Category Archives: B2B Sales Lead Generation

B2B Sales Lead Generation

Sound Sells – Say it Quietly

By | March 16, 2009

CEO’s across the county are thumping their desks demanding sales people talk with more customers. So lots of companies are going outbound, no longer waiting for customers to come to them.  We want those conversations to be good conversations obviously.  But is sound a barrier to your sales?  I mean the sound quality of all those phone conversations.  It’s easy to overlook, easy to fix and I think it can… Read More »

4 Ways to Innovate Sales & Marketing

By | February 11, 2009

We’ve all invested in the latest and greatest marketing automation tools.  But have we really reaped all the promised rewards? Is there a better way to use these tools and reap even greater rewards? Here’s a few ideas based on what I am seeing from our own customer conversations and something I’ve noticed about how behavioral changes can make all the difference: 1. Zero Cost Innovation Asking more from your… Read More »

Recycling business leads

By | January 13, 2009

Change is in the air!  I just can’t get tired of that sentiment. As far as business is concerned, that change is the response to the threat of an economic climate that will be more of a driver than any change agent we’ve seen in decades. The disruptive technologies of the 90s seem like a quaint idea compared to the double whammy from the political threat of foreign oil and… Read More »

Business Expert Webinars and NetProspex Announce Formulation of Strategic Alliance

By | December 1, 2008

December 1, 2008, Minneapolis, MN – Business Expert Webinars (BEW), the leading provider of business eLearning, and NetProspex a business contact directory and sales lead recycling platform announced that they have formulated a strategic alliance to cross-promote their services. “NetProspex is a fantastic resource for sales people to build and develop their contact portfolio. Business Expert Webinars is a great way for sales people to learn effective uses of these… Read More »

“Freshness Dating” for Sales Leads: NetProspex Displays Last Validated Date for Contacts

By | June 30, 2008

BOSTON, MA June 30, 2008 –  It’s a simple equation: quality contact information means more targeted leads, more effective sales efforts and ultimately a shorter selling cycle.  Continuing in its drive to bring much-needed accuracy to the online sales contact market, NetProspex has begun publishing the “last validated date” for its executive contact database.  The “last validated date” shows when the contact was last actively validated and is designed to… Read More »

Is Web 2.0 Killing Marketing?

By | May 9, 2008

I’ve written a lot lately about the premature reports of the death of outbound sales in the Web 2.0 world.  Now I’d like to add to that:  Marketing is not dead either.  Nor is it resting, or becoming the same thing as sales, as Nigel Edelshain postulated recently in his Sales 2.0 blog post No Need to Close the Gap between Sales and Marketing.  As Nigel rightly points out, new… Read More »

NetProspex Releases Free Sales Lead Validation Tools

By | March 28, 2008

Waltham, MA, March 28, 2008– Reaching the right person with the right offer is the key to effective selling.  Now, a new set of sales lead tools from NetProspex, a leader in providing accurate sales information, helps sales professionals validate their contact information. The tools are free, and available on the NetProspex web site. “The new suite of sales lead tools increases NetProspex’s value as a time management tool for… Read More »

Gary’s Corner: Generating Leads

By | March 24, 2008

The sales game is changing as business use of the web continues to evolve and new Internet sales and marketing tools hit the market. A lot of the focus has been on innovation in inbound lead generation tools.  Sometimes we hear that outbound solicitation such as phone and email is a thing of the past.  I think that’s over-simplification. Outbound sales tools are starting to get interesting. If the market… Read More »

Boost eMail Marketing Success with Free Trials

By | March 24, 2008

If you’re a marketer looking to jumpstart your demand generation program, consider this time-honored tactic:  try giving your product away. For a short time, that is. With online services and hosted applications assuming greater prominence in the market, “try and buy” offers are not only a smart marketing tactic – they’re an essential step in the sale process. “You can’t sell online services today without letting people try it first,”… Read More »

Expand Your Sphere of Influence to Capture More Customers

By | March 24, 2008

“Stop obsessing over the decision maker.” So says  Aaron Ross of Sales Machine.com.  According to Ross, the decision making process is now more important than the decision maker.  While collaborative decision making involving different people and teams approving a purchase has always been an important element of B2B sales, it is now the rule at most organizations. Ian Campbell, CEO of Nucleus Research, takes this concept a step further, and… Read More »