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.

To read the full report click on this link:  Leadspace B2B List BuyerGuide2013

Ruth StevensAbout 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: