16Apr/13

How to Use Customer Knowledge for Better Outbound Prospecting: Part 1

April 16, 2013Lead GenerationCustomer Relationship, outbound prospecting, Outbound Sales, salesElisa Ciarametaro

Customer knowledge is often spread across an organization. Find out how to gather and use it before doing outbound sales prospecting

28Feb/13

Why is Accurate Data so Important in Outbound Sales Prospecting?

February 28, 2013Lead Generation, Outbound ProspectingLead Generation, Market IntelligenceElisa Ciarametaro

Accurate, current prospect data stands behind any successful outbound sales prospecting initiative. Here’s why you should get the data you need about your niche.

25May/12

Do Your Lead Development People Join Sales Calls? Pros and Cons

May 25, 2012Lead Generation, Methods, Outbound ProspectingOutbound Sales, TechniquesElisa Ciarametaro

Having lead development attend sales calls is an asset to the sales team. Others believe it interferes with sales. Here we look at both sides of the issue.

27Apr/12

Calling Before or After Business Hours: Does It Work?

April 27, 2012Lead Generation, Methods, Outbound ProspectingEffective Lead Generation, OutreachElisa Ciarametaro

One theory in Sales is to call an hour before or an hour after normal business hours to get in touch with executive level decision makers. Does it pan out?

16Mar/12

What’s the Deal with Direct Mail?

March 16, 2012B2B Leads, Lead Generation, MethodsDirect MailElisa Ciarametaro

Does direct mail open an increasingly overlooked connection? How do you stand out? You try what everyone else is NOT doing and hope to get noticed and heard.

02Feb/12

Outbound Prospecting: How Many Leads Can I Expect? (Part 2)

February 2, 2012Lead Generation, Outbound ProspectingEffective Lead Generaton, outbound prospecting, Quantifying LeadsElisa Ciarametaro

Want more leads? These 13 questions are vital to estimating lead quantity you can expect from an outbound prospecting effort.

20Jan/12

Outbound Prospecting: How Many Leads Can I Expect? (Part 1)

January 20, 2012Lead Generation, Outbound Prospectingoutbound prospecting, Quantifying LeadsElisa Ciarametaro

Ask yourself these 14 simple questions to determine a realistic estimate of leads from your lead generation campaign.

23Dec/11

Lead Generation Topics to Watch in 2012

December 23, 2011Lead Generation, Lead Sources, Sales Lead Management, TrendsLead Generation, TipsElisa Ciarametaro

Top lead generation and outbound prospecting topics in 2011, award thanks, and insights and best practices to cover in 2012.

09Dec/11

7-Part Lead Generation Planning: A Streamlined Approach

December 9, 2011Lead GenerationElisa Ciarametaro

Implement a lead generation effort with 7 parts, with this approach to streamline your planning process.

06Oct/11

Focused Outreach Outbound Prospecting Tips Part 4: Give Resources the Right Job

October 6, 2011Focused Outreach, Lead Generationmanagement processElisa Ciarametaro

In focused outreach prospecting, a key success factor is having the right resources performing the right tasks.