sales prospecting

Sales Prospecting and Quality Leads

If there was ever a good reason for marketing and sales to drop the walls and find new and better ways to work together, the priority the market has placed on generating high quality leads would be it. In some companies it’s possible that sales is completely out the lead generation (better known in sales circles …

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Research or Procrastination?

I was just looking over an earlier post that included a link to 12 Prospecting Rules and one idea stood out –  confusing prospecting research with actual prospecting. It resonated with me because in my experience, the “need” for precall research, is one of the most frequently cited reasons for not picking up the phone …

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