LEAD GENERATION WHITE PAPERS
Expert Insights on B2B Lead Generation Strategies and Tactics
WHITEPAPERS
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
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 Sales Development 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.
10 Characteristics of High Performing Sales Organizations
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.
Why Your Messaging is All Wrong
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?
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?
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.
Are you Losing to No Decision?
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.
4 Reasons Why Sales Development Programs Fail
For a lead development program to be successful requires a no-shortcuts approach. It’s an arduous process to reach out to prospects by phone to generate the high quality B2B leads your sales force needs. Doing it right takes a mix of skilled professionals and managers, and an understanding of a business’ industry, offer and value. It requires strict adherence to process, and tech savvy as well.
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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.