How to Create a Content Experience Designed for Lead Generation

Content marketers hear one question all the time: “So, did it generate leads?” With targets to hit and a hungry sales team to feed, we’re constantly trying to figure out how to generate more leads and (more specifically) how to squeeze more leads out of a piece of content by adjusting the headline, experimenting with content length, and so on. But what if your lack of leads isn’t your content’s fault?

By |2019-05-27T23:42:10-07:00October 19th, 2015|

How To Scale Outbound Sales – LAUNCH Scale [Slides]

Inbound and content marketing takes between 6-9 months to see positive movement. Most companies don't have that type of runway. When done right, outbound sales are immediate, predictable, consistent. In this presentation from the @LAUNCH Scale Conference, Prayag Narula, CEO of @LeadGenius, discusses a scalable formula for targeted outbound sales.

By |2019-05-27T23:42:10-07:00October 16th, 2015|

B2C2B vs. Account Based Selling: Q&A with Venture Capitalist Tomasz Tunguz

Q: There seem to be close similarities between account based selling and B2C2B. What is the main difference between these two approaches? A: [Tomaz Tunguz] Yes, you're right. They share the idea of creating many advocates within companies in order to close a sale. I think the main difference is ABM/ABS (Account Based Marketing/Selling) is more focused...

By |2019-05-27T23:42:10-07:00October 12th, 2015|

The Sorrow Of Pipeline Data Decay

It can be a bitter pill to swallow. Most B2B marketing and sales professionals are emotionally devastated to learn that as many as half the contacts in their CRM or marketing automation database are out of date. The death of once accurate, high-quality leads can be difficult to come to terms with. Here are the cold, hard facts...

By |2019-05-27T23:42:10-07:00October 7th, 2015|

7 Ways To Diagnose Your Sales & Marketing Data Decay

Like bananas, your customer data starts out green, begins to yellow, and before you know it it's attracting flies. Data from LeadGenius shows that the average B2B sales and marketing database decays at over 3% per month —across all industries. Without action, over a third of your business contacts can go out of date each year, including key company information, personal details, and most importantly, accurate contact information.

By |2019-05-27T23:42:10-07:00September 21st, 2015|

Free Tool For Estimating B2B Database Decay

This week, LeadGenius launched a free B2B Database Decay Calculator. Customer data decay is the natural and consistent degradation of company information (firmographic data), personal details (demographic data), and most importantly, accurate contact information (phone numbers and email addresses). Sales and marketing databases decay for a variety of reasons including hires, separations, promotions, company restructuring, growth, mergers, and downsizing. Sales and marketing teams depend on accurate customer data for automation and efficiency. Inaccurate customer data results in poor targeting, increased manual touches by reps, and wasted opportunities.

By |2019-05-27T23:42:11-07:00September 17th, 2015|