In the B2B world, it's easy to assume that every lead you go after is going to think alike. It's risky to make assumptions the B2B industry is overly uniform and businesses automatically gravitate to products like yours. In truth, every business customer is different. Your sales and marketing team could end up wasting time going after leads that don't even qualify based on your criteria. It's time to learn how to engage highly qualified leads to avoid wasting time you could spend on more important things. What's important is to give your sales and marketing team the right tools [read more...]