New Year, new objectives and new growth targets! For any B2B company, a solid sales pipeline starts with a solid lead generation program. Advertas has been helping technology companies grow the quantity and quality of their leads for 15 years. Over that time, we’ve found that the lifeblood of a sustainable effort is the marketing database.

Let’s assume for a minute that a.) you keep a marketing database, and b.) you actively maintain it. If that’s not the case, that should be Task #1 on your things-to-do in the new year. There are several CRMs on the market that do a fantastic job of enabling collaboration between sales and marketing, together with marketing automation. (FreshSales, Hubspot, Marketo, and Sugar, to name a few.)