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When it comes to B2B SaaS, most companies are no longer using a single-channel approach. Still, multi-channel is relatively new to the B2B software space and if you’re putting effort into designing a multi-channel approach, you should be confident you’re doing it in a way that will maximize your lead generation efforts. In this article… Continue reading Why A Multi-channel Outreach Is The Best Approach For B2B Lead Generation

As a Private Equity firm with B2B software companies in your portfolio, you know that software-as-a-service (SaaS) companies need to keep growing fast. For you to maximize valuation, it’s not enough for your companies to be players in the SaaS space – you need to quickly hit the right growth metrics in a scalable and… Continue reading How to Create a Scalable Growth Engine in Your Private Equity Software Portfolio Companies

In the past, many B2B software companies had internal teams responsible for business development and most start-ups begin selling without a sales team. These teams would be responsible for both strategic planning and tactical execution of lead generation, lead qualification, lead conversion and more. Today, however, more and more businesses are considering an outsourcing model,… Continue reading Why is Sales Outsourcing So Important for B2B Software Startups?

Target lead. Qualify lead. Move lead through the sales pipeline. Easy right? Or… easier said than done? Most people are familiar with what a sales representative does, but are less familiar with the more specific responsibilities of a sales development representative (SDR) – the MVP when it comes to quality control for leads. “I’ve been… Continue reading Who Are The Best SDRs, and How You Can Spot Them in a Crowd

How the pandemic reshaped the B2B Software lead generation landscape In 2020 and 2021, the way we generated B2B software leads changed dramatically. The global pandemic brought trade shows and conferences to a screeching halt, businesses started to restrict travel and in-person meetings, and your future customers became harder to access than ever before. Before… Continue reading How to Generate B2B Software Leads in a Post-COVID19 World

When the average person thinks of a “Sales Rep”, what commonly comes to mind is someone who is charismatic, competitive and someeeeeetimes….a tiny bit, well…pushy.  Like any persona, any role and any personality trait, there are both good and bad things that come with it.  Unfortunately, Sales Development Representatives (SDRs) are not immune to bad… Continue reading 5 Common Bad Behaviors in SDRs and How to Avoid Them