B2B Lead Generation Myth: Email Prospecting Is an Order-Taking Service
There are those on sales and marketing teams who look at email prospecting for what it is: a slow, nurturing process in addition to their
Relationship Marketing Should Start With Your First Email
It’s easy to look at prospecting and lead generation as a numbers game. You have to find and verify x-number of email addresses and send
Why Personalized Email Is Important to Your Prospecting
If you’re familiar with marketing automation, you’ve probably been told that it’s more effective when you personalize your emails. At first, this may seem like
Are Third-Party Cookies Going Away — For Real This Time?
You’ve probably heard plenty of times how third-party cookies are going away from Google’s Chrome browser. It’s true that this may still happen — eventually.
Lead Nurturing Depends on These 2 Factors To Be Successful
Lead nurturing is the process of warming people up to the idea of new business with you. It’s often accomplished using email marketing, because email
What Are Good Sales Questions To Ask Your Leads in Email?
The sales questions you email your leads should depend on where they are in the buyer’s journey. It may sound obvious to say that cold
What Email Sign-Offs Work Best in Prospecting?
Email sign-offs aren’t just the last part of your prospecting email, they’re probably the part you give the least amount of consideration. While there are
How Long Should You Spend Prospecting To See Results?
When we’ve talked with companies that are struggling with their lead generation, one of the first questions they typically ask us is, “How much time
Why Your Prospecting Emails Go to Junk Folders — And How to Avoid It
Nothing screams “so close, yet so far” like getting your email delivered — right to a lead’s spam folder. Why do prospecting emails go to
What Are the Differences Between Inbound and Outbound Marketing?
Inbound and outbound marketing are both powerful services for successful lead generation, but they accomplish this success in different ways. Is one more important than
What Are the 3 Email Secret Workarounds for Better Prospecting?
If you’ve repeatedly tried to contact new leads and no one’s writing you back, you may believe that email prospecting is a waste of time.
How Do Hard Bounces and Soft Bounces Affect Your Prospecting Emails?
If you use any kind of email automation, it’s good practice to monitor your hard bounces and soft bounces. These occur when the emails you
What Is Prospecting Automation, and Why Do You Need It?
If you’re like most digital marketers, you’ve heard plenty about marketing automation. But what about prospecting automation? The difference is how each functions. Marketing automation
Prospecting Emails: How Much is Too Much?
Ever wonder if you’re sending too many prospecting emails? Or worse, not enough? Here are some ways to tell, and our suggestions for how to
How a Fractional CMO Benefits Your Prospecting
More likely than not, you know what a Chief Marketing Officer (CMO) is – but have you ever heard of a Fractional CMO? They perform
How to Protect Your Brand When You Email Cold Leads
Do you know the risks involved when you email cold leads? If they come from a purchased list, it’s possible their information is outdated. You’re
How to Create Personalized Emails for Your Prospecting
You’ve probably heard this advice before: personalized emails are one of the best ways to generate more leads. But how do you know if yours
Why Is Evergreen Content Important to Your Prospecting?
Like trees that stay perpetually verdant, evergreen content never loses its relevance. It’s also a key prospecting component because it educates and builds trust with
Engage More Leads Through Conversational Marketing
If you want more leads to engage with your brand, you have to adopt a conversational marketing approach. The best way to do this is
Want Leads to Respond? Write Shorter Emails.
If you want to improve the chances of leads responding to your outreach, try writing shorter emails. The rationale for it is pretty straightforward: people
So You Emailed the Same Lead Twice… And Other Prospecting Mistakes
You did it. You emailed the same lead twice, and now the cat’s out of the bag about your “personalized” outreach that you so carefully
Replace the Leads You Lost From the Great Resignation
It was already difficult to prospect during the economy’s post-COVID rollercoaster. But with the Great Resignation’s 4.5 million-person churn, it’s even more likely that you’ve
Prospecting Content Depends on These 2 Audiences
You need to develop your prospecting content with two audiences in mind: the one you’re actively selling to, and the one that ranks your content
How to Prioritize Your Lead Generation and See Better Results
Lead generation is, shall we say, more than a complicated. First, you need to identify who you should be marketing to. Then you have to
Yes, Email Marketing Still Works (Science Says So)
Not everyone thinks that email marketing works, because they’ve seen how spammy or salesy some businesses choose to make them. That said, there’s a lot
Your “Slow Season” May No Longer Exist
In the past, it may have been tempting to simply label the holiday months as your slow season and not worry as much about your
What’s Your Business’s Unique Value Proposition?
If you want to improve your email prospecting’s response rate, you need to offer your leads a unique value proposition. While it’s true that initially
How Not To Chap Off Prospects Who Clearly Didn’t Want Your Email
Not everyone is happy to receive email, even when they know it’s the marketing world we live in. And you know what? That’s okay. Think
“We Sell to Everyone” Does Your Prospecting a Disservice
You might be able to sell to everyone, but the more important question is: which industries benefit you the most? It’s easy these days to
How To Write a Good Prospecting Email
If you’re having trouble crafting a prospecting email, it’s probably because you’re overthinking it. We get it — you want to grab everyone’s attention immediately,
If Third-Party Cookies Leave, Email Marketing Will Fill the Gap
Word has it that Google Chrome is saying “no more” to third-party cookies, with plans to phase them out in two years’ time. For many,
The Critical Role Your Website Plays in Prospecting
When it comes to prospecting for new business, most companies focus on finding verified contacts, setting up automated email campaigns, and checking lead scores to
4 Ways to Kick Your Prospecting Slump
It’s easy to fall into a prospecting slump. After all, prospecting is the least desirable, most time-consuming part about sales. There are certainly times when
A Picture Worth 1000 Undelivered Emails
In this day and age, who doesn’t use pictures in their digital marketing? We’ve already seen how video outlets like YouTube and TikTok have exploded,
Your best prospecting strategy should always include email
Regardless of the social media outlets you employ, email is still an integral part of any prospecting strategy. And before you say that email marketing
Sent the wrong email? Don’t worry, so has HBO.
If there’s one takeaway from the accidental test email reportedly sent by an HBO intern earlier this month, it’s that mistakes happen with automation. Your
Does it matter whose name is on your marketing emails?
Does the sender on your email outreach really make a difference? You might be surprised. Name recognition can be important for both sides of your
Your CRM isn’t the problem. It’s your data.
If your sales team has praised your CRM one moment and cursed it the next, chances are it’s because of data, says Sales Hacker. In
Yes, ask your leads questions. But maybe not these.
Generally speaking, people love to answer questions because a) they want to be liked, and b) they want to share who they are with others.
BDRs are (still) Sales’ best option for prospecting
Prospecting is notoriously branded as the hardest part of selling. It’s labor-intensive for actively qualifying leads rather than closing them, and often elicits some variation
The real skinny on an effective sales cadence
Your sales cadence is the blueprint to every planned interaction with your leads. If nothing else, it gives you consistency in your follow-up process to
3 segments you absolutely need for lead nurturing
Email automation has become fairly ubiquitous across today’s digital marketing landscape. It’s used for reaching new prospects, qualifying them for your sales pipeline, and maintaining
Press Release: Rally Prospecting is now Prospecto by Marketing Armor
Rally Prospecting was formed in Greenville, SC in 2006 to help companies with their new business development. Originally modeled as a call center and appointment
Are You Qualifying Leads, or Just Making Busy Work?
Think of the people you’ve met who make far more work for themselves than their actual roles require. In sales, this often happens with lead
Too Many Cooks in Your Marketing Kitchen?
The old phrase “too many cooks spoil the broth” is particularly relevant when it comes to drafting effective marketing content. The more people you have
Are Your Emails Getting Noticed?
Thanks to the prevalence of smartphones, most of us are guilty of looking at our emails throughout the day, regardless of where we are. But,
Leads don’t care about what you’re selling
Leads aren’t concerned about why you’re “the best,” who you work for, or what you offer. What they do care about is what you’re able
How to reach leads that haven’t opted-in
One important distinction between lead generation and prospecting: opt-in requests. For the former, recipients of your emails typically haven’t agreed to receive any kind of
What do B2B marketers want most from their digital toolset?
B2B marketers want fast answers and accurate reporting. That’s the verdict according to MarketingProfs, and it’s not difficult to understand why. In order to leverage
Why sales reps avoid making calls
There are several reasons why sales reps avoid making calls. You might think most sales reps wouldn’t hesitate to talk with people they don’t know
Why is content marketing so important for sales?
It would be nice if products and services simply sold themselves. But the reality for most prospectors isn’t order-taking, it’s creating effective outbound marketing—and that
Tired of hearing no in sales prospecting
Are you tired of hearing no? Unfortunately, it’s the name of the prospecting game. Much like baseball, you “fail” more often than you succeed. Some
Sales tips for small business owners
What is the single most difficult aspect you’ve experienced when trying to sell as a small business owner? Chances are, the greatest challenge to selling
How to use referrals to grow your business
Learning how to use referrals to grow your business can be one of the most lucrative ways to increase sales. Say that you find the
Do purchased B2B lead lists work?
You’ve probably heard that email is your best tool for connecting with new leads and honing your business development, but do purchased lead lists work?
How to improve your email prospecting efforts
Sometimes the biggest hurdle to new business is actually keeping track of your emails. So how do you improve your email prospecting efforts? While there
How to make your cold emails work
Cold emails can work for prospecting. The trick is making them look real. When using email automation for prospecting, you’re mass-blasting hundreds of people with
How to Stay Active with Email Prospecting
Getting too comfortable in your prospecting often puts you at risk for losing business, because you assume you’ll always have a) your clients, b) your
Why it’s getting easier to put off new business development, and how to fight the urge
One of the thoughts that went through a lot of people’s minds at the beginning of quarantine was, I can finally get around to that
Talk to your prospects. Yes, on the phone.
You’d be surprised how many people don’t like to talk on the phone, especially those trying to look for new business. It would be nice
Those leads aren’t dead—you’re just not giving them enough time
Those leads aren’t dead—you’re just not giving them enough time Why does it matter differentiating between a lead and a prospect? It might seem like
Don’t wait for better sales to ramp up your digital prospecting
We talked a while back about how your slow season doesn’t really exist. When you aren’t generating much revenue, spend that time laying the groundwork
Quarantine’s one silver lining for new business
Many of your best prospects may still be working remotely. While that might initially seem like a detractor for generating new business, there is one
You need a new way to network
Traditional B2B networking has always relied on personal interaction. These days, coronavirus has done a good job of eliminating those opportunities. Even as some states
Prospect successfully during COVID-19
In a time of social distancing and other preventative measures against the spread of coronavirus, email and telecommuting have become vital to maintaining important employee
How Many Leads Should you Expect?
You may already know that email is your best means to get through to your ideal leads. What you may not know is how beneficial
Sales hates prospecting—almost as much as those team meetings
Want to make a salesperson groan? Bring up the subject of prospecting. It may arguably be the most important stage of any new business development,
Why it’s taking you longer to get new business
Prospecting is changing in the B2B world, says Forbes. It’s taking longer to secure new business discussions because people are now able to do most
That’s a lot of pressure for your single email
Fight the temptation to cram a lot of information into your emails when you’re prospecting. I know it might be hard. I’ve heard plenty of
Can we have a conversation?
You may be struggling to develop new business because you’re asking your prospects the wrong question. Think of it like dating or hiring. Would you
B2B email isn’t dead (even if it feels that way)
Reports of email’s death in the B2B world have been greatly exaggerated. True, there’s a lot more of it for your leads to sift through
Email works when you don’t look fake
If you thought it was bad enough trying to get a prospect on the phone before, you can rest assured that the recent increase in
Offer value in your email
There are three factors to any successful prospecting email: You grab your audience’s attention. You continue to build interest with them. You encourage them to
Inbox management is getting in your way
Sometimes the biggest hurdle to new business is actually keeping track of your emails. You’ve already got your routine messages to sift through: in-house correspondence,
They aren’t prospects-yet
Just because someone is willing to talk with you about your services, it doesn’t mean they’re a fit. You still have to qualify them. Let’s
How Emotions Play a Role in B2B Marketing
Within marketing, there is a common misconception that Business to Business or B2B marketing is serious and logical, while Business to Consumer or B2C marketing
Tired of prospecting? Then automate it.
Don’t underestimate the power of a nap. It helps recharge your energy, improve your mood, and reduce stress—not to mention make you a better problem-solver.
12 Keywords Every Marketer Should Know
It goes without saying that the pen is mightier than the sword and the words that we put out there have a power to them,
Why you should never be comfortable in lead gen
Getting too comfortable in your lead generation often puts you at risk for losing business, because you assume you’ll always have a) your clients, b)
Take your prospects on one adventure at a time
At the rate we’re going, we’ll probably have at least one superhero movie every year until we die. (Disclaimer: that’s not necessarily a bad thing.)
Prospecting can fix common problems with marketing automation
Companies have been experimenting with marketing automation for a few years now because indications are that email is a better way to reach your ideal
Prospecting is easier when you measure electronic engagement
Most sales teams prospect too much or too little, because they don’t have direct feedback to tell them otherwise. You’re cold-calling and leaving voicemails, but
You didn’t ask to sell, but you’re more than capable
What’s the single most difficult aspect you’ve experienced when trying to sell? Was it the time you spent finding and verifying the right people to
Don’t raise the ante when prospects are silent
There’s an interesting misconception in the world of lead generation: the idea that when you don’t initially hear something back from your prospects, you’re “losing.”
Lead gen isn’t about being top dog
New business won’t last long if it’s one-sided. Both companies must benefit from any partnership for it to be worthwhile. Don’t focus on being top
How to get Better at Prospecting for New Business
Some of us are better at prospecting for new business than others. If you feel like you’re not getting enough conversations with potential prospects, you
New business resolutions (you can actually achieve)
There’s a lot of expectation that builds around the new year. Visiting family and friends. Going to a big New Year’s Eve party. Catching up
Prospecting isn’t luck. It’s about feeding the fire.
Despite the occasional abnormal weather, most of us are settling into colder temps and the excuse to enjoy time by the fire. But a good-sized
Do your emails look fake?
Depending on how you like to celebrate the holidays, a Christmas tree may be in your future. But not all of those you’ll see lighting
Recognize the symptoms of unhealthy prospecting
Email prospecting can be your most effective means of engaging in B2B conversations, but even it exhibits symptoms to alert you when your process is
The real key (fob) to prospecting
Technology is meant to improve our experiences, and some pieces can do it so well that we actually forget that they’re there. A perfect example
Prospects may not shake your hand, but they’ll still keep you in mind
If there’s one thing you can be thankful about when it comes to prospecting, it’s that unless they flat out tell you no, you still have
You’re talking sales when you should be showing value
The difference between value and sales is like the difference between show and tell. One will educate your prospects, the other will try to get
Ask your leads a single question
How you write your emails can tell your leads a lot about you – assuming, that is, that you’re writing style doesn’t get you trapped
To some, your email is scary. Here’s how to avoid that.
You’ll scare less prospects if you don’t email them sales-y messages. No one wants to put their business—let alone their personal information—at risk for being
How to generate more sales conversations
By listening to your leads instead of talking at them, you’ll likely generate more sales conversations. Salespeople often think that value is shown through promoting their services, asking a lot of leading
Why you should be reading your emails out loud
Reading aloud might seem silly, but it actually helps you craft stronger messages. Where your eye might catch mistakes in spelling, your ears will pick
Change up your email “screen time”
Smartphones let us do one thing particularly well: route all of our digital correspondence through one notification and app center. However, when it comes to
Email myth: no response is a bad response
Just because someone doesn’t respond to your first email asking for a conversation, don’t lose faith. There are plenty of people who don’t answer every
Leading questions can sabotage your prospecting
Want an easy way to turn your prospect off? Ask them a leading question, says Harvard Business Review. First, let’s touch on why you’re prone