The process through which companies seek out new clients has been irrevocably altered. The cold call directory, print advertising, and exhibition booth remain but do not hold the same clout that they used to because every credible client now begins its quest on the Internet before ever speaking with a salesman. Companies that realize this reality and allocate funds to digital marketing programs...

Every company must have an endless source of new clients to expand. Word-of-mouth is helpful. Networking does its part. However, neither generates the steady and scalable stream of prospects necessary for true business growth each and every month without fail. Every growth-oriented business owner eventually reaches the same realization. What approach do we use to discover the ideal prospects,...