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Industrial Lead Generation: Past vs. Present

Posted On February 22, 2017 by Evan Lamolinara

Lead generation is a critical component of an industrial company's sales process. Once you've captured a qualified lead, you can nurture him or her through the sales funnel, hopefully converting that sales lead into a paying customer.

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3 Tips to Optimize Your Email Marketing for Lead Generation

Posted On February 13, 2017 by Evan Lamolinara

Email is no longer a promotional platform that business-to-business (B2B) companies can afford to overlook. Whether you sell a B2B product or service (or both), you'll find email is one of the most cost-effective lead generation tools. But if you want to leverage the full power of email, you should optimize your campaigns using the following tactics.

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Using Customer Feedback to Drive Revenue Growth

Posted On February 03, 2017 by Evan Lamolinara

Customer feedback is an invaluable tool that B2B companies can use to improve their conversion rates and generate more sales. Unfortunately, it's also something that frequently overlooked. When you're busy finding new prospects, nurturing existing prospects, and conducting the countless other tasks that go into a successful sales operation, it's easy to overlook something as simple as customer feedback. This is a critical mistake, however, that can place your business behind your competitors.

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Increase Customer Retention with these 5 Tips

Posted On January 20, 2017 by Evan Lamolinara

Statistics show that it costs up to five times more to acquire a new customer than to sell to an existing customer. But if you want to keep and retain your customers, you'll need to make them “loyal.” If there's a competitor who offers the same product or service, perhaps the customer will choose them instead. Creating loyal customers prevent this from happening by encouraging customers to choose your business.

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Small Businesses and the Importance of Prospect Targeting

Posted On January 13, 2017 by Evan Lamolinara

Statistics show that roughly half of all new small businesses fail within their first five years. There are many reasons why small businesses fail, but one of the most common is ineffective sales and marketing strategies. If you want customers to choose your business over your competitors, you need to target the right B2B sales leads with your marketing efforts – and this is where prospect targeting comes into play.

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How to Score More Sales Leads in 2017

Posted On December 29, 2016 by Evan Lamolinara

With a new year upon us, sales and marketing professionals throughout the country are reevaluating their B2B lead generation strategies. There are countless ways to attract new sales leads, some of which are more effective than others. So, what tactics should you use in 2017 to score more sales leads?

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6 Keys to B2B Lead Generation Success

Posted On December 22, 2016 by Evan Lamolinara

Does your company sell in a B2B setting? Here are six rules that can help you generate more B2B sales leads.

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B2B Lead Generation Showdown: Inbound vs. Outbound

Posted On December 16, 2016 by Evan Lamolinara

B2B Lead generation strategies typically fall under one of two categories: inbound and outbound. While both can be effective, there are some key differences separating them. If you sell a product or service in an business-to-business setting, you should familiarize yourself with the nuances between the inbound and outbound methodologies, which is something we're going to discuss further in today's blog post.

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5 B2B Lead Generation Trends to Watch in 2017

Posted On December 12, 2016 by Evan Lamolinara


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Is Account Based Marketing Right for My Business?

Posted On November 18, 2016 by Evan Lamolinara

Account-based marketing, also referred to as ABM, is a term that has really started to pick up traction in the world of B2B lead generation in 2016. It is a form of marketing in which a business engages with key target customer accounts and the individual prospects/contacts that can be considered stakeholders within various internal functions or departments. If executed correctly, it will communicate unique, personalized messages based on each stakeholder's personal use case. Unlike traditional marketing, it doesn't involve mass marketing techniques or strategies. Account-based marketing is a more methodical, laser-targeted approach. So, is account-based marketing right for your business?

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