Sales Prospecting Perspectives

If it weren’t for our partnerships with B2B data providers, I would be lost. They make my days easier in so many ways. Whether a rep needs a fresh new list to help them meet quota or a client needs a list with five pieces of criteria that are nearly impossible to find, our data providers get it done.

Like anything you outsource in business, you want to give up the details to the experts so they can find and create the quality you’re looking for. After working with many providers over the years, I have come up with a list of things to look for when evaluating data providers. Here is what I find to be most crucial:

(and how to stop failure from happening)

Sales Prospecting Perspectives is pleased to bring you a guest post from Lisa Fugere, Content Marketing Strategist at Radius Intelligence a company that offers sales prospecting software powered by big data. You can find her on Google +!

Radius offers a marketing platform built on top of a database that sorts through billions of data about U.S. businesses each day. Because our platform uses big data to help marketers unlock key customer segments, we’ve thrown our hat into the overcrowded online world of marketing about big data solutions. Online search traffic for big data has surged in the last couple of years.  

Having the know-how to find the right contact could be one of the most underrated functions of the prospecting process. This ability separates someone who is average and someone who excels. It sounds easy enough until you actually sit down and try calling into a company like Microsoft or IBM to see who handles some niche area of technology operations.

It's officially the end of the first month of 2014. Was the new year all you thought it would be? Are you still keeping your New Year's resolutions? Are your sales and marketing teams surpassing the goals they set at the end of Q4? Now is a great time for some reflection on your sales and marketing plans. Look back on the statistics from this month compared to other years, and see how your teams are doing. We hope they're succeeding!

Sales Prospecting Perspectives is pleased to bring you a post from Tamara Graves, Senior Director of Demand Generation at NetProspex. 

The holidays have passed and marketers are focusing on what will make them more effective and successful in 2014. Through conversations around the office between sales and marketing, we created a list of the top five topics we believe will be on every marketer's priority list for this year.

Maintaining accurate CRM data is a challenge for nearly all of the organizations we've partnered with over the years. We all want to believe that the data we collect from tradeshows, list vendors, webinars, and website visitors are all certified gold, but that isn't always the case. Inevitably there is a percentage of data that is not worth calling at all. From fake contact information to "consultants" looking for jobs or the guy that dropped his card in the fishbowl to win the free iPad, the average CRM is cluttered with this crap.

Sales Prospecting Perspectives is pleased to bring you a guest post from Michael Powers, Events/Buzz Coordinator for NetProspex.

What good is data if you can’t properly use it?

You work hard to collect your marketing data. But sometimes, you collect so much data that it’s hard to make sense of all of it. In these instances, there’s a lot going on in your database, and it’s up to you to get a handle on it to ensure a good return on investment on all of that data.

Sales Prospecting Perspectives is pleased to bring you a guest post from Lisa Fugere, Content Marketing Strategist at Radius Intelligence a company that offers sales prospecting software powered by big data. You can find her on Google +!

As a neighbor to the Radius sales team, I overhear a lot of phone calls. I was recently going about my business when a sales rep halfway through his first week of his first sales job slammed down his phone in such frustration that a few rogue papers flew off his desk.

There is a natural sequence to most of the activities we engage in on a daily basis.  Every day is a series of steps leading to an endless amount of completed projects that combine to create what is our life.  If you are hungry and need a meal, you find a recipe, shop for ingredients,  cook,  then eat.  If your kids need new clothes, you find their size, their desired style, you shop, they wear the clothes...  Job done.