B2B Prospecting Data Just Keeps Getting Better


The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. Employees who travel internationally (Harte-Hanks).

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Tom Pisello: The ROI Guy: Tech Marketers May Need to Rethink.

The ROI Guy

Friday, October 22, 2010 Tech Marketers May Need to Rethink Budgets for 2011 according to new Harte-Hanks research Technology marketers are challenged today with handling proliferating marketing channels to reach and engage more overloaded, skeptical and frugal buyers than ever before.

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Taking away a marketing manager’s excuses!


I was sitting in a meeting of marketing and operations people when I worked at Inquiry Handling Services (long ago scooped up by Harte Hanks). It is true that "Nothing Happens until Somebody Sells Something i ," but I venture to say that in most cases in today’s sales environment, nothing happens until someone in Marketing creates a qualified prospect. When that happens, and the connection occurs between the prospect and the salesperson, a sale occurs 15-25% of the time.

Building Email Lists In The Era Of GDPR


Through “implied consent” and “legitimate interest”, respectively, CASL and GDPR enable sales and marketing teams to lawfully communicate with prospects and customers. List building has always been a critical part of any sales representative’s job.