How to Shift Target Markets in These Uncertain Times

dart board

By Kendra Lee The foundation of your lead generation strategy is your target market. It defines the personas you are going to target, the key messages and problems you should talk about, and even the activities you should use. The question I’ve been asked a lot recently is “What do I do if my target […]

How to Combine Lead Generation and Sales Prospecting Campaigns

Mass Email Campaigns

A few weeks ago, I got an email from a savvy sales rep and client of ours who is in the middle of a lead nurturing campaign and prospecting for clients. He was reading Jeb Blount’s new book, Fanatical Prospecting (which I highly recommend), where Jeb says prospecting should not be done via bulk email, […]