21 Sep

Demand generation — when pull not push seals the deal!

A case study on how the “Pull” strategy drives 98% lead acceptance from a sales team In my previous blog I commented on how demand generation goes beyond a leads database; that it involves nurturing true, qualified leads. I raised an important question about marketing strategy — Do you tend to push leads out to your sales reps? Or do you use a pull strategy where they can be productive and clinch the deal with home-grown prospects? I could go on about how the ‘pull strategy’ initiates lead acceptance, capitalizes on hot prospects and drives quicker results, but since we’re

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10 Aug

Teleprospecting: An Effective Lead Generation and Qualification Vehicle

Teleprospecting qualifies hot leads to help you take action before your competitors do Phone hang-ups and door slams are the most dreaded situations for sales people anywhere. Ever considered teleprospecting to help your team?  While many haven’t heard of teleprospecting and some confuse it with telemarketing, there are a few forward-thinking businesses that taken advantage of its ability to qualify hot leads and jump ahead of their competitors. Is it for you? B2B teleprospecting is an effective lead generation and qualification vehicle that helps companies cut to the chase and get down

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