If you want to succeed in lead generation you MUST get outside the box. In any given market there are countless other salespeople all pitching the same or a similar product and out mission as sales people is to differentiate our product from the others so people will want to buy from us… Right? If [...]

Sales professionals who must find their own leads are often obsessed with lead generation. This is understandable, because the stronger the pipeline of leads, the more opportunities there will be to close business…

Lead generation is critical for almost all businesses – yet so often they find themslves “lead starved” – clutching to convert a few low grade opportunities rather than harvesting a rich pipeline.
How does this happen? I’ve seen four big mistakes which many businesses make when trying to generate leads:
1) Failing to identify the best lead [...]

In the last few years we have seen the consumer get wise to those companies who focus on generating and developing leads to the detriment of other areas of the sales process. Such a shift in attitude has been reflected in some marketing efforts by some to differentiate themselves from such tactics, most notably banks [...]

Sourcing, developing and managing leads are an integral part of sales success, and often the most overlooked.  We can spend time talking about the cause, but it doesn’t change the fact that sales reps do not dedicate enough time, energy resources or thought to this important task.  As a result, they suffer because they spend [...]

When it comes to the subject of lead development, I prefer to use the term cultivation. It is not my invention the naming of lead cultivation. What is fantastic about the phrase is in many ways the process of getting someone from the lead category and into the pipeline parallels the process of agriculture.

The farmer [...]