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August 31, 2020
Sales Strategy

Understanding the Hidden Costs of a Bad Lead

Experts have said for years that sellers need to prioritize lead quality over quantity. The great thing about pivoting to this strategy is that fewer—yet higher quality—leads provide sellers with the opportunity to close faster deals. This happens in part because

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June 9, 2020
Marketing Strategy Sales Strategy

How Leads Fit into Your Account-Based Marketing Strategy

Account-Based Marketing (ABM) is a clear-cut approach to winning enterprise-level business. Every ABM initiative centers around a narrow list of high-profile accounts and readily eliminates low-value targets—which allows industry players to craft hyper-personalized experiences to enrich relevancy, engagement, and trust. “Salespeople talk

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May 12, 2020
B2B Data

The B2B Data Tipping Point in Your Lead Generation Efforts

A thriving lead generation strategy is the result of your commitment to data quality. Sellers must continuously augment their existing data sets with timely information to enrich their understanding of the ideal customer. But just like a pipeline filled with incoming

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