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Lead Generation Outsourcing: Unveiling the Insider Secrets

After years of experience working with organizations on their outbound sales development programs, I have observed several common mistakes that leaders make when managing their sales development programs. These mistakes can lead to missed targets, high turnover and ultimately, impact the organization’s revenue growth.

The Glengarry Glen Ross Paradox: Why Intent Data is Yesterday’s ‘Hot Leads’

Intent data is often hyped as the oracle for marketers. This allure of intent data is akin to the premium leads from an iconic Glengarry Glen Ross film.

The Outsourced Advantage: How PE Firms Use External Lead Generation to Boost Portfolio Success

In the high-stakes world of Private Equity (PE), it’s all about finding innovative ways to fuel the growth and profitability of portfolio companies. Increasingly, PE firms realize the value of outsourcing lead generation, an integral function that can make or break a company’s long-term success.

6 Mistakes Organizations Make with their Internal Sales Development Program

After years of experience working with organizations on their outbound sales development programs, I have observed several common mistakes that leaders make when managing their sales development programs. These mistakes can lead to missed targets, high turnover and ultimately, impact the organization’s revenue growth.

Quick Tip: Best Practices for Maximizing ROI of Outbound Lead Generation

Outbound lead generation is an essential aspect of business growth for most B2B or B2G companies. However, with so many different outbound tactics available, it can be challenging to know which ones will be most effective at generating a return on investment (ROI).

The Importance of Follow-Up in Outbound Lead Generation: Best Practices and Strategies

Outbound lead generation is a critical component of any successful sales strategy. It involves reaching out to potential customers who may not have expressed interest in your product or service yet. However, generating leads is only half the battle. To turn leads into paying customers, it is crucial to follow up with them regularly.

Surviving and Thriving in Tough Times: The Power of Outbound Lead Generation

During an economic downturn, businesses may struggle to maintain their internal sales and marketing efforts due to budget constraints or reduced staff. In such cases, outsourcing outbound lead generation to a third-party firm can be a cost-effective and efficient solution.

Quick Tip: Why Personalization is Key in Outbound Lead Generation

Outbound lead generation is an essential aspect of business growth, but not all outbound tactics are created equal. One of the most critical factors that can impact the success of your outbound lead generation efforts is personalization.

Quick Tip: What critical skills are required to be a successful SDR/BDR

SDRs play a critical role in generating leads and building relationships with potential customers. Here are some key skills that are important for SDRs to have:

The Importance of Sales Training

All too often, sales teams are not provided with ongoing sales training. To improve sales performance, increase revenue, and drive overall growth organizations should prioritize training for their sales reps. It’s important to understand the impact training, or lack thereof, has on morale, customer satisfaction, and ultimately – results.

Quick Tip: 10 Ways to Improve your Email Response Rate

Email is an essential tool in sales as it allows sales team members to communicate effectively and efficiently with potential customers.  Email is a valuable sales tool, but what can we do to make it the most effective? Here are 10 ways to improve your email response rate.

Quick Tip: 8 Essential Steps to prepare for a Sales Discovery Call

Preparing for a sales discovery call is critical for a successful outcome. By following these 8 simple steps, sales reps will be able to anticipate and address any objections while they learn more about their potential customer and determine if they are a fit for the solution being offered.

Total Addressable Market (TAM) Definitions and Actionable Tips

The terms “TAM” and “SAM” are often used, but sometimes misunderstood. This post provides definitions, examples, and simple instructions on how to use these lead generation terms.

Quick Tip: 7 Steps to creating effective proposals

In order to be effective, a business proposal must include several critical elements. By including these 7 critical elements, a business proposal can effectively communicate the value that a company can provide and persuade potential clients or partners to do business with the company.

Quick Tip: 7 Keys to Leaving an Effective Sales Voice Mail

Naysayers would have you believe that voicemail doesn’t work. Of course it does! Leaving a meaningful voicemail for someone can’t be replicated, replaced, or automated. Carefully crafted and delivered voicemails can be very effective for those who know how to do it properly.

Demand Gen vs. Lead Gen

Demand generation and lead generation are two key strategies used by businesses to attract and acquire new customers. While these strategies are often used interchangeably, there is more than one major difference between demand gen and lead gen.

What You Need to Know About Outbound Lead Generation

Outbound lead generation can be an effective way for companies to generate new sales leads. Deploying a successful outbound lead generation strategy requires a proactive approach and a significant investment of time and resources.

Quick Tip: Effective Cold Calling 101

Detractors may think that cold calling doesn’t work. Of course it does! Picking up the phone and reaching out to someone can’t be replicated, replaced, or automated. Good old fashioned hard work can be very effective for those who know how to do it properly.

Quick Tip: How to Effectively use Gatekeepers to your Advantage

Gatekeepers are individuals who control access to decision makers within an organization. They can be a significant obstacle for sales professionals when prospecting, as they often have the ability to block or redirect sales calls and emails. However, with the right approach, it is possible to effectively navigate gatekeepers and gain access to decision makers.

Appointment Setting vs Lead Generation

Lead generation and appointment setting are two important components of the sales process, but they are distinct activities with different objectives. Understanding the difference between these two activities is crucial for any business looking to drive growth and increase revenue.

Quick Tip: Effective Outbound B2B Lead Generation 101

Outbound lead generation involves actively reaching out to potential customers in order to generate leads and sales opportunities. Executed correctly, outbound lead generation can be one of the most successful methods to growing a business. Here are the key steps required to create an effective outbound lead generation program:

The true cost of lead generation services (No, it’s not going down anytime soon)

It is not uncommon for large mature B2B software or service companies to spend millions of dollars annually on lead generation. So how do you know what is the right amount to spend on your Lead Generation Cost?

How to Reduce SDR Turnover

Sales has always been notorious for high turnover, but so far in 2022, it is three times higher than any other industry according to HubSpot. Because Sales is a necessity for every B2B organization, and Sales Development Representatives [SDRs] are the key to filling the top of the sales funnel, minimizing turnover is critical, but how? Here are a few practical methods on how to reduce SDR turnover.

Top Challenges in Healthcare Lead Generation

B2B lead generation for the healthcare industry is challenging. Many factors contribute to the difficulties. Unless you are ready to overcome these challenges you should outsource to the experts to generate high quality healthcare sales leads.

Is B4B the next generation business model?

So, what is B4B? More than just a creative acronym, it is a real concept that represents a strategic shift in business models. Business-for-business is being readily adopted by many forward-thinking organizations. In fact, your organization may already be practicing some of the B4B model’s concepts. So, how can you tell, and does it really matter?

How to Improve Cold Email Outreach Campaign Results

Whether sending cold emails makes you happy or cringe, this post intends to provide some guidance on how to get and maintain better results with your cold email outreach campaigns as part of your overall digital marketing strategy.

Why Reading Sales Books is Important for Developing Sales Skills

Regardless of your background, experience level, or education in sales there is always something more to learn that will help you sharpen your sales skills. An inexpensive and enjoyable way to build your sales knowledge is to read books about sales.

Digital Marketing Success Depends on a Digital Marketing Strategy

Digital marketing is comprised of the marketing efforts that leverage the internet and use internet-connected devices such as computers and smart phones along with communication platforms to inform potential buyers and promote a company’s offerings.

Why Selling to the Government is Unique

Generating qualified sales leads and selling to the government is different than doing so for the private sector. B2G sales efforts require a knowledge of the rules, nuances, processes and regulations to succeed.

Why sales development programs fail. #4 Lead follow up.

Many sales leaders struggle to answer why sales development programs fail. Lead follow up is a common shortcoming. Sales teams are more effective when they put forth the effort to follow up on qualified sales leads provided by business development reps.

Why sales development programs fail. #3 No sales structure.

Many sales leaders struggle to answer why sales development programs fail. You may have great salespeople. They may always hit their numbers. But, without a structured sales process, you run the risk of watching good leads go to waste.

Why sales development programs fail. #2 Bad prospecting data.

Many sales leaders struggle to answer why sales development programs fail. Bad market data will kill a program before it has a chance to succeed. Don’t let that be the reason for failure. Follow this advice to develop good market data.

Why sales development programs fail. #1 Lack of Commitment.

Many sales leaders struggle to answer why sales development programs fail. Lack of commitment is one of the top four reasons why sales development programs fail. So, what can be done about it?

Sales Lessons from My Dog and Cat

How Maggie my Golden Retriever and Boots (my daughter’s nasty cat) reminded me about an important lesson in sales!

Growth Orbit’s Chris Etter talks about who would do better in a sales role on his team. Dogs? Or cats?

The Ultimate Guide to Crushing Your 2021 Revenue Plan

Time to put 2020 behind us and get on with your 2021 revenue plan. Growth is essential to a thriving business and 2020 delivered more challenges then most years. But predictable, scalable, and reliable revenue growth is…

Cold Calling is like Kissing

Cold Calling is like Kissing: If you are not getting the results you want, you are probably doing it wrong.

Cold calling is roundly maligned as “old school”, “out of date” and “ineffective”. Growth Orbit’s Paul Fine discusses why this is the case and what you can do about it.

It is time to restructure your sales organization

In the current economic environment, sales leaders continue to struggle to find the right balance between managing the bottom-line to navigate today’s realities, while investing in top-line growth for tomorrow. Many organizations used the recent business downturn to cut loose their under-performing sales reps and are now staffed below what they expect is needed to achieve their sales plan. Now faced with market uncertainties…

3 Common Mistakes Sales and Marketing Teams Make and How to Avoid Them

Having worked with hundreds of customers and spoken with tens of thousands of prospects, we at Growth Orbit have seen just about every sales and marketing mistake that can be made.

In this blog, we want to share some of the most common and costly mistakes we encounter routinely and how you can avoid making these mistakes.

The pandemic destroyed your sales pipeline, now what?

As the business landscape continues to evolve in the wake of COVID-19, it is likely your business has seen dramatic change as well. What may have been a solid and growing pipeline has suddenly faltered.  Your normal playbook is out the window, yet you still need to produce. It is time to analyze the pros and cons of the viable options available in this environment to determine what is the right path for your business. Speed and agility are more important than ever but there is more to consider.

How Simple Market Segmentation Produces Extraordinary Results

Let’s say you are running lead generation programs using inbound and outbound lists. If you knew in advance that there was a way to generate a higher response rate at a lower cost, would you do it? Most marketing executives wouldn’t hesitate to say, “Yes!”

The secret is relational techniques that balance principles of statistics with realities of today’s marketing budgets to…

Lead Nurturing: Triple Your Marketing Return

Nurturing is essential for successful lead generation—both inbound and outbound. In fact, I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal. Additional contact using a defined cadence—including…

What Should Your Close Rate Be?

A well-known industry analyst firm reports that best-in-class companies close 30% of sales qualified leads while average companies close 20%. This factors in that between 52% to 86% of the marketing qualified leads put into the top of the funnel leak out before they are considered sales qualified.

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