For most companies, there are millions of sales prospects available. For decades, salespeople have struggled to prioritize certain prospects over others.
Fortunately, modern technology makes it easier than ever before to master this challenge. Though it’s taken a long time to reach the point we’re at today, we are now at a point where predictive and prescriptive lead scoring technology can recommend the right companies for you to reach out to, the right time to approach these companies and the right way to get in touch with them. In this chapter we take a look in the rear-view mirror and review the history of B2B sales prospecting.