31 May

Prospects, Leads and Customers – Nail all Three with the Right Strategy

B2B companies face different buying cycles based on whether or not their product and/or services are a commodity or of a more structural nature. It is critical that B2B companies have a clearly defined lead generation strategy to: Attract new prospects Track and manage already identified leads Ensure that the value of their existing customer base is maximized It is safe to assume that most B2B companies are fully aware of the above three pillars, but what sets them apart from each other is how they go about making all this happen. Some companies will rely heavily on lead generation

Read more...