Internal vs. Outsourced Lead Generation

Posted on July 22, 2014

Most marketers and sales development managers (like Jim) agree that having a consistent flow of quality leads is crucial to the growth of the business. However, on the topic of whether an organization should outsource lead generation or handle it … Continue reading


Marketers: Stop Hypothesizing and Start Testing

Posted on June 24, 2014

Before embarking on a lead generation program, companies often believe they must have all the answers: who is the ideal customer, which market is the most ripe, what message is best. Companies can spend months hypothesizing about the perfect calling … Continue reading


TechPoint: Prospecting Complex Sales Messages

Posted on May 12, 2014

I have seen many people squirm when facing the daunting task of creating sales messages for complex or intangible products and services. Many marketers mistakenly believe it is easier to develop winning messages for a commodity. However, it’s just as … Continue reading

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In lead generation, cadence is paramount

Posted on May 6, 2014

  When developing a lead generation program, sales managers and business owners often spend a lot of time crafting the perfect message and call script. They will analyze every word and debate nuances with the goal of making the greatest impact … Continue reading

Jim Brown YouTube Compendium Case Study2.4

Why did Revenue Marketer, Jim Brown hire LeadJen?

Posted on May 1, 2014

Jim Brown has a love-hate relationship with lead generation. A revenue marketer who has counseled some of the country’s fastest-growing brands, including FedEx, 3M and Cummins, Jim understands the importance of prospecting. However, not all prospecting efforts are successful in … Continue reading

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