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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

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 Farrell< 1 min read

Demand Gen Experts Should Ask, 'How's Your Steak?'

We were dining at my favorite local restaurant for my oversized salad (mandated by my ...
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Chris Snell3 min read

Inside Sales Managers: 4 Ways to Motivate Your Team

You'd think that in today's economy, a steady paycheck would be enough motivation to get ...
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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

Lead Gen Tips: Find LinkedIn Names That Aren't In Your Network

Most sales people today have found that using LinkedIn as a research tool to identify ...
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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Budget, Authority, Need, Timeframe (BANT) qualification is scrambled and outdated.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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Mike Damphousse1 min read

Lead Generation Tips - Take 3 Hour Lunches

There were days in my lead gen life where I could have easily left for lunch and not come ...
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