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In the world of sales, there's a lot of discussion surrounding inbound vs. outbound techniques. As a small-to-medium B2B trying to grow, you might wonder, what's the difference? Which should we invest in?

While a fair number of businesses rely heavily on innovative inbound sales techniques to keep the customers coming down the sales pipeline, the fact remains that simply waiting for customers to come a-knocking isn’t going to be an ideal strategy for every business. Enter outbound sales: the go-getter’s approach to bringing home the bacon.

The sales funnel needs help, and it's called sales enablement content. Without these crucial pieces, your B2B sales will go nowhere, fast. Are you one of the 63% of marketers who are actively investing in search engine optimization, according to a 2020 HubSpot survey? You should be. An impressive 70% of marketers are investing in content marketing, and for good reason.

Leadium CEO, Kevin Warner, recently teamed up with Sales Hacker to host a webinar discussing how modern startups and savvy small to medium sized businesses are now looking at outbound sales as an insights and acquisition channel.

How do you generate leads in the middle of a pandemic, when the last thing people are thinking about is extraneous purchases? When, in fact, they might be tightening their budgets as much as possible?

Today’s B2B sales teams have plenty of techniques and strategies to choose from. The biggest challenge now is choosing the strategy that works best for a particular company, audience, and product or service.

In the face of the historic COVID-19 pandemic, sales teams worldwide have had to rethink their strategies. When it first hit, many were left wondering how a profession that seems to require in-person meetings and conversations would weather the storm.

If you’re a B2B sales pro, you’re no doubt facing canceled events, postponed conferences, and significant hurdles when it comes to networking and promotion. If you weren’t focused on digital outbound before, it’s likely to become your new reality soon. But hey, here’s the good news – it’s 2020.

Small to medium size businesses (SMBs) and startups reach out to us every single day to discuss their sales programs, their challenges, and why they are considering Leadium to be their outbound sales partner. We listen, dig into their process, understand the gaps, and then inevitably, always ask the same question: what is your ideal customer profile (ICP)?