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B2B Lead Management Market Heats Up

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Recently, I’ve heard from companies like Bulldog Solutions, InsideView, Jigsaw, netFactor, Reachforce, PointClear, Genius, Leads360, among others. While called "web analytics" in both cases, the capabilities are not the same, nor are they intended to be. Successful VPs make this transition in stages and use early successes (sales results aligned to a specific territory, solution, or vertical)-- and much tighter involvement with inside sales -- to show the theory works. In most B2B cases, the first sign of interest is a visit to the website of the company.

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