Category Archives: B2B Sales Lead Generation

B2B Sales Lead Generation

Empower Sales Agents With Consumer Insight

By | August 19, 2014

Let’s face it: Business-to-business sales is not for the fainthearted. While B2C salespeople can rely on charm, good looks and wit to help close deals, in the B2B “jungle”—where the stakes are high and consumers are more sophisticated and discerning—these traits won’t get you far. In B2B sales, it’s not what you sell that matters (although that’s not to be completely overlooked), it’s how you sell that matters most. To… Read More »

SalesProspex for Salesforce: A Match Made in Targeting Heaven!

By | January 17, 2014

The data found in is the lifeblood of most sales organizations today.  However, even armed with one of the most powerful CRM systems available, CSO Insights found that 42 percent of sales teams feel that they do not have the right information before making a sales call. Given this current level of frustration with the quality and completeness of data found in CRM systems, we’re extremely excited to announce… Read More »

Three Tips to Always Be Closing

By | October 22, 2013

Written by Brian Serino, Senior VP of Sales, NetProspex You never know who your next customer might be or where your sales team might find him or her. That customer might be revealed during active sales prospecting or might bump into a sales rep in a coffee shop. This is why it’s crucial that your employees are always on the tips of their toes, ready to make a sale when… Read More »

The Right Data Creates More Conversations Every Step of the Way

By | September 23, 2013

Big Data is all the rage, and lets face it, everyone is on board with this revolution. However, it isn’t always about adding more fuel to the fire, you can’t just continuously throw logs in and hope that it ignites; it’s about incorporating a solid framework in order to sustain the blaze. As time continues and new technologies emerge, marketers are continuously faced with opportunities to improve their process and… Read More »

Clean Data: The Key to Scoring a Sales Touchdown

By | August 23, 2013

Written by Lauren Morgenstern, Sales Development Representative, NetProspex It’s that time of the year again—kids are getting ready to go back to school, it’s starting to get darker and the weather is cooling down. Those can only mean one thing: football season is right around the corner. To be honest, on a scale of one to football aficionado I come in around a strong two and a half. That being… Read More »

Recommended reading: Inside Sales Managers Guide to Resourcefulness

By | March 28, 2013

We’ve all heard the phrase “the tools make the man.” Well, male or female, inside sales managers are the lifeblood of a B2B prospecting and lead generation program. Are you arming them with the best tools to get the job done? Our friends at AG Salesworks, a teleprospecting and closed-loop marketing firm, developed a guide for Inside Sales Managers full of tools to help get the job done. “The AG… Read More »

2013 Software Advice Inside Sales Survey

By | March 27, 2013

According to research conducted by, growth of the insides sales roles was outpacing growth of the outside sales profession by a rate of 15 to 1. While the economy has played a significant role in this shift, other factors such as the evolution of technologies that enable remote selling (e.g. Cloud-based CRM software) are contributing to this changeover as well. To gauge the 2013 inside sales market, Software Advice–a site… Read More »

Inside sales promotion ideas for St. Patrick’s Day

By | March 7, 2013

Read the original post on the Heinz Marketing blog. From our friends at Heinz Marketing, here are a set of inside sales promotional ideas to help drive activity, morale and performance in the next few weeks. Some of these are specific to the day itself, but most could start early (say this Friday, the first day of the month) to generate quick momentum into March. Fill your pot o’ gold… Read More »

7 Steps to Exceed your B2B Pipeline Goals this Quarter

By | August 7, 2012

With the US athletes exceeding their goals in London right now, we thought we should keep the winning momentum going with a post originally written for Business2Community by NetProspex VP of Marketing, Maribeth Ross.  1. Assess the quality situation – Your marketing database of prospects and contact records is at the core of your future pipeline. How accurate is the contact and company information in this database? In 2011, 37% of the… Read More »

Fueling the B2B revenue machine

By | July 11, 2012

The latest in our series: You bought a list – now what? We always talk about marketing automation as the engine in a Ferrari – it only runs with quality fuel, in our world, that means quality B2B data. Robert Rosenthal recently posted a great article “B2B Marketing Is Now a Revenue Machine. Really The post is a great summary of the opportunity for B2B marketers today to create demand with… Read More »