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Developing Outbound Campaigns at Companies Visiting Your Website

Developing Outbound Campaigns at Companies Visiting Your Website

    One fantastic way of picking up leads is to identify website visitors.  By determining who hits your site, and may thus have interest, you’re then able to launch targeted outbound marketing campaigns at those companies.  The key to successfully achieving this end is using simple

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Should You Buy B2B Marketing and Contact Lists?

Should You Buy B2B Marketing and Contact Lists?

    I was recently answering a question on Quora about purchasing marketing and contact lists for outbound marketing.  Someone was wondering whether or not they should buy these lists and, if so, how should they go about doing it? Around 90% of the responses were horrible

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How to Build B2B Prospecting Lists

How to Build B2B Prospecting Lists

    How, exactly, should you build your B2B prospecting lists?  When I start off a consulting engagement, I usually begin by determining how people are building their lists.  Some of the very first questions we ask are what their existing lists look like, what their CRM

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How to Find Email Addresses for Outbound Marketing

How to Find Email Addresses for Outbound Marketing

    If you’re trying to find leads, specifically when building lists and guessing email addresses, you need the right tools.  In a lot of the consulting I do, I’m asked to find specific buyer contact information as a part of larger outbound marketing programs.  How I

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How To Organize Outbound Marketing Experimentation

How To Organize Outbound Marketing Experimentation

    Outbound marketing experimentation is critical. It lets you figure out what’s working, what isn’t, and what to do about it.  So how do you organize your experimentation so it’s consistent, makes sense, and lets you know what it is exactly you’re experimenting on?  However, organizing outbound

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How to Prospect Lower-Tier Accounts in Your Sales Territory

How to Prospect Lower-Tier Accounts in Your Sales Territory

    Today I’d like to talk a bit about lower-tier accounts (as a part of your sales territory strategy) and what, if anything, you’re doing to target them. A normal scenario is that you’re an enterprise outside rep or an inside sales person and you’re responsible

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Targeting Companies Visiting Your Website

Targeting Companies Visiting Your Website

    Do you have trouble identifying which companies are visiting your website? In this targeting website visitors video, I walk through how to figure out which companies are visiting your website using IP Tracking Software, and how to setup outbound marketing campaigns to set up meetings

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Designing Cold Calls That Work

Designing Cold Calls That Work

    Let’s take a minute to talk about the fundamentals of designing cold calls as a part of outbound marketing campaigns.  Lots of people nowadays say cold calling is dead, which I think is just a cheap tactic to get headlines.  There are certain aspects of

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Recommended Outbound Marketing Software

Recommended Outbound Marketing Software

    Today I’d like to talk about the sales stack, and outbound marketing software that helps manage multi-touch campaigns.  This software is something inside or outside sales people need if they have any kind of responsibility with prospecting or outreach to customers. With a lot of

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B2B Email Marketing – How to Start a Multi-Touch Marketing Campaign

B2B Email Marketing - How to Start a Multi-Touch Marketing Campaign

    A multi-touch campaign consists of multiple touches happening over a period of time during an outbound marketing program.  For example, 6 to 8 touches over a 20-day period using a mix of contact methods (email, call, social media, mailers, etc.). My favorite way to start

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