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Inbound’s Low Hanging Revenue Fruit

The unsolicited inquiry is increasingly a lost opportunity in today’s automated workflows.

Source: Bigstock

One of the unintended consequences of the rapid shift to sales force automation tools, CRM systems, and large-scale lead generation campaigns is that things only work well when you target prospects and they respond to your promotions. It's an outbound world now. Pity the poor prospect who unprompted calls you to buy something! I have recently been in that position, having to make sales inquiries to data companies on behalf of clients. At first, I simply bemoaned the quality of...

 

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Russell Perkins

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