For reaching cold prospects among business audiences, sales and marketing teams begin with a list. But how should you develop your prospecting list?
What are the best sources for prospecting names? In this white paper, one will find a thorough review of the steps that sales and marketing people should take to identify and gain access to their top prospects.
About the Author: Ruth P. Stevens is a director and contributing editor. We appreciate her contributions for the benefit of the BIIA membership. Ruth’s expertise in customer acquisition and retention derives from a decade and a half of hands-on marketing for both large enterprises and start-up companies. Ruth is a frequent contributor to a variety of marketing publications and author of Trade Show and Event Marketing and Maximizing Lead Generation: The Complete Guide for B2B Marketers. She teaches marketing to graduate students at Columbia Business School. Ruth serves on the board of the Direct Marketing Club of New York. She can be reached at: email@example.com
Joachim C Bartels is a co-founder, managing director and Editor-in-Chief of BIIA. In his capacity as Editor-in-Chief he is responsible for the selection of relevant information content concerning industry insights, trends, technological developments, standards and policies impacting BIIA members in particular and the business information industry in general.
The BIIA library is approaching 10,000 news items and best demonstrated practices. BIIA members receive regular news alerts on key developments in the industry and the regulatory environment. The BIIA readership is widespread: between 4 to 5 thousand unique visitors access BIIA.com per month.