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Category Archives: Lead Development
When initiating contact with customers or performing a discovery call your qualification questions may reveal that your timing is bad. You will likely find a substantial percentage of your prospects have no current needs and are not ready to begin … Continue reading
The ongoing debate about inbound marketing versus outbound marketing continues to rage in the industrial marketing world. Ask some industrial marketing practitioners and you will be told outbound marketing is interruptive, annoys prospects, and is obsolete in our brave new … Continue reading
As most anyone in manufacturing knows, an effective lead development system is an essential component of industrial marketing success. This is true because in any marketplace a minority of prospects are ready to buy right now. More significantly, even if … Continue reading
In a perfect world every qualified sales lead would be ready to buy today. Your marketing department would do an excellent job of qualifying inquiries and your sales leads would say, “Yes please, could I have it tomorrow?” Your staff … Continue reading