Expert Insights on B2B Lead Generation Strategies and Tactics


Over the years we have written several insightful and compelling articles, guest blog posts, and downloadable lead generation white papers. Here is a collection of our most popular documents covering lead generation topics, such as messaging, managing team, getting a purchase decision, planning and forecasting. If you have interest in other lead generation white paper topics, please let us know. We may have some excellent content in our archives that we can provide.

Why Your Salesforce Needs Fewer Leads

Is your lead generation program providing too many low quality leads?

Contrary to widespread belief, sales reps don’t need more leads. They need leads that have been carefully qualified, properly nurtured, and appropriately developed, increasing the likelihood of a sale.

How to Run Your Sales Organization Like a Pro

how to run sales like a pro

Our Guide to lead generation and how to hire, develop, and keep your top sales talent like a boss! In this whitepaper we share some of the secrets outsourced sales development organizations deploy to achieve maximum result.

Are you Losing to No Decision?

Are you losing business to buyers delaying decisions?

The majority of leads who enter your sales cycle ultimately make the decision to purchase nothing – a “no decision.” This paper shares some insight into why this outcome is so common, and shows how to tailor your sales approach to achieve better results.

Why Your Messaging is All Wrong

White paper on explaining your business by Growth Orbit.

If you can’t quickly and concisely explain what your business does, potential customers will just tune you out. This whitepaper shares some tactics that you must use to explain your company in an impactful, meaningful way that engages your prospects and draws them into the story.

Are you Struggling to Accurately Forecast Sales?

Get more accurate sales forecasts

The traditional approach to managing sales, where the focus is on the sales activity, not the customer’s needs, is flawed.  In this whitepaper, we discuss ways in which you can accurately forecast sales by understanding and aligning with your customer or prospective customer’s buying journey.

Is your Growth Plan Out of Reach?

White paper on reaching your growth plans

Predictable, scalable, and reliable expansion is the best avenue towards creating systemic, sustainable revenue growth. This paper discusses the importance of defining your growth plan as well as creating and adhering to a formula for achieving those plans.

10 Characteristics of High Performing Sales Organizations

High performing sales team white paper by Growth Orbit

Building a high-performance sales organization is not easy. There is no shortage of books, methodologies, or experts with opinions on how to achieve top performance, but how do you know where to start? In this White Paper, you will find an overview of the key characteristics that all high-performing sales organizations exhibit.

Growth Orbit Insights


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.