When we at HubSpot set up our first team dedicated to sourcing leads and making proactive calls into the market, we made these same mistakes. After a number of frustrating cycles with purchased lists and data source subscriptions, this team ultimately resorted to simple searches in Google. These salespeople conducted Google searches for phrases that they presumed would yield a list of “good-fit” companies for the HubSpot service. The process effectively yielded qualified companies on which to call. However, the time investment needed to source these companies was unsustainable. Here is how the
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