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Tag Archives: Ruth Stevens

What the Growth of Inside Sales Means to B2B Marketers

I heard an arresting comment at the LeadsCon conference in New York in August.  The speaker claimed that inside sales has outstripped outside sales in B2B, a statistic that both surprised me and got me thinking.  Turns out, the statement was based on a recent study showing that inside sales is growing 7.5%, compared to field sales at only 0.5%, and that as ... Read More »

Beware of Dubious Data Providers: A 9-point Checklist

Are you hounded by email pitches offering access to all kinds of prospective business targets?  I am, and I hate it.  As a B2B marketer, I am always interested in new customer data sources, so I feel compelled to at least give them a listen.  But when I ask a few questions—like where their data comes from—answers come back like ... Read More »