To adapt, companies are building more efficient inside sales organizations that have the capabilities to find and connect with buyers. They use Salesforce.com, marketing automation, and are all social in nature.
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Many b-to-b direct marketers are charged with deploying effective demand-generation tactics, to target the right individuals with relevant marketing offers that initiate or, in some cases, reinforce interest in their products and services.
Persistence often pays, especially when it comes to lead generation and sales. So it's not unusual to want to send a second email to a prospect, especially if a first email and follow-up phone calls haven't worked.
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Sales Inside Inc's insight:
Good quality business contact lists are the first step to outbound lead generation. Accurate data helps improve the connect rate for telemarketers and sales people and eventually open more opportunities.
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What's new in lead generation? Maybe the same old thing—that aggressive outbound marketing, informed, however, by today's segmentation analytics and personalized messages, can drive qualified leads to an appreciative and engaged sales force.
Do you settle for too little, talk about yourself too much or rely on outdated and inaccurate data? In recent interviews with direct marketing experts, each of these was identified as one of the biggest mistakes direct marketers regularly make.
A new European Union privacy directive is set to take effect on May 25—less than six weeks away—and companies that have databases that include overseas customers and prospects need to take note if they haven't already, said Dennis Dayman, chief privacy and deliverability officer at Eloqua, a provider of marketing automation.