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The 5 Top Media for Cold Prospecting

ViewPoint

According to the Direct Marketing Association’s Power of Direct Marketing study, B-to-B marketers spent $14 billion in 2011 on telephone marketing for lead generation in the U.S. One of the most interesting twists in SEM is the opportunity found in specialized search engines that concentrate on certain industry verticals, such as IT, retailing, or industrial categories.

B2B Lead Management Market Heats Up

delicious b2bmarketing

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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