At ML, we make a distinction between prospecting, lead generation and lead development.
Prospecting: Prospecting is the effort to identify your Total Addressable Market (TAM), building up a database of the right decision-makers at companies that meet your ideal client profile.
Lead Generation: At the top of the sales funnel you are converting suspects into verified leads. If you have properly identified your TAM, your outreach efforts are building an audience of leads that have the potential to become sales prospects.
Lead Development: Leads advance to the middle of the funnel when personalized outreach results in engagement and two-way dialogue. Leads are converted to a sales prospect when need, interest and timing are aligned.
Our B2B Prospecting and Lead Generation Services lay the foundation for a successful Lead Development and Appointment Setting Program.
An unverified suspect list can skew your data analysis by as much as 30% because you are averaging your results across a universe that includes invalid data.