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How One Man Used Artificial Intelligence to Generate Genuine Sales Leads

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This story appears in the December 2015 issue of Entrepreneur. Subscribe »

If there's one thing software company Ebsta understands, it's customer relationship management. The San Diego- and London-based company sells a $10 per month per user Chrome browser extension that syncs customers' email accounts to the Salesforce database to streamline the onerous task of updating a CRM system. But finding new prospects for Ebsta is difficult and, as vice president of sales Bernhard Peters points out, expensive -- especially for a company with roughly $1 million in annual revenue. "We're still a tiny company," Peters says. "We have to be careful who we chase; we don't have a lot of money or manpower to spare. Buying lists never works; they're out of date. And data-mining companies charge at least $25,000 upfront, with no guarantee of ROI."

Brian Higbee
Following the leads: Bernhard Peters of Ebsta.

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