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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Understanding the Difference Between Types of Leads

When evaluating your lead generation options, there’s a lot to consider. For instance, the cost, the method, and the number of leads are all important factors. But what about the type of lead you are receiving? Understanding what your lead gen provider is offering is vital for your success.

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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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Is Cold Calling Dead?

Cold calling has long been a contentious topic among business owners, marketers, and sales professionals. While this popular technique has historically been a mainstay for outbound marketing, more recently marketers are wondering….is cold calling dead?

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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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Understanding Segmentation

Mailchimp found that segmented campaigns boosted open rates by 14 percent, while increasing clicks, minimizing spam flags, and lowering bounce rates. But how do you actually segment your emails? And what strategies can you leverage to create amazing segmented email campaigns that virtually click themselves?

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Prospecting is a Waste of Your Time

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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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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Best Email Subject Lines for B2B Prospecting

Believe it or not, around 50 percent of people choose to read, ignore, or flag emails based solely on the subject line. No matter how perfect your copy is, a single subject line mistake can tank your entire campaign.

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Hate Cold Calling? Try These 5 Tactics Instead.

Diversifying your outreach approach can help you to yield optimal results in your lead generation strategy. There are dozens of lead generation strategies that require less manpower while yielding the same (if not better) results as cold calling.

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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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How to Psychologically Segment Audiences to Better Connect Via Email

Taking a psychologically segmented approach to emails and other marketing pieces forces you to focus on your customer’s needs. And guess what? They’ll know it and respond.

After all, buyers are a whole lot savvier than they used to be. They’ll put their money toward companies that listen, even if the organizations are less qualified on paper than others.

You might be new to this method of using psychology to increase your customer service through communications venues, but it will become second nature if you practice it regularly.

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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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3 Benefits You’ll Need to Offer Post-Pandemic

This article was originally published on HR Daily Advisor on June 2, 2020. Have you reevaluated your employee benefits package since social distancing was implemented? It’s likely that your pre-pandemic perks, plans, and promises won’t hold up after COVID-19 passes.

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4 Ways to Empower Your SDR

Sales development representatives can help transition your leads to the next step of the sales funnel. Learn 4 simple step you can take to help your SDRs.

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