B2B Lead Generation Blog

Get free tips & tricks to help you close more deals from the world’s foremost experts on B2B prospecting & lead generation. 

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How To Build a Sales Pipeline

In discussions of business growth and lead generation, you’ll likely hear the words “sales pipeline” being thrown around a lot. It may sound like just another buzzword to work into your corporate vocabulary, but it’s important to understand what it

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What Is Sales Development?

In the past, two separate company departments focused on generating revenue—sales and marketing. With the consistent rise of new communication platforms and ways to capture the attention of potential buyers, bridging this gap between sales and marketing has become increasingly

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What Is Lead Qualification?

If you want to spend more time closing deals and less time chasing leads that have little to no impact on your ROI, a lead qualification process is crucial. Lead qualification ensures a prospective business meets your sales needs and

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What Is Lead Nurturing?

Lead nurturing is vital for building a sustainable sales and marketing strategy. Learn what lead nurturing is and why it’s important for long-term growth.

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What Is Lead Management?

If you’ve ever worked in the restaurant industry, you know how important good service is to the customer. Even if you haven’t worked in the food industry, think about everything that goes into getting excellent customer service at a restaurant.

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What Is a Qualified Prospect?

Not every prospect in the sales pipeline is qualified for your company’s product or service. To get the most out of your business growth efforts, you need to qualify prospects to ensure they meet your ideal customer profile (ICP) and

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What Does It Take To Build a B2B Sales Team?

Building a B2B sales team takes a lot of time and effort away from your everyday business operations. However, it’s essential that you have a sales team to generate long-term revenue. Many small to medium-sized companies rely on referrals to

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The 5 Most Important SDR Best Practices

In years past, the sales development representative (SDR) role was simple: make phone calls, send emails, leave some voicemails. But as the sales process has changed over the years, so has the SDR role. The role of an SDR is

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How often should you send marketing emails?

Balancing your email campaigns for a perfect mix of awareness and persistence is an art. Email too frequently and be seen as annoying, but too long of a time between emails may have readers constantly asking who is this again, or even worse just deleting the email. Follow our best practices to increase the results from your email marketing efforts.

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Qualified Lead Generation Services

There’s a fine line between lead generation and qualified lead generation services, but the difference in the amount of time you’ll invest closing a qualified lead is significantly shorter.

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Why You Should Outsource Your Prospecting

The average salesperson spends a mere one-quarter of their day actually selling your product or service. The rest is spent on tasks like prospecting. What if we told you this never-ending prospecting battlefield was a waste of your time?

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Persona-Based Email Marketing

Not everyone has the same motives and objectives while approaching a brand online, which is why creating a buyer persona helps you identify each customer’s unique needs.

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eMail Deliverability Tips
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Expert Email Deliverability Tips

High deliverability gives your emails a high chance of being seen and opened, increasing your ROI and improving other important metrics. This comprehensive guide will answer most of your questions about email deliverability and give you tips to improve yours.

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Close _More Sales _Using Email Marketing
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Close More Sales with Email Marketing

But which types of email marketing campaigns can you run? And most importantly, how do you close more sales with email marketing? In today’s blog, we’ll answer all these questions and share some email marketing best practices to set you on a winning path.

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How To Generate Newsletter Signups

Every small business needs a marketing strategy that prioritizes putting its message and brand in front of new and ongoing customers. One of the best ways to communicate with prospective and existing customers is through a company newsletter.

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The Ultimate Email Campaign Checklist

There’s nothing more cringe to a marketing professional than a sales email with glaring errors. Not only is this embarrassing on a personal level, but it risks losing customers and business opportunities.

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Crafting a B2B Email Drip Campaign

Drip campaigns play a pivotal role in a marketing strategy and, when used correctly, allow you more time to focus on other business priorities. It’s all about sending the right message, at the right time, to the right audience.

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Optimizing Your B2B Prospecting Emails

B2B prospecting emails should give your prospects something to think about, provide context for future phone conversations, and demonstrate the expertise that makes you the seller customers want to buy from.

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What Is Email Marketing Sender Reputation?

As a marketer, your email marketing sender reputation is something that you should keep in mind. You can spend countless hours crafting the perfect email for your prospects, but at the end of the day, if your email is landing in their spam folder, your campaign won’t be successful.

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How to Create a Sales Funnel Email Sequence

In the current marketing landscape, it’s not enough to just have a great product or service. You need a strategic system that nurtures your prospects and makes them want to buy from you—and that system is the sales funnel email sequence.

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The Importance of Big Data in Email Marketing

Using big data in your email marketing campaigns helps you identify who your customers are, what they need, and when they need it. If you don’t have these insights, you’re basically taking a guess at who your ideal prospects are.

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Losing Clients? Why You Need to Reinvest in Marketing

Cutting all of your marketing spend will reduce your overhead but it will also make it harder to attract new clients to replace those you lost, weakens your brand presence, and puts you in a bad recovery position to bounce back after the economy starts to recover.

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What is RevOps and Why is it Important?

When we were first starting out here at Sapper Consulting we could’ve greatly benefitted from having a RevOps team in place. In a previous life, our departments were not aligned or communicating efficiently, we lacked a full understanding of other teams’ processes, and we were experiencing inconsistencies in our data. Until we discovered the power of RevOps…

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Your Team: Partner Delivery Manager

In this blog post, we’ll discuss Sapper’s meeting-setting experts, the Partner Delivery Manager. This role is responsible for consistently scheduling qualified sales meetings for our clients, the most critical component of lead generation.

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How to Reduce Your Sales Cycle

To shorten your time to new deals, you don’t need any fancy software or a new business model. All you need is some quick tips and you’ll be well on your way to reducing your sales cycle time.

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Long-Term B2B Lead Generation

Lead generation is a vital part of any business and there are countless factors one must take into consideration before executing a lead generation strategy. While lead generation is a marathon, short-term sprints can help you to supplement your lead flow. Here’s how to build a sustainable pipeline for now and into the future.

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Common DIY Lead Generation Mistakes

Many people choose to tackle their own lead generation with varying results. We are going to walk through the most common lead generation mistakes people make when generating leads in-house (and how to overcome them). By the end of this article, you will have a clearer understanding of what lead generation is and how you can go about reviving your own DIY lead generation efforts. 

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Your Team: Partner Success Manager

In this blog post, we will review the client’s right hand and main point of contact, the Partner Success Manager. This role is an expert communicator who aims to achieve 100% client satisfaction – no small feat.

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Best Practices for Initial Sales Calls

While you may have spent weeks, even months, nurturing a prospect, your real time to shine is on your initial sales call. For just thirty short minutes, you have your prospects full attention. How will you make the most of it?

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SapperSuite’s Client Overview

Introducing Sapper’s newest innovation, the Client Overview in SapperSuite. Our hope is that this initiative will lead to more visibility, more collaboration, and more closed deals. 

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Is Your Marketing Campaign Too Personalized?

While buyer-centric strategies are commonplace in today’s marketing arena, creating hyper-specific campaigns can actually sabotage your results. In fact, if you focus too much on personalization, you may end up alienating a large portion of your audience.

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Managing Sales Development by the Numbers, Part 2

Without clear and consistent processes, guidelines, and expectations for your sales development team, your reps are left to figure out what works through trial and error. The result is highly unpredictable ramp times, wide variance in performance, and inconsistent revenue attainment. Here’s what to do instead.

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Managing Sales Development Teams By the Numbers, Part 1

Without clear and consistent processes, guidelines, and expectations for your sales development team, your reps are left to figure out what works through trial and error. The result is highly unpredictable ramp times, wide variance in performance, and inconsistent revenue attainment. Here’s what to do instead.

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The Myths of Outbound Lead Generation

Outbound marketing hasn’t always had the best reputation. From snake oil salesmen promising hundreds of quality leads, to the occasionally intrusive nature of outbound tactics, outbound methods make many marketers hesitate. In this blog post, we’ll separate fact from fiction.

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Why Lead Generation is Not a Magic Bullet Solution

Lead generation, done correctly, supplies a steady stream of prospects to convert deals now while filling your sales funnel months into the future. Lead generation is not a magic bullet solution; it’s a long-term strategy of growth and stability.

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How to Sell to Cold Leads

With the right nurture strategy, cold prospects are just warm leads waiting to convert. Take your time with cold leads and reap the rewards of a sustainable pipeline.

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How to Stand Out as a Legacy Business

Companies that have been in business for extended periods of time face a marketing dilemma. Does focusing on legacy serve to make the business feel stale in the context of newer competition? Or does it set the business apart as a bellwether who is stable and dependable?

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Case Study: Marketer Achieves 200% ROI

Learn how marketer Square360 generated 200% ROI while working with Sapper Consulting. Because Sapper consistently provided quality leads that had both the need and budget, Square360 signed an additional two clients within their first year of working with Sapper.

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How Your Outdated Website is Hurting Your SMB’s Credibility

Websites influence 97% of clients’ purchasing decisions. While you might think that this is a no-brainer, many B2B organizations devalue the impact of their own website. In this blog post, we’ll outline some of the common mistakes B2B SMB’s make on their websites that hurt their credibility.

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10 Reasons Your Prospecting Activities Aren’t Generating Interest

Reaching out to the right lead, with the right messaging, at exactly the right time can feel like wandering through a labyrinth. If you’re just getting started with your own lead generation engine or you’re having trouble finding the gaps in your campaign, below are ten common pitfalls that may be impacting your results.

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Sales Managers as Agents for Change

Sales Managers are critical change agents who can help your organization overcome the pains of technology adoption. Unfortunately, this pivotal role is frequently the most underdeveloped component of the change management process….

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How to Connect with Decision Makers

Reaching your decision maker will make or break your lead generation campaign. These three strategies can help you to cut through the noise, get to the point, and turn cold prospecting from radio silence into a significant opportunity.

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4 Ways to Recover Flagging B2B Sales in 2021 and Beyond

You’re probably ready to return to pre-pandemic operations, but the business landscape isn’t the same one you bid farewell in 2019. The business world has changed drastically over the past year due to social distancing restrictions, economic uncertainty, remote work, and unemployment — and these changes have affected B2B sales

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Sapper Named Women in the Workplace Honoree

Sapper is pleased to announce that we have been selected as an honoree in The Women’s Foundation of Greater St. Louis’ fourth annual Women in the Workplace award by demonstrating a strong commitment to gender equity and women’s advancement in the workplace.

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Bridging the Gap Between Product and Services

While both our product team and services team are high-performing, we’ve never had the chance to consistently interact and take stock of each other’s priorities. But by implementing a few simple changes, our already fast-moving company became even faster.

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Q&A with Sapper’s Sales Development Expert

In this article, Sapper’s resident SDR expert Brian Mueller sits down with us to answer your most pressing questions on all things sales development. Whether you’re an SDR, you manage an SDR, or are considering hiring or outsourcing an SDR, this article is for you.

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Unpacking Content Governance

Content governance is one of those topics that get lots of theory and little application (or often any consideration at all). Without a consistent practice of content governance, your team will lack the ability to identify, prioritize, create, organize and optimize sequences across the organization.

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How to Improve your Prospect Data

Prospect data and list hygiene are some of the most important, but often overlooked, variables in any outbound sales and marketing strategy. In fact, they are vitally important in determining your email deliverability.

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10 Tips to Create Effective Outbound Prospecting Emails

Convincing strangers to give you 30 minutes of their time is a challenge; convincing strangers that are not actively looking for your product, may not have heard of your company, or even be aware of their own business obstacles, on the other hand, can be impossible. And yet, this is a circumstance shared by most of your sales reps.

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Crafting Competitive Prospecting Sequences

The purpose of prospecting isn’t to pitch a sale, but to create enough doubt about how I do work today that I’ll listen to a new way. This paradigm shift is the nucleus of the Sapper approach to building sales sequences.

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Sales Enablement 101

Sales enablement is, in short, setting your sales team up for success with the resources they need to efficiently close deals…

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How to Start Off 2021 for Pandemic Recovery

Sales teams are still reeling from a year full of uncertainty thanks to a global pandemic. The responsiveness of successful organizations in the next few months will make or break your 2021 pipeline, making it vital to recover now from the hits you took last year.

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Modern Day Sales: 8 Ways Companies are Changing the Future of Sales

If you are a small to medium-sized business, you may be contemplating how to transform your sales team to maximize the results from lead generation and customer acquisition activities while minimizing sales resources. Consider these eight ways that companies are leveraging tech to change the sales process so that you can emulate their success.

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