In 2015, HubSpot published the result of their traffic research, stating that 46% of traffic that B2B companies across all the industries get to their websites is direct. However, according to Paul Koks and Online Metrics, direct traffic over 20% is a sign of incorrect Google Analytics settings. Direct traffic remains an enigma for marketers. Its share in overall traffic is decreasing as Google finds new ways to attribute traffic (e.g., the email share) and marketing professionals are learning to set Google Analytics accordingly. Still and all, you end up with up to ⅓ website visits that w ..read more

Hi, [pause] mmmm… this is Joe from ABC company… [long pause] mmmmm I’m calling to… mmmmm…. I’m calling because…. Oh! Never mind! [hangs up] Does this sound familiar? Most reps had at least one embarrassing call like that. And many will receive at least one over the course of their professional lives, no matter the industry they’re in.  Let’s talk about the key to success in your cold calling effort — the cold calling script! Cold Calling Scripts — Do We Even Need Them? According to Jessica Broom and  Qualtrics “78% call center managers said that getting reps to “follow a script” w ..read more

Let’s talk about the unicorns of sales development: high-quality sales leads. They’re just like the amazing magical creature — equally admired and desired but unlike the unicorn, they exist. High-quality sales leads are the heart of our business at CIENCE — the very best we give our clients. And with awe and admiration, we finally highlight this subject to share everything we’ve learned about them and where to find them. What is a Sales Lead? In the B2B selling process, a sales lead is a decision maker (and her/his contact data) at a company that you hope ..read more

Hi, [pause] mmmm… this is Joe from ABC company… [long pause] mmmmm I’m calling to… mmmmm…. I’m calling because…. Oh! Never mind! [hangs up] Does this sound familiar? Most reps had at least one embarrassing call like that. And many will receive at least one over the course of their professional lives, no matter the industry they’re in.  Let’s talk about the key to success in your cold calling effort — the cold calling script! Cold Calling Scripts — Do We Even Need Them? According to Jessica Broom and  Qualtrics “78% call center managers said that getting reps to “follow a script ..read more

What’s Cooler than Being Cool? Ice Cold Emails! Sending a cold email to an outbound marketing agency is a risky business because… it’s what we do.  At CIENCE we make a point of learning from the best (and the worst) emails that we receive, and we’d like to share some of our insights with you. Welcome to the first of an ongoing series about our observations on real-life cold emails: the good, the bad, and the ugly. And because most people can’t help but stare at trainwrecks, let’s begin with the ugliest of October. The Ugliest of October Where do we begin… The Subject Line ..read more

Let’s talk about the unicorns of sales development. Let’s talk about high-quality sales leads. They’re just like these amazing magical creatures – equally admired and desired but unlike them, they’re pretty much real. High-quality sales leads are the heart of CIENCE business–the very best we can give to our client. And with awe and admiration, we finally approach this subject to tell everything we’ve learned about them, their quality and ways of obtainment. What is a Sales Lead? In the B2B selling process, a sales lead is a decision-maker at a company that you hope ..read more