If I earned $1 for every time a prospect asked me within 30 seconds of a first call: “how many leads can you guarantee” without providing any additional information, I would be a rich man. The simple fact is that if they were asked the same type of question by their prospects 30 seconds into [...]

B2B lead generation teams who want to move to mass customization selling process will most likely need to leverage new technology (e.g., Marketing Automation and Sales 2.0 tools), revamp their marketing and sales processes (alignment, agreement on goals, and possibly organizational structures), as well as re-train and/or shift current thinking about how to attract, court, [...]

B2B marketers and sales professional should adopt a page or two from the B2C handbook regarding marketing best practices for interacting with their prospects. The concept of mass customization has been preached in business schools and board rooms of consumer-focused companies for many years. Many leading B2C firms had to evolve from mass production to [...]