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Why lead nurturing matters in B2B sales

There’s a lot that B2B marketing and sales leaders can learn from gardeners, especially when it comes to lead nurturing. Anyone who’s tried to grow flowers or vegetables—even a houseplant—knows it’s not a “one and done” exercise. Reaping a bountiful…

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Use warm calling to generate more leads

Often, when we think of B2B inside sales reps or business development specialists, we picture the daily exercise of cold calling into new markets or territories. While cold calling is a valuable activity, it’s equally important for B2B companies to…

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Calling all sales and marketing detectives!

In complex sales cycles, only a few leads will immediately result in paying customers. But, that doesn’t mean that every lead isn’t valuable in some way or another. Medtech and B2B companies can learn a lot from simple detective work…

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Improve outreach with relevant conversations

Ongoing outreach is an important part of the sales process, but it can be difficult to engage with B2B prospects or healthcare customers who have gone cold. Digital tools can be particularly ineffective. You may send dozens of emails and…

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Multiply your B2B marketing with outbound calling

Ask a B2B marketer their recipe for filling the sales pipeline with qualified leads, and some regular ingredients will top the list: Email campaigns. Content marketing. Search engine optimization. Trade shows and conferences. What many B2B marketers omit is outbound…

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What is lead scoring and why does it matter?

For medtech and B2B companies, leads are critical in order to drive sales. Your leads can come from a variety of sources: your website, trade conferences, email campaigns or cold calling, to name a few. However, as sales reps are…

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