Buying a Company Just for Lead Generation


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  Two years ago Vonage bought Vocalocity for $130 million to expand into VoIP for businesses. When talking to the founders of Vocalocity several years prior to the exit, I learned that their primary driver of growth in the early years was helping third-party VoIP lead generation sites get better at generating leads, which in turn resulted in  Read more

Effective B2B Marketing

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You’ve probably heard the saying, “No one wants a drill, they want a hole in the wall.” The idea behind this quote is that what customers say they want – a drill – is just a means to the end; namely, a hole in the wall. Unfortunately, this is only part of the story. If  Read more

Leaving Effective Voicemails

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Social platforms like Facebook and LinkedIn have redefined “building a relationship.” While social tools can be effective communication tools, sometimes you should just pick up the phone and make a call. There is something different about hearing a real person with a real voice asking for your business that is hard to ignore. The reality,  Read more