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The Lament of the Inside Sales Team: Data, Data Everywhere, but Who’s Ready...
As the MECLABS Research Partnership analyst team, my colleagues and I speak with professionals who attend our events (like the next month’s MarketingSherpa Email Summit in Las Vegas), purchase our...
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8 Questions to Steer Your Marketing Priorities
You could be racing the finest Formula One car, but if you’re always steering in the wrong direction, even a horse and buggy will beat you to the finish line. So it is with marketing. Too many...
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Teleprospecting: When cutting response time is a priority (and when it’s not)
When you’re converting inquiries into qualified leads, it’s widely believed that time is of the essence. Even research published in the Harvard Business Review says you’re almost seven times more...
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Lead Qualification: Stop generating leads and start generating revenue
B2B marketers, stop focusing on generating leads. You’re wasting your time and your sales team’s time. Now that I have your attention, here’s what you should focus on instead: helping salespeople sell....
View Article3 Principles for Effective Teleprospecting that Drove an 839% Increase in Leads
When I first started making test calls with MECLABS (publisher of the B2B Lead Roundtable Blog), I was unsuccessful, to say the least. I was unaware of the real goal of the call, lacked an effective...
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B2B Marketing: 6 essentials for testing your teleprospecting
For years, marketers have been testing messages on emails, websites and pay-per-click ads to determine which ones drive the most sales. At MECLABS, we’ve made this a science and have even patented a...
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Lead Generation: Does your teleprospecting deliver value to prospects?
Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. When it comes to communicating an organization’s value and credibility, asking the right questions and...
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Stop Cold Calling and Start Lead Nurturing
Earlier this week, I had a call with a CEO of a small technology company who was wondering how to optimize his lead generation. He called me after two salespeople quit, and he said, “I’m about to give...
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How Much is Your Address Book Worth?
How much is your address book worth? I know that seems like a silly question because very few people even have a little black book that contains all of their contacts’ phone numbers and addresses. I...
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The Biggest Contributor to B2B Revenue
In most B2B companies with complex products or services, marketing-sourced leads rarely account for even half the revenue and often it is much less. To keep valuable field sales resources productive,...
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