Leadinfo blog

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Lead generation

How to prevent good leads from getting lost in your CRM or inbox

Lead loss is one of the most underestimated problems in B2B sales. Not because sales teams are careless, but because the root causes are often embedded in how processes are set up. Or not set up at all. This article covers where things structurally go wrong, and how to fix it. From the moment a lead first arrives to the point where they are ready to make a decision.

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Sales lead scoring: which signals predict deal success?

Your sales team is calling, emailing and following up. The effort is there, but the results fall short. Sound familiar? Often the issue is not how hard the team works, but the order in which they work. Not every lead is ready to buy, and not every outreach fits the moment. Lead scoring helps you get both right: identify the right prospects and reach out when it actually matters. This article covers which signals genuinely predict a deal, how to recognise them and what to do next.

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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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