When growth executives of B2B organizations are quizzed on the challenges and barriers they face to achieving their goals, generating more leads is always at or very near the top of the list. It makes sense (and our research backs this up). You simply cannot have predictable, scalable growth without predictable, scalable lead generation. An important component of lead generation is prospecting. I’ve written a lot (some would say too much) about how the customer and successful sellers have...
