Idea Factor Blog

Trade Show or Event Cancelled? No Problem

 Look at an Alternative Form of Lead Generation

Focused Lead Generation
Focused Lead Generation

2020 has been a year like none other for all of us.  We have had to innovate and re-invent ourselves in ways and with an expedience not seen or experienced in generations.

How we market and connect to prospective clients is no exception.  While trade shows have traditionally been a great way to connect with new contacts and showcase your products or services in the past, COVID-19 has been a game-changing disrupter for that channel of lead generation. So, what can you do? Read More

A Healthy Sales Pipeline



Healthy Sales Pipelines Eliminate the Peaks and Valleys of Sales Goals

Achieving your monthly sales goal can be stressful…



Maintaining a healthy Sales Pipeline is the key to a consistent and predictable sales performance. It is the best indicator of your sales team’s health. Having a bigger Pipeline is not necessary, it is important to have the RIGHT KIND OF OPPORTUNITIES in the funnel. Your Sales Pipeline is your key for evaluating, managing and improving your sales process and sales team, hence the importance of making sure that it is constantly filled with new opportunities.


Problem is that most Sales People are really good at the ‘sales part’… creating relationships, answering objections, preparing quotes and closing deals, but not so great at the opening the door part.


And for good reason. The skill set of the Sales Rep and the Business Development Person are completely different.


If you want to bring new life to your Field Sales Team, give them the kind of leads that make them bounce out of bed in the morning.



Use your Business Development Team to:

  • Source a list within the verticals that you have experience in
  • Identify 2 to 3 key decision maker titles
  • Obtain the names of the people under those titles
  • Send them interesting direct mail
  • Follow up with a phone call to create interest and awareness around your service and product offerings, source for pain points and book a Face to Face meeting for your Field Reps (This usually takes more than 10 phone calls, hence not a good use of the Field Rep’s time)
  • Send the Field Rep the date and time of the meeting, the insights gathered during the conversation, as much information as possible about the Key Decision Maker they will be meeting with, and any other Key Influencers identified along the way.

It’s a Sales Opportunity — all tied up in a bow!
If your sales rep is NOT FIRED UP by that kind of Qualified Opportunity… we can re-direct you to a site to help find the Perfect Field Rep … wink wink.

Wishing you a healthy pipeline and terrific sales.


Idea Factor provides a full suite of marketing services including B2B lead generation (gathering qualified sales leads), surveys, data mapping, event tele-boosting, trade show follow up, in-bound and out-bound omni-channel call center services, data cleansing, list cleaning, customer retention and loyalty programs.

Our commitment to excellence in customer service has awarded us repeat business for more than 25 years, from both our global and community clients. To find out more go to



Are You Keeping Your Sales Pipeline Full?









AFTER delivering Qualified Leads in North America for three decades now — the biggest area of weakness we see is an empty pipeline.

What happens?

It’s simple.

As the qualified leads are coming in — the folks in your sales department are struggling to keep up with quotes and the business of SELLING.

More leads?

No no! We are too busy!

But suddenly the new clients are on board and there are no new leads so sales begin to slump. Now you have two time- frames that will slow you down:

  1. The start up time to launch a new lead generation effort
  2. Your average time to close

Our recommendation?

Slow — but steady.

It’s really important to make sure that there are always a steady stream of new opportunities to increase your chances of WINS and also to stop the gap between any customers you may lose along the way.

Hope the advice of our experience is of value to you in your decision — making process.

Happy Selling!


Cheryl Cappellano


58,514 Qualified Leads produced for our Customers…oops…is that 2 more?

2.5 Million Brand Advocates assisted through our Gold Standard Call Center