Ladies and Gentlemen of Sales… always prospect.

If I could offer you only one tip for the future, prospecting would be IT.

The long term benefits of prospecting have been proved by businessmen whereas the rest of my advice has no basis more reliable than my own meandering experience.

I will dispense this advice now.

Enjoy the power and greatness of your selling. Never mind. You will not understand the power and greatness of your selling until they have faded.
But trust me, in 20 years you’ll look back at photos of yourself and recall in a way you can’t grasp now how much possibility lay before you and how fabulous you really were in selling.

You are NOT as bad as you imagine.

Don’t worry about the lead generation; or worry, but know that worrying is as effective as trying to solve an algebra equation by chewing bubblegum.
The real troubles in your sales are apt to be things that never crossed your worried mind; the kind that blindside you at 4pm on some idle Tuesday.

Do one thing every day that scares you.

Cold call.

Don’t be reckless during sales deals, don’t put up with people who are reckless with your deals.

Email.

Don’t waste your time on jealousy; sometimes you’re ahead, sometimes you’re behind. The tail is long, and in the end, the race is only with yourself.

Remember sales you close, forget the failures; if you succeed in doing this, tell me how.

Keep your old sales letters; throw away your old price quotes.

Listen.

Don’t feel guilty if you don’t know how to sell to the next lead. The most interesting sales people I know just have built trust with their leads, some of the most interesting salesmen I know still have this trust with these customers.

Get plenty of relationships.

Be kind to your relationships, you’ll miss them when they’re gone.

Maybe you’ll make a fortune, maybe you won’t, maybe you’ll have leads, maybe you won’t, maybe you’ll become sales manager at 40, maybe you’ll dance the funky chicken on your 50th salesman anniversary.
Whatever you do, don’t congratulate yourself too much or berate yourself, either. Your choices are half chance, so are everybody else’s.
Enjoy your sales ability, use it every way you can. Don’t be afraid of it, or what other people think of it, it’s the greatest instrument you’ll ever own.

Write pitches.

Even if you have nowhere to do it but in your own living room.

Read the directions, even if you don’t follow them.

Do NOT read business magazines, they will only make you feel a laggard.

Get to know your customers, you never know when they’ll be gone for good.

Be nice to your sales assistants; they are your best link to your success and the people most likely to stick with you in the future.

Understand that colleagues come and go, but for the precious few you should hold on. Work hard to bridge the gaps in geography in relationships because the older you get, the more you need the people you knew when you were young.

Be at the top once, but leave before it makes you hard; be a failure once, but leave before it makes you soft.

Meet.

Accept certain inalienable truths, prices will rise, products will change, you too will get old, and when you do you’ll fantasize that when you were young prices were reasonable, products were great and competitors respected each other.

Respect your competitors.

Don’t expect anyone else to support you. Maybe you have a recurrent business, maybe you’ll have a big customer; but you never know when either one might run out.

Don’t mess too much with your career, or by the time you’re 40, it will look badly.

Be careful whose advice you buy, but, be patient with those who supply it. Advice is a form of nostalgia, dispensing it is a way of fishing the past from the disposal, wiping it off, painting over the ugly parts and recycling it for more than it’s worth.

But trust me on the prospecting.

Origin:
This is based upon “Everybody’s free (To wear sunscreen)” by Baz Luhrmann, who has used an essay called “Advice, like youth, probably just wasted on the young” written by Mary Schmich and published in the Chicago Tribune as a column “Advice, like youth, probably just wasted on the young” in 1997.

Read the entire “Everybody’s free (To wear sunscreen)” story.

Craving knowledge by the probable purchaser

In these days where information on companies, products and solutions is available by just launching a query or is being brought at your attention by a web service, the days are over of the Salesman knowing more than the probable purchaser.

The buyer is interested in his problem, thus has investigated and evaluated many possibilities and options provided by the market, specifically concerning his problem.
Thus in a short amount of time the buyer becomes an expert in this particular field of solutions. He becomes very knowledgeable by craving knowledge on the Internet.

Sales rep. lagging behind

The Salesman however has a several solutions or products able to solve a multitude of problems – sometimes even in different fields of business.
His knowledge will be lesser than that of the lead who has been investigating the Internet and the competitors.

Formerly a Salesman could get away and get the contract signed with a good sounding explication as knowledge was:
- Hard to obtain.
- The Sales rep. was one of the main sources

However, in the era of the Internet he has to be careful whatever he tells, as the buyer could already know about it.
So times have changed. Sales rep. needs to adapt new technology.

Both could/should investigate

If the customer has become more knowledgeable about products, solutions and vendor companies at the same time the Salesman can be better informed about the company of the potential customer.
- The Internet as a data source concerning the company, market, management and the contact.
- The website visit data gives insight to the Sales rep. about what the visitors of this company have been doing.

These are part of the functionalities provided by LEADExplorer for the Sales rep. in order to be better prepared.

Thus both parties can have enhanced their knowledge using technology.

School: the first carrot

At the start of school they tell you:
Do well in school en then you will be have a great future ahead of you.
So you work hard until you finish school.

Work: more carrots

After finishing school:
You go to work and they promise you work hard and you will have a big career.
So you work hard and the carrot gets bigger and bigger.

Some people never catch the carrot, others do.
Those who obtained the carrot or ‘arrived at the top’ should question themselves:
- Are they happy or better off after all these years of working?
- What’s next as there is no more carrot? (retirement?)

The journey is more important

Maybe life is about the journey, not about running after the ever changing and growing carrot that hangs ever further away.

This writing was inspired by this video made by FurryCarlos Production (Trey Parker and Matt Stone – South Park), who have brought to life the teachings of philosopher Alan Watts, telling about life by comparing Music and Life.

It is not the last note of the music, but the entire music composition.
It is the journey of life that is important.
Enjoy the journey, you will enjoy life.

Sales and the journey

If you are in Sales, look beyond the carrots: the next closing, your commission or becoming the VP of Sales in order to enjoy life.
The joy is in the Sales process.
Enjoy your sales life by the many different people you meet. Think and enjoy about the chance to learn to know many different people in many countries. This makes your journey more interesting and richer compared to most other people.
It is a completely different journey than having a “nine to five job”, within the same office or production environment with the same people for many years.
Being in Sales is not just about the carrot or the next carrot.

The journey between leads and closing of sales

Don’t forget: although the journey is to be enjoyed, the closing is required to keep the journey going on. As well as finding new leads for the next closing of sales.

Tell us about your journey between lead generation and closing.

Viral marketing can be very powerful but you need to get it right which is only possible by involving emotion. People on pass on viral messages, when they are connected emotionally.

Maki on DoshDosh.com references a study of 2007 by the Indiana University that defines 6 types of emotion that can work:
1 Surprise: the first emotion
2 Joy for life enhancement products
3 Sadness for immediate response
4 Anger for immediate reaction to perceived injustices
5 Fear for products or solutions that solve the fear-causing problem
6 Disgust for young males

Would viral marketing also work in B2B?

Is there emotion in B2B?
Probably as B2B Marketing is about people.
People buy, not companies.
The decision makers are people too, thus the same rule of emotion applies.

With the abundance of information and content, your viral campaign needs to be remarked in order to be passed on. There is nothing better than emotion.

Emotion: Surprise

Google Maps, Earth and Apps were all surprises as they came for free.
Although this seems to be aimed mainly at consumers, actually Google sells to business: their advertising.

The breakup is remarkable:

One wouldn’t expect this was from Microsoft, which was a part of the surprise of this “Sex in the City” type of video.

Emotion: Joy

SAP started their tagline in 2000: “Enjoy SAP“.
However we don’t know if anyone ever enjoyed SAP, besides the consultants.
And it didn’t go viral.

Still joy will exist within B2B, like the joy of paying less for more with every purchase.

Or the joy of having your small business:

By Mastercard

Emotion: Sadness

Probably less applicable, but could happen when a good product is no longer supported. This would work against the decision made by your company.
This one has a sad feeling (by the music) and is funny at the same time.

From Epuron

Emotion: Anger

Smaller companies have used this in the role of the underdog
Like Apple against IBM:

This was long before videos could spread over the Internet. Still everybody spoke about the “Big Brother” video.

Emotion: Fear

Fear is everywhere in B2B: from security to continuity
Fear is probably the most present in B2B

From TrendMicro

Emotion: Disgust

People are disgusted about spam, but that could also work against your viral campaign.
If you known one in this category please tell us about.

No emotion: but a strong message

This seems to work too, but less evident to pass on to others.

This sad sounding video, has a clear statement you will remember:

Form http://nomoreabandonedcarts.com/ by Verisign.

Just nice graphics, but compelling to their target:

By NetQoS.

What about your B2B campaign?

Would you be able to set up a viral campaign based upon surprise, joy, sadness, anger or disgust?

7 Reasons to sandbag deals

In 7 Reasons to Sandbag Colin Wilson (Managing Director & Founder FirstBorder) explains why sales reps do sandbag most of their future deals:

1. Pipeline – no funnel
If the sales rep puts in his “maybe” business deals, he will get management on his back if the deal doesn’t crystallizes.
Thus there are only pipeline deals and no funnel.

2. Setting the target
Sales people are paid on commission and commission is function of the target that has been set. If a deal can’t be closed before the end of target, he is better of with moving the deal into the next period.

3. Commission caps
Once a commission cap is reached, more deals won’t bring more income. Thus sandbag the deal until the next quarter.

4. Bad quarter
Instead of having a bad quarter, it is sometimes better to have a terrible quarter and make up for in the next quarter.

5. Protection
By showing all possible deals in the funnel and loosing many of those throughout the quarter will leave a bad impression. Thus delaying these deals, until they become more certain, gives protection.

6. Unwanted attention
Upper management is attracted by big deals, causing unwanted attention and overhead.
By sandbagging, the problem of upper management is avoided.

7. Unnatural Acts
In order to make the numbers for the quarter, any deal in the pipeline needs to be closed at any price by giving discounts. Not good for current and future business. The best thing to do is not to show up the deal in the pipeline at all.

Thus the main sandbagging reasons are:
- The drive to get commission, but without getting punished.
- Avoiding the involvement of Management.
- The personal ROI of the Sales rep.

The careful Sales rep

All good sales men have one or two deals sitting in their drawer, just in case their next quarter isn’t good enough. Also these deals can work as a lightning protector when management gets upset over missing targets or a lost deal.

Solving the CRM failure

As the Sales reps sandbag their deals, no CRM will be up-to-date and will be effectively used as garbage in is garbage out.

There should be an automated link between the lead generation, the actions of the potential customers and the actual sales follow-up in the CRM system for making the CRM interesting and beneficial for the salesman.
By getting or qualifying the leads from the website, using the website as a source of information about the deals and leads and the CRM as an Internet Data Mining tool about the potential customers, the CRM becomes interesting for the Sales rep.
This brings many benefits for the Sales rep to work with the CRM.

If you would be interested, how persistent a salesman can be in order to achieve his first goal: managing to get the conversation started with a potential customer, then look into this email thread example with a possible lead.
The approach Dave Kurlan is using is pushing it to the limit, by trying everything just to get a response in order to start a conversation.

Questioning the thread

Although he sends several emails, there is no information of benefits or pitch.
It is amazing people do respond to such “empty” messages.
- Would the goal be attained faster/easier by proposing a possible solution suited to the situation that company is in?
- Would showing the understanding of the problem of the potential lead by the salesman allow starting the conversation faster?
- One can propose a solution even if the addressee says he is not interested. Then you still can ask “Why?” or “How different is your problem?”

Here is an example of a persistent salesman on a market:

The salesman on the market is convinced the ignorant man will buy sunglasses.
Thus he persists in showing, forcing to experience different sunglasses and proofs the quality of his products. He doesn’t give up and gets the conversation started.

Engaging the conversation with knowledge

We are all convinced if you as a salesman fail to get a response or fail to engage a conversation, you need to be persistent in order to get a response. To get a dialog started.
Moreover, if you leave the lead alone, he will not automatically come back to you. You have lost the deal already.

In case your website has been visited by the company, you know already about their interest, that you can enhance with available data on the Internet to be used in your teasing or proposing messages.
Teasing someone with a message that addresses his or the problems of the company, will enhance the likelihood of getting a reply and starting a conversation.

Thus you have to look for clues by:
- The pages visited
- The search terms used
- The originating website
- How the returning visitors get on your website
- How many unique visitors from this company are visiting.
This is to be combined with Information from the Internet on the company, management, people, products and solutions.

In any case you have to be persistent, so don’t give up after the first call or email, neither after the third call.

Virtual trade show

Over the years the virtual trade show concept has been promoted several times and discussed by leading marketers like Mou Mukherjee, but it has never caught on or become successful. This probably due to the technology required and the experience of the visitor.

Although there are many advantages compared to physical trade shows
- No travel
- No lodging
- Scalability of number of people needed
- No geographical boundaries
- No hectic
- No big set up costs
- Availability 24 x 7

Several companies are offering these virtual trade shows:
- Unisfair
- GoExhibit
- ON24
- iTradeFair
- InXpo

These solutions offer reporting and tracking as the visitors do need to register.

The features of these shows are: customizing of the trade show and the boots, integrated web casting, 3-D feeling, multi-lingual and networking capabilities.

In the current economic environment with high fuel costs this time a virtual trade show might just succeed as this solution offers interaction with other visitors, document download, show presentations and chat.

Return on Investment
At the end of the day it will come down to the price and the effectiveness for lead generation. or the Return On Investment (ROI).
- Price:
If the price is right it could fly. If to expensive nobody will participate.
According to ON24 hosting a virtual show will cost a company between $20,000 and $50,000 to produce, whereas GoExhibit starts at $25/month (?) to host a tradeshow.

The cost for a company to participate in a trade show is defined by the organizer.
The organizer has besides the hosting costs, mainly marketing costs: for attracting exhibitors and for attracting visitors.

- The number of Leads generated

The ROI is the cost per lead: calculated by the total cost divided by the number of leads obtained or qualified.
A Virtual trade show has one big advantage over real trade shows: the costs are more precise and not scattered over many departments in a company (including many expense notes).

Registration is a problem
The registration before visiting is probably the biggest barrier for anyone to visit.
Some of the registration procedures are just too long and cumbersome: not just name, company and email, but detailed contact, function, company information and interests.
Moreover as the interested visitor is aware of the risk of being called and contacted by all the exhibitors, he could just not register and search the Internet and visit company websites incognito.

The Search Engines

The competition is fierce: The Search Engines – indexing everything on the Internet.
They have turned the Internet itself into the biggest trade show on earth, also available 24 x 7: the World Wide Web.
Most of the benefits for virtual tradeshows apply too.
And the user has a higher chance of finding exactly what he is searching for, as the search is not limited to the trade show environment.
However you need to equip your website with the necessary communication features: downloads, presentations, video, chat.
Thanks to different free web services downloads, presentations and video are feasible to embed in your website. Enabling chat on your website is a bit more complex, but still relatively easy to do.

The main thing that is missing is the website visitor identification.
This can be solved partially by subscribing to a website visitor identification web service, revealing the company name of the visitor, the language the geographical location.
The advantages are:
- The visitors are not aware of being identified and tracked.
- The visitors have the opportunity to search world wide, not restricted by the trade show.

Virtual trade show or World Wide Web trade show?

Is there a need to mimic a real trade show on the Internet?
Will people register for visiting a virtual trade show or will they submit a fake name and email address?
A virtual trade show organizer should advertise and generate interest from companies your company normally can’t reach out to.

Would it be better to equip the company website with additional features like downloads, forum, chat and website visitor identification?
Of course you have to generate interest for your website in order to get visitors.

If Virtual trade shows would remove their registration and use a website visitor identification service, the main hurdle for the visitor would disappear.

If Company websites would add on communication channels and use a website visitor identification service, the current visitors would be identified.

The difference between both solutions would be in the marketing and attracting visitors to the virtual trade show or to the company website.

In both cases you will miss the face-to-face contact. Still online marketers prefer Virtual Trade shows as they cost less and often result in more targeted leads.

In any case less people are and will be visiting trade shows as they can:
- Find their information online.
- The economic downturn will allow less travel.

See previous post concerning the Warshaw curve and era.

Or read the original writing of Douglas Warshaw about On-Demand content consumption and Flipping the Bell curve on applying the Warshaw curve to B2C by Lovely Auer (also known as Adam Park).

Three different market segments are defined:
- The Land of Free
- The Highland of Premium
- The Valley of the Mediocre in between.

In most trends B2B is lagging behind on B2C, thus probably also for the Warshaw era.

Mobile providers: Land of Free

Just like in B2C, the mobile providers are showing the way in B2B too:
A free Asus EEE portable computer + free mobile phone when subscribing for a mobile phone subscription (in the UK and The Netherlands)

Of course this proposal addresses both consumers and business people; still the offering seems mainly to be geared at businesses.

B2B software

The Land of Free
These are the Low-End web service solutions appealing to a large market.
- The Free or Freemium model that is limited in use or capacity and for a limited number of users.
- Small monthly fee solutions for “generic” or universal solutions: CRM, Invoicing, Administration, Web analytics, Content Management System, Office applications, Contact Management, Collaboration solutions, …
These solutions can in most cases be defined by “Less is More” bringing the advantage of not only low running costs but also low implementation costs.

The Highland of Premium
Software used to be solely in the Highland of Premium.
Microsoft and their early competitors changed this in a first phase.
These are the “old” high-end software solutions for large or multinational corporations.
- ERP solutions: SAP, Oracle Financials
- CRM/Call center: Siebel
- Computer Systems Management: IBM Tivoli series, HP OpenView, CA Unicenter, BMC Patrol Consultant
These solutions can in most cases be defined by ‘Too complex to implement” by having high implementation costs and high running costs and can take forever to implement.

The Valley of Mediocre: occupied by Open Source?
Could Open Source solutions be in the Valley of the Mediocre?
They are Free: there is not an upfront payment or investment involved with Open Source. Thus the first impression is ‘The Land of Free’.

However implementing Open Source, a company needs to:
- Invest in a server
- Hire an experienced engineer or system integrator to install, integrate and run the software
- In certain cases: pay yearly for support and maintenance of the software.
- Know about the licensing: GNU GPL, GNU LGPL, GNU FDL, …, CopyLeft.

As the software has been created and crafted by a large number of contributors (individuals), it is likely to be complex, thus one or more specialists with experience in the matter (software, business and business process) are needed.
Moreover Open Source comes in many releases which are defined as stable or not stable.
Only someone with experience in Open Source software can pick out those releases needed to keep pace with the new versions and not to get stuck in an older no longer supported version.

Complexity of licenses:
GNU GPL, GNU LGPL, GNU FDL, …
- How free is the Open Source?
- What about the additional development changes: do they need to be placed in Open source too?
An experienced lawyer is required.

These additional hidden costs probably place the Open Source software solutions in the Valley of the Mediocre.

Example: VOIP

In the Land of Free:
- Skype, Windows Life Messenger, Yahoo! Voice and several others are available.
- VOIP Call centre: additional solutions have been added to Skype by third parties: like the call centre solution SKY-click (free)

In the Highland of Premium:
Any VOIP solution from the big brands like CISCO, Siemens, Ericsson, Nortel, Avaya, Lucent, …

The Valley of the Mediocre:
Again in the middle there is the Open Source provided by Asterisk.
A company has two alternatives:
- Hire a specialist to install and run the software
- Buy a pre-installed version on an appliance.
Again the Open Source VOIP can be placed in Valley of the Mediocre as the hidden costs don’t make it really free or low cost.

Warshaw for more traditional products

There are probably more examples besides the software industry.
Any design engineer can choose the quality required for his products depending on the product and market specifications.
- Low pricing, low quality: screws and fasteners having a low DIN Norm(alization)
- High pricing high quality: screws and fasteners having a high DIN Norm(alization)

Warshaw exists in B2B

Apparently the Warshaw era exists in B2B too.
And Warshaw is likely to stay.

The most obvious Warshaw examples are in software, SaaS or Enterprise 2.0 businesses as:
- They are in constant evolution to keep pace with new market trends and the fast changes.
- Their products and solutions can be deployed over the Internet as a service not requiring any physical delivery, thus freeing them up from any logistic costs involved.

Do you have been involved with people who portray themselves as utmost important potential customers having big potential sales?
They know the opportunity of a lifetime in your business or related to your business.

The lead

The first contact is their initiative:
They approach you:
- On a trade show with a complex story or a very different business case.
   They propose the very important conference call with the involved parties. 
   Organizing will be difficult as they travel so much.
- By email or telephone with the message to call back immediately on their mobile phone
   They need to discuss important matters with you.
   You need to call them on their mobile as they are in very international business.

You have to take action or call them immediately, as it is very important and you shouldn’t miss this case.
A mega lead for free? There is no such thing as a free meal.

No call immediately versus the urgency of the lead

As their story or their opportunity is vague, not in your geography or sales territory (far away), and you don’t know them you don’t call them immediately. You need to serve other leads and customers waiting: quotations, meetings, …

As you don’t call them instantly back, they will:
- Send you another email urging to call them on their mobile.
- Call your P.A. (personal assistant) telling they expect you to call back immediately on their mobile.
   Your P.A. will call you urgently as the man on the telephone seemed to be important.
- Leave a message on your voice mailbox telling they have something important to discuss.
   It’s your last chance – call them back on their mobile instantly.

Apparently you should even thank them; they have selected you and called you! Giving you the change to participate in this major opportunity.

Then you wonder what’s up? So you eventually you call them.

The call to impress

Once you get into a conversation with them, they will tell you a rather complicated or confusing story partly related to your business offering. They are very enthusiastic and see many more opportunities to come.

Their main goal seems to be to impress you with their importance or their important relationships and the high market potential and opportunity they have acquired.

The urgency pressure and specific requirements

As they have declared themselves as very important, they start demanding all kinds of changes to your solution, that you need to do as else you will miss the enormous opportunity they know about and where they have access to.
However an immediate action or decision is not the case.
The pricing has to be discussed. Due to the importance of the project the pricing has to be very competitive (they don’t say low or cheap).
They close the conversation as they need to be ready for the next important meeting elsewhere.

Follow-up calls, conference calls and meetings

After several follow-up calls and maybe even a meeting (preferably in the national airport as they have other important business to arrange in many countries), nothing happens yet.
You need to work on the competitive pricing including all the required changes.
Thus you involve product management, who involves R&D or development. Then setting up meetings and conference calls as everybody needs to understand the concept, market and potential.

Every time the big potential customer will have a different reason, why the deal is not yet happening. Still you need to come up with competitive pricing for such a large deal.

Quotation

Some time later, you send them an email with your best offering and competitive pricing, maybe not completely matching their requirements, but fair enough.

Then silence from the potential customer sets in. 

Epilogue

Later you find out they:
- Have no business
- They have gone out of business by lacking customers or funding
- Are still trying to set up the business
- Have chosen a complete different low cost (or Open Source) solution, not matching their requirements at all.

After word

Did you ever understand these people?
Why was it so urgent?
- Their main goal was to get the lowest price for a one off solution.
- Running out of money and putting you as the vendor under pressure.
- They had this really great idea and tried to find a partner to fund and realize it.
- They were just dreamers.

Maybe we should feel sorry for them.
Maybe this is part of normal business and sales, where people try different schemes.
Still they have required time and people for meetings and conference calls.

Never the less: some of the most disruptive and innovative products where developed and launched in this way as these entrepreneurs had not enough money, no real business yet, no market.

Did you encounter similar people and similar leads?
What were your experiences with those life time opportunity leads?

Machine gun marketing

A machine gun is a fully-automatic mounted or portable firearm, usually designed to fire rifle cartridges in quick succession.

Machine gun marketing is fully-automatic sending of large amounts of emails: email marketing.

- You send thousands of emails to people you don’t know.
- You use your own email lists (exhaustive) and probably bought opt-in lists.
- You send messages with subjects, the majority of the addressees don’t want to know about at this moment.
OR
- You hire a call centre to call decision makers in companies from a purchased list.
- You have written a script for the operators on a subject that might not be of interest.

This is like shooting with a machine gun: hardly hitting anybody as it is like a spray of bullets.
You might get a few replies or hits on your website, but you have big overhead.

Moreover the next time you send an email with an interesting subject, the addressees could ignore it completely.
OR
People will click on the link, but bounce immediately as they misinterpreted the email or don’t relate their problems to the content of the landing page.
OR
When you call those who have been selected by the operators, they seem to have a different need.

Sniper rifle marketing

A sniper rifle is a rifle used to ensure accurate placement of shots at greater ranges than other small arms. A typical sniper rifle is built for optimal levels of accuracy, fitted with a telescopic sight and chambered for a military centrefire cartridge.

You could also target only those companies who have shown interest by visiting your website.
- You will send messages with the best suited message based upon the pages visited on your website.
These companies are a very precise target.
OR
- You call the decision makers from these companies personally with all your sales skills for knowing if there is a fit or a possible interest.

This is sharp shooting emails or cold calls, like shooting with a sniper rifle.

You will be very effective in generating visits or replies to your communication.
Thus very efficient lead generation: more leads, less work.

Less is more

So what is the most efficient lead generation?
Addressing those companies who have shown interest in your products or services by the visits they have paid to your website.
This is the advantage LEADSExplorer by providing the benefit of being more successful at less effort, less costs, less time.
Less is more.