lead Generation? What You Need To Know…

    “Geeks want machines that do things without asking. But what makes good AI is good communication with the user,” Fred Brown, Founder and CEO of Next IT The search for the next innovation in lead generation is an epic ongoing quest. Businesses will try just about anything to find their next customer. Which has recently

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  • Why Timing is Critical in Lead Generation

    In this day and age, people are used to having immediate access to everything. Thanks to technological advancements that make it possible for almost anything to happen in an instant, people are no longer willing to wait. They want it all, and they want it now. B2B buyers are the same (because you know, they’re

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