The Key to Validating Leads Is Brand Consistency

This isn’t just a content strategy or a play at “thought leadership,” it’s also how we passively validate leads. Keeping one general principle front and center at every point of interaction helps small sales and marketing teams reinforce the appeal of their core product and find the leads that will have the most payoff.

By |2019-05-27T23:42:09-07:00April 7th, 2016|

9 Use Cases For Inbound Lead Enrichment

A study of 61 million customer records by NetProspex reveals that 84% of marketing databases are barely functional. 88% of those same customer records lack basic data such as industry, revenue and employee fields. Inbound form fields never tell the whole story. In order to maximize the value of costly marketing automation software, marketers need to actively enrich customer records for key data not captured through web forms. Inbound lead enrichment is one way companies can ensure that their marketing automation machinery works efficiently from inbound to close.

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

Outbound Sales At Scale [Slides]

LeadGenius Chief Scientist, Anand Kukarni, speaks at the Senator Club in San Francisco about "Outbound Sales at Scale." LeadGenius builds lead generation programs for everyone from the world's fastest growing startups to the Fortune 500. In this presentation, Anand discusses what’s working and what’s not with outbound sales models industry-wide.

By |2019-05-27T23:42:11-07:00August 14th, 2015|

Sales Hacking B2B Lead Generation [Transcript & Video]

Sales is undergoing a transformation. One could call it the acceleration or automation era. This change is characterized by an explosion of data and technology. Data can be the high-octane fuel that powers your sales machine or it can be the sand that grinds everything to a halt. If you know how to automate, it’s a good time to be in sales. In this 50-minute webinar, CEO of Sales Hacker and author of Hacking Sales, Max Altschuler, and Anand Kulkarni, Chief Scientist at LeadGenius, discuss how technology demands that salespeople act more like data scientists, especially at the top of the funnel.

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

Mid-Market vs. Local Sales | Q&A with David Greenberger, Director of Merchant Sales, Foursquare

David Greenberger is the Director of Merchant Sales at Foursquare. He has experience building and scaling high intensity SMB sales teams in the local, ad-tech space for companies such Yext and Felix. Q: How does the sales process for Mid-Market Sales at Foursquare differ from Local Sales? [David] At Foursquare our Merchant sales team is made up of a Local and Mid-Market team. We define Local sales as 1-50 physical location merchants with the focus on unique “mom+pop” restaurants, bars and retail stores. Our Mid-Market team covers the larger end Merchants, the Applebees, Finish Line, Louis Vuitton’s of the world...

By |2019-05-27T23:42:12-07:00March 9th, 2015|

8 Ways to Lower Your Email Bounce Rate

A high email bounce rate can be a vicious cycle in the sense that domains with a reputation for sending emails with high bounce rates are more likely to be blocked. Return Path reports that 83% of the time an email is not delivered to an inbox, it is due to a poor sender reputation. If your email bounce rate is over 2%, review these tips for email deliverability and adjust accordingly. These guidelines will help keep more of your marketing and sales messages in the inbox, where you need them to be.

By |2019-05-27T23:42:13-07:00February 11th, 2015|