Latest Updates, Trends and Topics
When you have a product or service that is in high demand, you’ll see in increase an profits and the lead generation practically comes to you.
Demand generation is a B2B marketing discipline designed to create interest in products and services that results in greater sales pipeline opportunities and revenue. A comprehensive, effective demand generation strategy will also result in happier customers and better sales-marketing alignment.
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Embarking on a journey in B2B sales can be both exciting and challenging. Whether you’re new to the field or looking to refine your skills, having a solid foundation is essential for success. In this comprehensive beginner’s guide to B2B sales, we will explore the fundamentals and provide valuable tips and tricks to maximize your results at every step of the sales process. MarketReach, a trusted telemarketing and appointment setting agency with over 20 years of experience, can help you navigate the intricacies of B2B sales and achieve outstanding outcomes while maintaining compliance with regulations.
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2025 is already shaping up to be another challenging year for insurance producers, but it’s also full of opportunities for agencies ready to adapt. With economic fluctuations, evolving consumer expectations, and rapid technology changes, producers must rethink how they build relationships and grow their books of business.
This guide will show you how to align your sales strategy with the realities of today’s insurance market and equip your team to thrive.
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The idea of picking up the phone to drive leads may feel outdated in today’s digital-first world. But outbound calling remains a powerful strategy for building and growing a strong book of business—especially in competitive industries like insurance and B2B services.
At MarketReach, we’ve helped clients revitalize their pipelines with effective calling campaigns. Here’s why outbound calling works in 2025 and how you can use it to create meaningful connections that grow your revenue.
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B2B sales cycles are long, complex, and increasingly competitive. You can have the best product in your space—but if your sales team isn’t consistently speaking with qualified decision-makers, your pipeline suffers. That’s where appointment setting becomes a game-changer.
Whether done in-house or outsourced, appointment setting bridges the gap between lead generation and sales conversion. When executed correctly, it empowers your team to focus on closing deals instead of chasing unvetted prospects.
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Right now, many businesses in the United States are navigating a complex landscape. While certain sectors are experiencing growth, others face economic pressures, tightened budgets, and cautious decision-making. In these conditions, retaining your existing customers is not just a smart move—it’s a necessity.
Amid slower buying cycles, increased competition, and tighter procurement processes, building stronger relationships with your current customers can provide the predictable revenue and brand trust your company needs to remain steady and scale strategically.
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The best-performing sales organizations don’t leave leadership to chance. In 2025, as remote-first models continue and sales stacks become increasingly complex, the pressure is on for sales managers and executives to lead with clarity, agility, and measurable impact. Whether you’re building an SDR team, refining your sales enablement strategy, or leading an enterprise-wide transformation, strong management and leadership practices remain your greatest leverage point.
To improve outcomes and structure across your sales development function, explore our lead generation and appointment setting solutions designed to support sales growth from the inside out.
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When it comes to B2B sales, preparation is everything. Jumping into a sales call without proper research is like trying to build a house without a foundation—you’ll struggle to make a connection and ultimately fail to close the deal. Instead, strategic research transforms cold calls into warm conversations that lead to stronger relationships and better conversion rates.
By using the right research strategies, you can identify key decision-makers, tailor your pitch, and increase your chances of a successful sales outcome. Below, we’ll break down how to effectively research prospects before a sales call, ensuring that every conversation is insightful, engaging, and positioned for success.
Your first source of information should be publicly available data online. In today’s digital age, a significant 81% of retail shoppers conduct online research before making a purchase, that is even higher with B2B customers and clients.
With the right approach, you can quickly gather valuable insights into a prospect’s business, needs, and potential pain points.
By answering these questions, you will walk into your call well-prepared and ready to engage.
Related Read: B2B Lead Generation: How to Find and Engage Decision-Makers
While public research provides a good foundation, internal data from your CRM or prospect list can help personalize your approach even further. Effective pre-call planning has been shown to improve sales win rates, as it demonstrates to customers that the salesperson is prepared and understands their needs.
If you have no prior engagement records, start logging them now. Keeping detailed notes on past conversations streamlines future outreach and improves conversion rates.
Related Read: Building Initial Rapport and Questions to Qualify
Once you have gathered your research, it is time to refine your approach. Notably, 76% of top-performing sales representatives “always” research their prospects before reaching out, highlighting the critical role of thorough preparation in successful sales engagements. An organized, structured call is more effective than one based on guesswork.
Writing out a 30-second introduction script that highlights how your solution aligns with their needs can help you sound natural and confident.
Now that you are prepared, it is time to make the call. However, even with the best research, no two conversations are alike—so adaptability is key. 80% of sales require five follow-up calls after the initial meeting, yet 44% of sales representatives give up after just one follow-up, emphasizing the need for persistence and adaptability during the sales process.
If the prospect is not a good fit, do not push the sale—qualify or disqualify them early to avoid wasting time.
Related Read: 3 Tips for Gaining the Prospect’s Attention on an Introductory Call
In today’s competitive B2B landscape, sales success starts with research. A well-prepared sales call allows you to:
By taking the right steps before every call, you will improve your ability to turn cold leads into warm relationships and, ultimately, close more deals.
Ready to boost your sales strategy? Schedule a Consultation with MarketReach Today.
The new year always brings a fresh start, new ideas, new strategies and hopefully, new sales. Now is the perfect opportunity to revamp your company’s B2B sales and marketing plan. This article will show you how any company can improve its sales in the upcoming year, despite the challenges that may come along the way. Consider these sales tips for 2025:
Get started by evaluating your company’s prospect list. Identify your most qualified business opportunities. Take some time to reconstruct your target market and focus your attention on them – particularly, your Top 100. It’s important to requalify your list to be sure you have the most practical targets during this time. Refine your list by deciding what factors make for the best segment to target. (more…)
As the cold weather approaches, so does the infamous objection that anyone making prospecting calls dreads to hear: “Call me after the Holidays”.
With Thanksgiving, Hanukkah, Christmas, New Years and other holidays on the horizon, the excuse that prospects won’t have time to talk until after the New Year is going to pop up often. Many prospects will get lost in the thought of good food and spending time with friends and family. While your mind may drift off into similar thoughts of your own, you can use this time to increase your sales pipeline into the New Year!
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