Whether you’re a multinational enterprise, a two-person start-up, or anything in between, sales leads are critical to your success. Techniques for sales lead generation range from trolling social networking sites to tapping into other kinds of online and offline sources, to old-fashioned cold calling of names pulled from phone books.
Performing business lead generation in any of these ways consumes time that reps would rather spend talking to qualified customers and closing deals. Worse still, these manual sales lead generation techniques often yield less than useful results, in the form of incorrect phone numbers and partial or outdated data. This type of faulty information leads to more wasted effort and expense pursuing “dead dials” and abandoned email addresses.
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