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Quick Takeaways Introduction Business Development Representatives (BDRs) typically focus on early-stage sales development work: identifying target accounts, researching prospects, initiating outreach through email/phone/social channels, qualifying interest, and scheduling meetings for sales teams—while documenting activity in customer relationship management (CRM) systems. Callisto Commentary “The opportunity for BDRs is to become more of a manager instead of … Read more

Quick takeaways Lead scoring is often treated like a spreadsheet problem: assign points, sort the list, call the top names. That approach misses the real value of AI-qualified leads. The advantage is not the number—it’s the explanation behind the number: what the prospect was trying to accomplish, what signals suggest urgency, what constraints appear, and … Read more

When combined with AI-driven lead qualification tools, webinars become one of the most powerful signals of true buyer interest. Unlike static content downloads (which provide limited data), webinars generate rich behavioral, temporal, and engagement-based insights that can be directly analyzed, scored, and enriched by AI. This pairing produces deeper qualification, clearer prioritization, and more accurate … Read more

Modern AI tools are transforming the sales process by acting as intelligent, consultative assistants rather than generic website chatbots. Instead of answering superficial questions or greeting general visitors, these tools engage users deeper in the funnel—when they are actively trying to solve problems, compare options, or evaluate solutions. This creates a powerful opportunity to guide … Read more

Marketing budgets are under more scrutiny than ever. Yet many companies continue to pour money into outdated or inefficient lead-generation strategies simply because they’re familiar. As buyer behavior evolves and AI becomes more accessible, some tactics no longer deliver the ROI they once did. Here are the strategies that will drain budgets—and what to do … Read more

Lead generation has never been more expensive. Ad prices are rising, competition is increasing, and many companies are feeling pressure to do more with less. The good news? Reducing lead generation costs doesn’t mean lowering your standards—it means being smarter with your channels, your tech, and your targeting. Here are practical, effective ways to reduce … Read more