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Martal Group:B2B Lead Generation and Sales Blog
Cold Calling Skills: The 21 Hard and Soft Skills Every SDR Needs
Introduction Most SDR teams do not have a cold calling problem. They have a cold calling skills problem, and the two get treated as the same thing. The channel itself is holding up. B2B cold calling still produces meetings at rates worth planning around: Cognism’s State of Cold Calling report put the industry-average success rate […]
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Sales Outsourcing: A Complete Guide to Costs, Models & AI SDRs 2026
Introduction For B2B teams trying to build pipeline in , the sales outsourcing decision has changed shape. What used to be a simple choice — build an in-house SDR team or hire an agency — is now a three-way decision that includes AI-augmented models, hybrid pods, and outcome-based pricing structures that didn’t exist five years […]
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Where to Find B2B Leads in 2026: The Omnichannel Playbook for Pipeline Growth
Introduction Sourcing quality leads is still the number one challenge for B2B marketers — 61% say it’s their biggest struggle (15). That’s rarely a tooling problem. It’s a coordination problem. Buyers now move across 10+ channels in a single purchase journey, and 42% touch more than 11 different touchpoints before they ever speak to a […]
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11 Demand Generation Tools for 2026: A B2B Buyer’s Guide by Stage
Introduction Your stack has a gap, and it probably isn’t where you think it is. One tool brings traffic. Another captures the form fill. A third runs sequences. A fourth claims credit for all of it. Meanwhile the question that actually matters — which of these is creating demand you can convert, and which is […]
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B2B Content Marketing Challenges in 2026: How Sales Alignment Wins the Day-One Shortlist
Major Takeaways: Content Marketing Challenges Why is content alignment with sales critical in ? What’s the real cost of unused content? How can you measure the ROI of content? Why does content quality matter more than ever? What role does the buyer’s journey play in content success? How can technology strengthen content’s impact on sales? […]
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Top 18 Demand Generation Agencies in 2026: A B2B Buyer’s Guide to Pipeline-Ready Partners
Introduction For B2B teams trying to grow pipeline in , the pressure feels different. 87% of B2B marketers consider demand generation their top priority, and 68% say increasing lead quality is their number-one mission (1) yet about 79% of leads never convert into sales (2), often because they lack proper nurturing or qualification. The gap […]
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Cross-Channel Marketing Strategies to Drive More B2B Leads in 2026
Introduction If your B2B marketing reaches prospects on only one channel in , you’re missing the bigger picture — and leaving revenue on the table. The B2B buying journey doesn’t run on a single channel anymore. The typical business customer uses an average of 10 different channels during their purchase journey (1), and recent Forrester […]
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Best Cold Call Dialer in 2026: A B2B Buyer’s Guide to the Top 10 Tools
Introduction For B2B teams trying to fill pipeline, the phone still works in , but the dialer underneath it matters more than ever. Carrier algorithms are tagging legitimate business numbers as spam-likely. AI-assisted parallel dialing platforms are reshaping what “high volume” means. And buyers have less patience than ever for the telemarketer’s pause that older […]
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Outsourced Inside Sales: Build B2B Pipeline Without Building a Bigger SDR Team
Introduction Every revenue plan eventually hits the same wall: pipeline goals climbing faster than the sales team can grow. Hiring more SDRs is the obvious fix, but in it’s a slow, expensive one. The median total compensation for a US Sales Development Representative now sits around $102,000 a year before benefits, tools, training (1), and […]
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B2B Conversion Rate: 5 Strategies to Improve Performance in 2026
Major Takeaways Introduction Is your sales pipeline overflowing with leads but short on sales? In B2B marketing, generating leads is only half the battle — the real win comes from converting them into customers. When it comes to lead generation vs. lead conversion, most companies pour resources into filling the funnel while neglecting what happens […]
