Frank Cespedes: How to Build and Manage Your Multi-Channel MarketingRead
Frank Cespedes teaches at Harvard Business School. His most recent book is Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling (Harvard Business Review Press), which was cited as, “the best sales book of the year” (Strategy + Business), “a must read” (Gartner Group), and “perhaps the best sales book ever” (Forbes). His new book (Harvard…
Most Recent Posts
B2B Event Lead Generation – GuideRead
CIENCE shares the best practices for conference attendees to generate and convert prospects in a comprehensive guide to B2B event lead generation.
The Magical Sales Qualified Lead — How to Tame a UnicornRead
High-quality sales leads are somewhat like unicorns — equally admired and desired. They are the core of CIENCE business — the very best we can give to our client.
BANT Lead Qualification Method is Over, Take NOTERead
BANT was a breakthrough in sales in the pre-transistor computers era. About 60 years have passed. Selling's changed dramatically. So why do we still use it?
The Journey from Website Visitor to a Scored LeadRead
Salespeople complain on spending much time on badly qualified leads from Marketing and never closing. Learn how tools like Albacross can solve this problem.
Local Lead Generation (B2B) — Top Tips to Geo-Target EffectivelyRead
Local lead generation is an effective strategy for B2B companies seeking to increase the number of their clients in a particular geographic location. Though much has been written on marketing tools for conducting outreach in a certain area for B2C, there are few valuable articles on sales prospecting. Meanwhile acquiring local buyers can be an excellent start for a new…
B2B Buying Analysis Paralysis: The Hardships of a Decision-Maker in the Era of Information AbundanceRead
In their What Sales Should Know About Modern B2B Buyers, Gartner reminded us of how overwhelming the buying process might be, especially for a company's decision-makers. At times, the purchase experience is frustrating to the extent of regret and even refuse to close a deal. Our CMO, Eric Quanstrom calls this situation "buying analysis paralysis." We've all been in these shoes: from…
Lead Generation Biggest Challenges – How to Get High-Quality Leads?Read
According to the recent survey, lead generation is a key pain point for 60% of marketers, and it's unlikely to change for another couple of years. Constantly increasing competition and abundance of information makes it very difficult for a company to track, reach and engage with potential clients. As a result, many businesses find it hard not only to succeed…
Is Your Website Lead Generation Friendly?Read
When it comes to outbound prospecting, a website can pull your leads further into your sales funnel or otherwise scare off your potential clients. Why does it happen? And, most importantly, how to make your website lead generation work in line with your outbound campaign? At CIENCE we have created and implemented 681 campaigns for 354 companies across 17 industries. We studied the…