Your Guide to a Healthy Contact Database [Infographic]

contact databaseAlthough the new year has come and gone, it’s time to check in on any resolutions you set. Whether you resolved to eat healthier or to schedule a few extra workouts each week, it’s important to stop and evaluate your progress every now and then.

The same can be said for those marketers and sales professionals who resolved to keep their business database healthy. Have you kept your promise, or has database maintenance fallen from your list of priorities?

Just as a healthy human requires certain things to thrive, so does your sales and marketing contact database. In fact, an unhealthy database can wreak havoc on your business initiatives. Consider these statistics: Continue reading “Your Guide to a Healthy Contact Database [Infographic]”

4 Ways to Reset Your B2B Lead Generation Program

b2b lead generation programHave you ever spent months planning a lead generation campaign, only to be disappointed by its results? We’ve all been there. In fact, generating high-quality leads is the biggest challenge for B2B marketers (source).

Even the best B2B lead generation programs fall flat sometimes—regardless of planning, strategy, and effort. If you’re struggling to generate leads, it’s time to take it back to the basics and reset your lead generation strategy for success. Continue reading “4 Ways to Reset Your B2B Lead Generation Program”

The CEO’s Guide to B2B Marketing and Sales Alignment

b2b marketing and sales alignmentDiscord between marketing and sales departments is an age-old story. The marketing team gets annoyed at the sales team for failing to follow up on leads and in return, the sales team is annoyed with the marketing team for generating low-quality leads in the first place.

As it turns out—neither team is wrong. Research shows the average sales team ignores 50% of marketing leads (source). And, conversely, 61% of B2B marketers send all leads directly to sales, yet only 27% of those leads are qualified (source). So, what’s a business leader to do? Continue reading “The CEO’s Guide to B2B Marketing and Sales Alignment”

5 Surprising Sources of High-Quality Leads

high quality leadsFor jackpot-winning businesses in hot sectors, high-quality leads just flow in naturally. However, for the majority of organizations, lead generation is a little more complicated than simply whispering you’re open for business.

In today’s digital age, there is a lot of emphasis on generating leads through blogs, emails, social media, Google AdWords, etc. All well and good, but you should also take a step back and focus on the most valuable lead generation weapon of them all – your networks. Continue reading “5 Surprising Sources of High-Quality Leads”

Automated Data Hygiene: 2019 Database Maintenance

ongoing data hygieneOur stance on B2B data is no secret. Although we’ve said it before, we feel it’s worth repeating: Prospect and customer data is the most critical asset a B2B organization can own.  Think about it, without contact information, how would you sell, market, or provide quality customer service? The short answer is—you wouldn’t be able to.

If you’re like most modern companies, you already have access to some sort of contact database. But, collecting data and having access to it is only one small step toward data-driven success. Data quality and cleanliness is where the real power lies. Continue reading “Automated Data Hygiene: 2019 Database Maintenance”

15+ Essential Blog Posts About Sales Productivity

sales productivity blog postsIf you’re a regular reader of our blog, you’ve seen quite a bit about sales productivity in the last few weeks. And for good reason— today’s business environment is incredibly competitive. So, to get you in the right frame of mind and prepare you for sales success—we’re giving you more than 15 of the best blog posts about sales productivity.

This list includes some of our own blog posts, as well as some great posts from other businesses. From quick tips and hacks to more long-term strategies, these posts offer a variety of valuable insights to help you boost your sales productivity. Continue reading “15+ Essential Blog Posts About Sales Productivity”

The Impact of Bad Data on Sales Performance

A series of increasingly tall bars that suddenly drop off, representing the negative impact of bad data.Whether you realize it or not, the efficiency, productivity, and drive of your B2B sales team is directly dependent on the quality of your data. Good data leads to less time spent prospecting, more meetings on the calendar, and ultimately more revenue.  The impact of bad data, however, can range from one lost account to catastrophic revenue loss.

Last week we discussed how low-quality data can significantly lower the effectiveness of your marketing campaigns. If you haven’t read that post yet, you can do so here: B2B Marketing Meltdown: The Impact of Bad Data. Continue reading “The Impact of Bad Data on Sales Performance”

35+ Experts Weigh In on Data Hygiene Best Practices

Long before cloud-based CRM systems, companies largely relied on manual data entry and cleanup processes— leaving their contact and company data fraught with errors and inconsistencies.  Although most companies have now adopted some version of a data hygiene strategy, dirty data is still very much alive and well. 

How can it be that technology has come so far, and yet data quality issues still plague sales and marketing professionals? Although there’s not a simple answer to this question, today’s blog post covers the many different facets of data hygiene— the role it plays in business, the consequences of low data quality, how to make data cleansing a priority, and so much more.

Continue reading “35+ Experts Weigh In on Data Hygiene Best Practices”

Top B2B Lead Generation Statistics for 2019


Millions of companies crowd the B2B universe, vying for the same share of business.  As new companies join the space, existing companies will find it increasingly difficult to generate new leads. As bleak as this sounds for marketers, we remain hopeful.

We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct. There will always be prospects who need B2B products or services. That won’t change. What will change, however, is this: Marketers who fail to adapt to the changing B2B landscape will fall behind. Continue reading “Top B2B Lead Generation Statistics for 2019”

6 Important Social Selling Mistakes to Avoid

social selling mistakesSocial selling has quickly become one of the most popular and effective selling tactics. As social media platforms grew in popularity, businesses began to recognize how essential social media is to the sales process. Consider these statistics (source):

  • 78% of salespeople using social media perform better than their peers.
  • Social sellers generate 38% more new opportunities than traditional sellers.
  • 62% of employees at large companies say social selling enables them to build stronger, more authentic relationships with customers and prospects.

Continue reading “6 Important Social Selling Mistakes to Avoid”