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NEWEST ARTICLES:

How to Successfully Market in the Rapidly Evolving Commercial Fleet Sector

There’s an exciting future in commercial fleet! But the tide may not lift all boats. Over at LinkedIn, we share how you can rise to the top in marketing to fleet owners. ...

How to Lower Costs of Outbound Prospect Lists

How to lower the high hidden costs of prospect lists

I know you’re in a hurry to feed SDRs with more prospect lists. First, look at counter-intuitive ideas that have paid rich dividends for our customers. ...

Cost of Outbound Lead and Prospect Lists

Why Outbound Prospect Lists Cost 125% More Than You Paid

There are hidden costs when you purchase lists. Find out what they are, and the surprising thing you can do about it. ...

Cleanse Salesforce CRM Data for Geocoding and Google Esri Maps

How to Prep Your Salesforce CRM Data for Geocoding & Maps

It’s not uncommon to get less than impressive results with the first go-around if you are new to mapping your data. We show you exactly what to do to get great results. ...

ProsperVue Customer Segmentation in Salesforce

Fast Easy Customer Segmentation for Sales Reps

Want a fast way to create customer and prospect groups for your sales reps to use in Salesforce ProsperVue takes the hassle out of creating segmentation, so you can take actions quickly. ...

What to do when your sales reps think good leads are bad

We explore three cases where potentially good leads are thrown out, and what to do instead so you don’t lose the opportunities. ...

“One and Dones” – the mystery of disappearing customers

A hidden problem with turning first-time customers into repeat buyers increases the true cost of customer acquisition. ...

Why “call often” is like “one size fits all” — Not the best fit for any customer

We’ve heard “call often,” “call everybody,” and “call until you get an order” on the sales floor. But does this approach produce the best ROI ...

How to Find At-Risk Accounts In Salesforce

Losing a valued customer is a fear of every sales rep and sales manager. The longer the elapsed time since an interaction, the more likely the customer risks being lost. How to find them before too much time goes by? ...

Salesforce Lead Generation Location-Based

Location-Based Lead Generation in Salesforce: Mapping a Way to New Leads

Take control of your pipeline. Think differently about the way you treat lead generation for Salesforce. Enable salespeople to not only consume leads, but to generate them as well, with location-based leads. ...

Valgen Sales and Marketing Analytics for Salesforce

Are You Doing Business in 107 Countries? Or 7? Data Hygiene Matters!

The client does business in 7 countries. Or so they said, and I believed them. But they quickly added a caveat: “no one has looked at our database in awhile.”...

Difficult calls to save at-risk B2B customers – how to make them easier

When treated as a defensive strategy to keep a failing account, we have found that taking customers to the ballgame can backfire. ...

Five Data Hygiene Tips So Your Sales Data is Always Ready for Analysis

Predictive analytics needs a foundation of clean data. Here are our top five tips for data hygiene, so you’re always ready for marketing and sales campaigns. ...