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Pipeline Generation BLog

Mike Farrell3 min read

First Appointment = First Date

We get asked all the time, "how good will the appointments you set for us be?" It's a ...
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Mike Farrell1 min read

Out of Office Responses - Lead Gen Tip Gold Nugget

Just because your lead is out of the office, does not mean they should be crossed off ...
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Mike Farrell1 min read

Introductory Appointments: Your Goal is Meeting Number Two

Which of the following is a good sales outcome for introductory appointments? Proposal: ...
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Mike Farrell3 min read

4 Tips on Hiring a B2B Appointment Setting Vendor, Make Sure They...

When it comes down to it, ultimately the one thing you want from your B2B appointment ...
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Mike Farrell3 min read

33 Questions to Ask B2B Appointment Setting and Lead Gen Vendors

There are so many demand gen vendors out there, and if you are a demand gen professional ...
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Mike Farrell< 1 min read

B2B and B2G/B2E (Govt/Edu) Lead Generation podcast FT Green Leads CEO Mike Farrell

Green Leads CEO Mike Farrell joins Value Selling Associates' podcast. How can you take ...
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Mike Damphousse4 min read

Sales Qualified Leads (SQLs): Quality vs. Quantity

The topic of Quality vs. Quantity in pipeline generation has been a constant debate. ...
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Mike Damphousse3 min read

C-Level Prospects - Make the First Appointment By Phone

When I was recently at the Sales 2.0 conference, I had several conversations and debates ...
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Michael Damphousse2 min read

The ROI of Conference Calls vs. Face to Face Meetings

Ever wonder if your enterprise sales team should be on the road heading to an ...
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Michael Damphousse1 min read

BANT is Dead – It's all about Authority

Budget, Authority, Need, Timeframe (BANT) qualification is scrambled and outdated. Having ...
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