Research has often cited that B2B buying cycles are longer and more complex, but marketing and sales teams say they’re now grappling with two additional factors impacting their go-to-market strategies ...

As I look back on 30 years of prospecting history, a heretical conclusion forms in my mind: As an industry, we are really no further evolved in prospecting than we were 30 years ago. True, there are ...

Prospecting has a negative connotation for some people. But that isn’t stopping 81% of firms in B2B from doing some form of it, judging by The State of Prospecting 2025, a study by Sopro. Indeed, 70% ...

Prospecting is the life force of sales. A constant stream of prospects is essential to growth and greater revenue for any organization. To prospect effectively, the professional salesperson must ...

More marketers are trying more ways to find new customers. That's the top-line finding of the Chief Marketer 2012 Prospecting Survey, fielded in November and December 2011 to 833 responding marketing ...

Imagine you’re trying to guide people into a showroom with a display of your products. You can do it from the inside—standing at the door with a flashy sign and ...

Every lead-gen channel will see increased use over last year, according to the 2011 survey response. But the largest growth will come among the web tools that marketers can deploy for themselves, ...

Boston–With more prospecting channels available to multichannel merchants, deciding how to allocate your customer-acquisition funds is “a moving target,” said Rob Chapman, Internet marketing manager ...

Among these advisors, 41% reported using social media. Phone continues to be the most used channel to connect with prospects; however, half of advisors under 35, and 40% of advisors aged 36 to 54 are ...

For 22 years, I was the principal salesperson for the agency I founded. I focused primarily on building a sales pipeline via inbound marketing, as I personally despised outbound sales. Three years ago ...