Sean Callahan

Posts by Sean Callahan

  • B2B Lead Gen

    This Week’s Big Deal: Generating B2B Leads Naturally

    September 6, 2019

    What is a normal experience on social media like for you?  I’m not talking about using it for business — I’m talking about a simple leisurely scroll. But the ultimate point I’ll make is that maybe there shouldn’t be much of a difference. When I hop onto LinkedIn or another social media network, my usual routine is to check out the feed, press “Like” on a few...

  • LinkedIn Sales Navigator Timeline

    Introducing “A Brief History of LinkedIn Sales Navigator” Infographic

    August 29, 2019

    LinkedIn introduced Sales Navigator as a standalone, software-as-a-service product five years ago. Since its debut on July 31, 2014, Sales Navigator has gone from promising product to “table stakes at most B2B organizations,” according to a recent Forrester report, “Current Malpractice Handicaps Social Selling’s Potential.”   To celebrate Sales Navigator’s fifth...

  • cold-calling-tips

    Prospect Calling Evolved: 4 Techniques to Up Your Game

    August 27, 2019

    Prospect calling: love it or hate it, this practice will likely always be part of the job. Our methods for communicating with potential customers are now more varied than ever, but there’s still something distinctly connective about getting on the phone and hearing someone’s voice.  With that said, there’s a difference between prospect calling and cold calling....

  • Outbound Sales

    Building a More Sophisticated Strategy for Outbound Sales

    August 22, 2019

    With all the talk about shifting sales strategies, and the increased inbound emphasis inherent to modern selling, one might conclude...

  • cold-calling-tips

    Cold Calling Experts Share Their Insights on Making It Work

    August 21, 2019

    The definition of cold calling has changed over the years. This practice used to involve ticking through a (generally unqualified)...

  • Get Closer to the Buying Committee

    How to Get Closer to the Buying Committee

    August 20, 2019

    The typical B2B buying committee comprises 6.8 people on average. In the technology sector, buying teams can be even bigger, averaging...