The role of sales outreach for lead generation has evolved significantly since I first entered the high-tech industry as a selling and marketing professional. Now, as a seasoned consultant with a strategic perspective focused on driving quality sales pipeline, I see that there is no denying the effect of disruptive change. Read on to learn how the pandemic has accelerated the trend of using remote selling teams to develop leads and sales opportunities and why salespeople need to embrace the art of live selling.

Lead generation in the B2B sales landscape is changing with technology, new processes, and the needs of global business. Savvy companies are modifying their strategies according to statistics, not a "gut feeling." There is more analysis available today than ever before; the value in those pieces of data lies in how you will use them!

Let's take a look at the top 50 B2B prospect engagement stats for 2020 so you can make informed decisions about how to move forward in your B2B marketing and operations.

Sales, particularly in the B2B space, is a long and meticulous process. Based on your product or service, deal size, and target market, a normal selling cycle will vary from a few weeks to more than a year. That said, any selling initiative, whatever the strategy you have, begins with the same process — prospecting.

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Do you know what the term "sales engagement" means? Many people, even in the sales world, aren’t sure what it means and often confuse it with "sales enablement." Read on to learn the definition of both terms along with tips on how to improve your sales engagement processes.

"No one's picking up the phone during COVID-19."

“People aren’t answering numbers they don’t recognize.”

“What kind of idiot makes a cold call during a pandemic?”

Sound familiar? I see these statements every day on LinkedIn and our sales reps hear them every day in conversations with B2B companies. Read on to learn why a pandemic actually IS the right time to make cold calls and create new business opportunities.