Leadinfo blog

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Lead generation

Outbound vs. inbound lead generation: which delivers more?

Inbound or outbound, the choice feels like a strategic decision. In practice, it rarely needs to be. Most B2B organisations are not missing the right tactic. They are missing the connection between the two. Inbound and outbound are not rivals. They are two sides of the same pipeline, and they only reach their potential when they are joined up. This article explains what lead generation really means, how inbound and outbound differ, when to prioritise each, and how to build a system where both work together.

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Lead generation

How to choose the right lead generation software? 7 questions you need to answer first

Your marketing campaigns are running. Traffic is coming to the website. Yet sales remains quiet. Sound familiar? The natural reaction is to look for software that closes the gap. But the market for lead generation software is vast. From tools that identify website visitors to platforms that automate entire outbound campaigns. Without a plan, you’ll get lost comparing feature lists and pricing pages. The better question is not “which tool is best?” but rather: “which tool fits the way we work?” This article helps you answer that with seven concrete questions to ask first. So you end up choosing not the most popular software, but the right one.

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Lead generation, B2B Marketing, Sales

Account-Based Sales: Complete Guide for B2B Teams

Most B2B sales teams say they work account-based. Reality tells a different story. Research shows that over 70% of organisations claim to have an ABM strategy, yet only 36% consider sales and marketing truly aligned around it. That gap is exactly where pipeline goes to die. Account-based sales (ABS) reverses that reality. Instead of casting a wide net and hoping something sticks, you focus on a select group of accounts that genuinely matter. With deep research, targeted outreach and personal relevance. This guide walks you through how to set it up, execute it and make it measurable.

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Lead generation, B2B Marketing

What can you do today to get more B2B leads tomorrow?

“We network, cold-call, send emails and messages, but we never really know if any of it works.” That is how a sales director at a professional services firm described his daily reality. Sound familiar? You are not alone. Many B2B companies invest time and budget in lead generation, yet lack the structure to turn that effort into real results. The good news: you do not need to overhaul everything. There are concrete steps you can take today that will make a difference tomorrow. In this article we share the tactics that actually work, show where the biggest opportunities lie and help you move from scattered activities to a predictable system.

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Lead generation

The biggest mistakes in B2B lead generation (and how to avoid them)

You run campaigns, invest in content, send newsletters and your sales team makes calls all day. Yet results stay flat. Sound familiar? You are not alone. Most B2B companies do not struggle with a lack of activity. They struggle with the wrong activity. This article examines the most common mistakes in B2B lead generation. Not as a dry list, but with concrete solutions you can put into practice tomorrow. So you can work smarter, not harder.

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Why 98% of your cold calls lead nowhere (and what you can do about it)

According to Cognism’s State of Cold Calling report (2025), the average cold call success rate sits at 2.3%. That means out of every hundred calls, only two or three lead to anything concrete. The other 97 cost time, energy and motivation. Not because the channel doesn’t work, but because the approach is broken. This article shows why that 98% fails and, more importantly, what you can do about it. Not with a new script or a motivational speech, but with a fundamentally different view of how you organise sales.

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Sales prospecting in 2026: from spray-and-pray to precision targeting

You know the scenario. A sales team fires off hundreds of emails, cold-calls dozens of companies and blasts connection requests on LinkedIn. The results? A handful of replies, a few lukewarm conversations and a pipeline that looks more like a sieve than a funnel. The shift happening right now is fundamental: from contacting as many prospects as possible to reaching the right prospects, at the right time, with the right message. Precision targeting is no longer a buzzword. It is the new reality for every B2B organisation that is serious about growth.

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Lead generation

How to accelerate and improve your lead generation with AI

Picture this: your marketing team generates hundreds of leads every month. Yet sales keeps complaining about quality. Only a fraction of those leads ever becomes a customer. Sound familiar? Then the problem likely isn’t volume. It’s how you generate, qualify and follow up on leads. AI is changing that playing field. Not as a buzzword or distant promise, but as a concrete toolkit you can deploy today. In this article, you’ll learn how to structurally improve both the volume and quality of your leads. Including a practical step-by-step plan to get started straight away.

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Lead generation, Sales

How to identify buyer intent before you call

Your sales team makes twenty calls a day. Three people pick up. One shows interest. And that one person should really have been called last week, when they visited your pricing page for the third time. There is a better way. By recognising buyer intent before you pick up the phone, you transform cold calling into a warm, relevant conversation. In this article, you will learn which signals on your website indicate purchase intent, how to determine the right moment to reach out, and how to translate this into a concrete sales process.

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