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Outbound lead generation guides
Straight answers on cold email, LinkedIn outreach and B2B lead generation, from 12 years of running outbound campaigns.
Construction
How to Win Highways Maintenance Contracts With Councils
English councils plan highways work on a fixed four-year funding cycle, and the packages are often let by a term contractor, so that is where a supplier's first conversation belongs.
Last updated · 12 min read
Outbound Strategy
What Is Outside B2B Sales? Definition, Cost and Model Choice
The field sales role defined from government data, compared with inside, hybrid and outsourced booking, and costed rep by rep.
Last updated · 13 min read
Construction
How to Get Airport Construction Contracts in the US
A buyer-led guide for contractors and suppliers who want airport work, from who decides to when the first message should go out.
Last updated · 10 min read
Construction
How to Get Public Construction Contracts in Ireland
Where Irish public construction money starts, how it reaches eTenders, and which people on the contractor side decide who gets the work.
Last updated · 10 min read
Outsourcing
Sales Outsourcing Statistics: What Each Number Proves
Market forecasts, a 2023 poll, an SDR benchmark study and a pile of vendor claims answer different questions. Every figure here is traced to the page that first published it, with its date and, where the page gives one, its sample.
Last updated · 12 min read
Outbound Strategy
What Is a Sales Pipeline? Meaning, Stages and an Example
What a sales pipeline is in one answer, why sources count 5 to 7 stages, exit rules for each stage, and one real outbound pipeline counted from first contact to signed contract
Last updated · 13 min read
Outbound Strategy
Follow Up Sales Process With Triggers and Deadlines
A practical sales follow up system with owners, deadlines, stop rules and handoffs for warm B2B leads
Last updated · 14 min read
Prospecting
How to Build an ABM Target Account List That Books Meetings
Score accounts, tier them, then add the right contacts
Last updated · 8 min read
Prospecting
Is Website Visitor Identification Worth It for B2B?
Prices, match rates, consent rules and a market-size test to run before you pay for a pixel.
Last updated · 9 min read
Outbound Strategy
What Is ABM? Account-Based Marketing for B2B Teams
A plain definition, a fit test, and what the outbound part of ABM looks like when it runs on email and LinkedIn
Last updated · 6 min read