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Sales development representatives (SDRs) play a critical role in identifying qualified prospects. As a link between marketing and the inside sales team, they also help ensure that leads are followed up on and converted into sales. How to prepare an SDR or inside sales team for the first outreach to a prospect has become increasingly challenging. Quality leads aren’t as predictably convertible as they once were. Clients now demand transparent answers and proven reasons to spend money on what you offer.

Today, the typical B2B buyer completes their buyer journey before they engage with one of your sales reps. But what if your team could get ahead of this reality? Our latest blog reviews how intent-based targeting helps you improve marketing effectiveness by targeting prospects based on their purchase intent. To incorporate intent-based targeting into your outreach process, you need intent data, which enables your sales team to identify candidates who are actively searching online for your product or service. We review the tools and processes.

As a sales tactic, cold outreach is often criticized as ineffective and intrusive. Yet many companies say they’re able to grow their pipelines and generate new qualified leads through the process. So, who’s right? Cold outreach tactics have been around for quite a while, though they’ve evolved from simple telemarketing or “cold calls” to include emails and social media. Another change has been that modern technologies now allow sales agents to use targeted lists and multichannel sales engagement workflows to contact with potential leads.

Content and lead magnets are excellent marketing tactics for building trust and qualifying potential customers or clients. Often a marketer’s best tool for luring prospects and moving them down the marketing funnel, their success greatly depends on delivering content that answers people’s queries and addresses their pain points in the most relevant way possible. In this post, we’re covering some of our favorite tips for driving higher lead-to-opportunity conversions and suggesting ways you can engage with and convert content leads into ones that are sales qualified.

The success of any B2B sales strategy largely depends on the strength of a company’s database. That’s because when you know essential details about your leads, you have a better chance of engaging them. And when you engage leads, they’re more likely to convert, which means more customers, sales, and revenue.

Most B2B sales include distinct buyer tasks, including recognizing a problem, evaluating and comparing available solutions, and selecting a supplier. They can also include anywhere from six to ten decision-makers. In short, it’s a complex process where traditional sales and marketing strategies are becoming obsolete, and sales reps are facing the challenges posed by digitally dominant buying behaviors.

Are you considering outsourcing your inside sales team? If so, you’ve likely heard or come across some common myths about the practice, such as: 1. Outsourcing costs more than building a team in-house. 2. Most businesses don’t need to outsource their sales processes. 3. Outsourcing an inside sales team is too risky. 4. Outsourced sales partners don’t bring new ideas to the table. Companies already investing in outsourced sales services have proven these myths unfounded, growing their pipelines and increasing revenue beyond their expectations.

Grabbing a prospect’s attention and keeping it long enough to secure their interest is often the most challenging part of a sale. But once you make that connection, the rest of the sales process can flow smoothly, as most people want to do business with someone they feel understands them.

Chatbots are most often associated with customer support, but they’re also an excellent tool for boosting B2B sales. With chatbots as part of your sales and account-based marketing strategies, you can engage customers with intelligent, context-relevant communications while offering basic query resolution. They’re also great for collecting leads and accomplishing many front-desk tasks with ease.

“No matter what you do, don’t pass leads directly to the sales team.” — Jon Miller, Marketo Data from a MarketingSherpa report indicates that over 61% of B2B marketers pass all leads directly to their sales team, of which only 27%, on average, are qualified. Lead generation is complicated. According to a survey from HubSpot, about 61% of marketers have reported generating leads as one of their biggest marketing challenges.