Martal Group:B2B Lead Generation and Sales Blog

ABM is the missing piece to enhancing the sales cycle and boosting profits for many companies.  Because of the huge overlap between the duties of your sales and marketing people, your brand can only survive by striving for successful ABM alignment.  Maximizing ABM alignment improves your team efficiency and helps you overcome challenges quickly. It’s […]

Mention outsourcing in the workplace, and it’s like lighting a campfire during California’s peak wildfire season. Strong opinions blow the topic in every direction till speculation spreads out of control. There are many reasons companies believe they shouldn’t outsource sales and those concerns need to be addressed with potential sales partners before making a decision. […]

Do you feel like your prospects are wading aimlessly through a pool as your team tries to scoop them out with a broken net? Yep, trying to manage your sales leads can feel like a losing battle when you don’t have a process in place to keep things flowing through the pipeline. While there are […]

Everyone is talking about how successful they’ve been at generating B2B leads on LinkedIn. You hear around the office, at conferences, and when you are around your colleagues and friends, but when you ask exactly how to get results you get a bunch of vague replies. “Oh, it’s so easy! You just have to connect […]

The default answer to “I have something to sell you, please give me your money!” is “Thanks, but I’ll pass.” Your potential customers are bombarded with hundreds of proposals a year trying to get them to spend on things they don’t need.  As a result, they’ve developed a talent for ignoring most of the sales […]

Not so happy with your sales performance despite making immense efforts to generate more leads? We have good news and bad news… The bad:  You may have been chasing vanity metrics, such as the number of new leads. And that has wasted your valuable time and resources for too long. On the bright side: The […]

Are demand generation and lead generation different? Or are they just identical, trendy terms that marketers created to sound smart in their presentations? For starters: You’re not to blame for not seeing the difference! Demand generation and lead generation are often used interchangeably in sales and marketing. And there’s a lot of intersection between the […]

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Increasing revenue through a concrete sales process is the ultimate way to attain your long-term business objectives. But while the end goal might be clear, your sales strategy to execute on it might be less so. An excellent way to get you there is to grow your sales team.  However: The competitive job market today […]