Recently, I’ve heard from companies like Bulldog Solutions, InsideView, Jigsaw, netFactor, Reachforce, PointClear, Genius, Leads360, among others. Positioning yourselves as “lead management” does not help differentiate what you REALLY do. In B2B, it’s not about batch-and-blast acquisition as much as it is about using email to continue a conversation. 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.