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LEAD GENERATION
Don Richie, CEO, Sequel Data Systems, No. 444
"Throughout the years, we've tried most types of lead generation--i.e., telemarketing, mailings, conferences, training, etc.--but these haven't proven very successful for us. Last year, we put together a mobile lab/demo room that we built on a Freightliner truck. This has been the most successful thing we've done by far. It's on the road almost every week. We take it to customer sites and let them play with the equipment instead of asking them to travel [to us]. This allows us to reach deeper into the companies because [their employees] don't have to travel, and more people see [our solutions] firsthand.
We do training in the truck as well. It allows us to touch more customers who are in remote areas and [are] neglected by most firms. You would be surprised at how many calls we get from people who see the truck on the road and ask us about it."
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