by dustin | Sep 12, 2014 | Blog, Lead Generation, Qualifying Sales Leads
Making any kind of decision requires information. When you are at a restaurant you have never been to before, you need information to place your order. Unless someone you know has highly recommended a particular dish, it is unlikely you would order without looking at...
by dustin | Aug 14, 2014 | Blog, Lead Generation
A view from the trenches As the VP of Operations of a 23 year B2B lead management services firm, I have been directly involved with hundreds of B2B sales lead campaigns resulting in many millions of individual interactions with prospects on behalf of our clients for...
by dustin | Jul 24, 2014 | Blog, Lead Generation
So you’ve tried gathering leads for your sales team only to find they aren’t even using them because they quickly found they were a waste of time? Now they won’t even look at what you send them. Time to make sure you’re following at least the basics in today’s world...
by dustin | Jun 30, 2014 | Blog, Lead Generation
What is a weak economy anyway? Generally this translates into less market growth in which to sell. It means that unless you can find and are capable of doing business in those few growth sectors that are active in the economy, you must take business from others or...
by dustin | Jun 12, 2014 | Lead Generation
Once you’ve defined the criteria which make a true sales-ready lead for your company, the next step is to calculate the number of leads you will need to produce each month to feed the sales organization. Many B2B firms fail at this, so be sure to get this right. This...
