Best Ways to Generate Sales Qualified B2B Leads

We often find that our customers have been previously disappointed by companies selling contact lists or appointment-setting services that simply don’t deliver the goods.  Generally speaking, the culprit tends to be poor-quality lists. The subsequent appointments are with ill-qualified prospects…
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3 More B2B Marketing Steps To Improve Sales Enablement

One of the most ubiquitous challenges in today’s business context, crossing departments and industries alike, is the lack of both time and resources – organizations across the board have “gone lean.”  Budgets are tight, staff is scarce, but organizational goals…
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How a 40 Year Old Start-up Builds a Prospect List

Often the best answers are found from within.   This is particularly true with mature organizations.  Somewhere, someone has faced the same challenges you have, has built that prospect list before, and has some very usable answers.  Let me begin with…
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3 Strategies to Improve Contact Discovery

A recent contact discovery and account penetration survey of Marketing Directors, VPs and CMOs found that almost 40% called their marketing efforts “Mission Impossible.”  The survey also identified several reasons for this difficulty. Marketing Database Problems: 73% said their contact…
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Solving the Sales Prospecting Problem

Given that most marketing departments are under significant cost pressures, how can you make that process more efficient?  Making a ton of calls, or sending out a lot of high-cost mailers or polluting the Internet with thousands of emails carries…
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Five Ways to Optimize Prospect Lists

The most common misconception about lists, or marketing databases, is that they can be transformed into being clean and fresh… in a one-shot effort.  In truth, all data is flawed.  In the results of a recent account penetration survey* 73%…
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5 Tips for Prospecting to Key Accounts

Do you remember the line from Rudyard Kipling’s epic poem, “If”?  “… if you can keep your head when all around you people are losing theirs and blaming you for it?”  In one of our recent surveys we asked, “What…
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Napoleon Was Right

I heard it again last night. I was attending a marketing meeting, but this time it was a meeting of volunteers whose mission was to recruit physicians for a local free medical clinic. “Let’s try social media!” was the theme…
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