Imagine you have three sales reps, 1,800 possible accounts and a new-quarter target sitting in front of you. You could split the database into three equal pieces and call them territories. That would be easy. It…
9 mins readLead scoring looks objective because it produces a number. Give a prospect points for company size, job title, website activity and a few engagement signals, then sort the list from hottest to coldest. The problem is…
11 mins readA lead can be qualified, interested and ready to talk — then sit in the wrong queue for hours because nobody is sure who owns it. That is a lead routing problem. Lead routing…
12 mins readA sales team can have a good lead list and still spend its time badly. Some prospects fit the ICP but have no reason to buy now. Others show a promising signal but sit far outside…
12 mins readOne enthusiastic contact can make a deal feel healthy. It can also hide a fragile sales process. If that person changes jobs, loses budget, goes quiet or discovers late in the process that security, finance or…
15 mins readA list of 2,000 leads is not one audience just because every contact fits the same broad ICP. The CFO at a 70-person SaaS company, the VP Sales at a 900-person software business and the founder…
15 mins readA sales cadence gives outbound a rhythm. It tells the team what happens after the first email, how long to wait, when another channel makes sense and when a prospect should leave the sequence. The useful…
14 mins readGDPR compliance in email outreach starts before the email is written. It begins with the personal data you collect, where it came from, why you are using it and which rules apply to the people you want to…
17 mins readSales objections are not interruptions to the sales process. They are part of it. A buyer who raises a concern about price, timing, implementation or an existing provider is telling you what still makes the decision difficult.
16 mins readIt’s well known that LinkedIn is the best source for finding potential leads regardless of your target, niche, or industry. Besides the ability to run super-targeted ads, it also allows you to perform really specific searches for people on the platform.
9 mins readTo get replies, a cold email has to be short yet powerful, and intriguing. That's why each part of this short message has to bear meaning and play a crucial communicative role. Check if you know these 6 tremendously important steps to write a cold email for sales that works.
23 mins readDo you have links in your cold emails? I bet you do. We often feel the need to add a link or two – either in the body of our email or in the signature. Moreover, we usually want to know if someone clicked the link or not. Ideally, we would like to know how many people clicked the link and who it was exactly. There are many tools that allow us to track clicks on links in emails, but all of them use the same mechanism to do that. Unfortunately, the mechanism is not perfect, and it may cause spam alerts if we set up our links wrong. That's why it's important to put in the links properly into our message not to get into spam folder. Here's how to do that.
13 mins readIf someone made a list of the "most commonly used sources of b2b leads", LinkedIn would be undisputable #1 on that list. And that's understandable. LinkedIn is a mine of information about businesses and people connected with those businesses. But there are also other platforms including collections of companies, divided into categories, where you can find ideal prospects along with some reference points for your cold email campaigns. Here are 15 places on the web where you can find SaaS companies, startups, software houses, marketing experts and other companies that will match your Ideal Customer Profile.
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