8 Reasons Outbound Prospecting Programs Stall (And What to Fix First)
Most outbound prospecting failures get blamed on the script or the channel. The real reasons sit...
Jeff Harsh
Founded in 2002, Concept is an outsourced full-service B2B sales development, marketing, and CRM consulting agency helping our clients design, implement, and execute their B2B sales development and marketing strategies by increasing the Quantity, Quality, and Visibility of their sales leads.
The Hidden Cost of Wearing Two Hats: Why Your Closers Shouldn't Be Your Prospectors
Separating prospecting and closing roles helps companies build a more predictable revenue engine by...
7 Signs of a Great B2B Appointment Setting Company
Filling your sales pipeline with qualified meetings is one of the most consistent challenges sales...
From Leads to Revenue: How OEMs Can Improve Dealer Conversion Rates
Original Equipment Manufacturers (OEM’s) invest millions in demand generation each year. Leads flow...
How to Use Clay to Build a Targeted Prospecting List That Converts
Building a high-quality prospect list used to take weeks of manual research, data gathering, and...
Which Data Enrichment Tool is Best?
Data enrichment has become essential for go-to-market teams looking to maximize their CRM...
Sales Engine vs. RevOps: What’s the Difference and Do You Need Both?
If you’re navigating today’s revenue landscape, you’ve likely encountered two buzzwords that seem...
Why "Appointment Setting" and "Lead Generation" Are Not Synonyms
In B2B sales and marketing, “lead generation” and “appointment setting” are often used...
How Sales and Marketing Teams Can Navigate Times of Financial Uncertainty
When the economy starts to shift, companies often look inward, tightening budgets, re-evaluating...
Breaking Down Silos: How Sales, Marketing, and Customer Success Can Work Together
In theory, sales, marketing, and customer success should function like a well-oiled machine; each...
What is a Sales Engine?
When you hear the term “sales engine”, you might immediately think of sales teams, apps, and...
Lead Generation Terms: Know the Difference
Understanding key lead generation terms is crucial for holding informed, strategic conversations...