Education & Training Resources

Learn and grow with guidebooks, videos, tutorials, and more from the experts at Sapper.​
Blog

B2B Email Marketing Best Practices You Need To Adopt

Including email in your larger lead generation, nurturing, and conversion strategies isn’t optional for success…but creating an effective campaign takes an expert strategy.
While you may not consider yourself an expert, some foundational best practices can significantly improve your email marketing results.

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Blog

Client Testimonial: Full Pipeline

After working with Sapper for just eight months, Innovative Product Solutions secured more sales introductions than in their last few years of business. With a full pipeline, we are helping to create sustainable growth for IPS.

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Uncategorized

Cold Calling

Jump to Section Cold Calling Best Practices Cold Calling 101: Advantages and Disadvantages Old habits die hard; that’s as true for business as it is for any other aspect of life. And one of the oldest habits in the sales-and-marketing

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Uncategorized

B2B Email Best Practices

Jump to Section B2B Email Best Practices Get More Responses With B2B Emails By Using The Rule of Three While B2B email marketing remains one of the most effective ways to reach new and existing customers, it only works if

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Uncategorized

MSP Lead Generation Best Practices

Jump to Section MSP Lead Generation Best Practices 3 Best Practices for Growing Your MSP: Read Or Miss Out Nearly 30 million small businesses exist in America, and most are trying to tread water in a world fraught with IT challenges, security

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Blog

How to Nurture B2B Leads: Part 2

In many ways, lead nurturing is the unsung hero of effective B2B marketing. While tactics designed to fill your CRM with prospects get all the glory, those leads matter little if you cannot convert them into actual revenue.

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Blog

How to Nurture B2B Leads: Part 1

In many ways, lead nurturing is the unsung hero of effective B2B marketing. While tactics designed to fill your CRM with prospects get all the glory, those leads matter little if you cannot convert them into actual revenue.

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Blog

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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Cheat Sheet

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, on the other hand, can be impossible. Download this cheat sheet and learn 10 tips you can implement to create more effective prospecting emails.

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Blog

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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Blog

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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Blog

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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Blog

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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Blog

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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Blog

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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Blog

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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Blog

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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Blog

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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Blog

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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Blog

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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Blog

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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Blog

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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Blog

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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Blog

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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Blog

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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Blog

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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Blog

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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Blog

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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Guidebooks

Sales Funnel Land: Inside the Customer Journey

Whether you want a better understanding of your customer journey, or you want to challenge your team in the race from Awareness Island to Conversion Castle, this infographic will teach you which marketing efforts can propel your prospects toward conversion and the objections that can hold them back.

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Blog

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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Blog

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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Blog

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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Guidebooks

How To Predict Your Pipeline

The secret to hitting quota is using formulas based on your conversion. This guide will teach you how to apply our revenue engine formula to your own pipeline, track your pace to goal, and hit your KPI goals.

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Guidebooks

How To Find Your Million Dollar Deal

Success begins with quality meetings and qualified prospects.
While the formula is simple, it’s not always easy. It takes a refined strategy to contact the right prospect with the right message at the right time.

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Guidebooks

The One-Call Close Sales Training Video Series

This 10-video series breaks down every step of your discovery sales call – from navigating the first 30 seconds to sending out the contract.

The strategies and sales tips in this video series are used on a daily basis by our own sales team and have contributed to our incredible growth, including landing us on the Inc. 500 two years in a row.

This is not a framework.

This is not “some things to think about.”

This is a step-by-step process for having a call with a complete stranger and closing the deal before you hang up the phone.

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Guidebooks

The Growth-Hacking Playbook for SMBs

It seems like every B2B email company is promising you more leads and better leads – all as a result of their ‘secret sauce’. We know our process is different – learn the outbound strategy we used to become the 170th fastest growing company in America.

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Guidebooks

Lead Gen: 4 Channels for the Quickest Growth

This guide outlines 4 channels that create measurable, affordable strategies to boost your marketing efforts and get quick results. From cold calling to email marketing, we’ve identified the fastest channels to generate leads – partner with a firm, use social media, paid ads and SEO.

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Guidebooks

The LinkedIn Guide to Grow Your Sales Funnel

From ads to simply optimizing your profile, you have multiple options to make LinkedIn work for you.

Whether you’re prospecting, job hunting, or looking to impress at your high school reunion, a compelling LinkedIn profile makes a world of difference.

Profile optimization is more than just uploading your resume to LinkedIn; a good profile tells your story.
Use this free downloadable Guidebook to optimize your LinkedIn presence: build credibility, your network, and your pipeline.
Check out this guide to learn more.

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Guidebooks

The Prospecting Playbook: ICPs & Buyer Personas

Learn how to turn cold prospects into warm sales meetings in this playbook. Included is a step-by-step playbook to determining your Ideal Customer Profile, three prospecting cadences for converting qualified leads, and how to craft persona-based email messaging.

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Tips & Tricks

Intro to Lead Generation

Cold calling is a grind and email marketing is expensive. Even if you have resources to dedicate, it’s hard to be confident you are executing and managing it properly.

We’ve consolidated hundreds of resources to provide you with an action plan that will help you evaluate your current lead gen activities while scaling faster and cheaper than ever before.

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Guidebooks

4 Steps to Finding Qualified Leads

100 OK leads or 20 incredible leads? The answer is pretty unanimous, but getting to the latter isn’t always clear. This guide discusses the top 4 strategies to spend less time chasing bad leads.

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Tips & Tricks

Learn Sales Techniques from the Experts

The sales field is constantly evolving so your sales techniques should evolve as well. In this guide, we’ll walk you through best practices in modern day sales techniques and help explain mistakes you may be making in your approach.

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