By: Geoffrey James I’ve been harping on lead generation because that’s where sales pros need a lot of help. In fact, over 70 percent of sales leaders are not satisfied with their lead generation process, according to a survey of sales managers conducted by Jim Dickie , the head of the research and benchmarking firm CSO Insights. Actually, I’m surprised that number isn’t higher because I’ve never, ever heard a sales rep say: “Gee we’ve been getting plenty of great leads!” According to Tom Roth , president of Wilson Learning , the root of that dissatisfaction lies in the widely-held (but hilariously mistaken) belief that the best way to get higher sales volumes is to have the sales team call on as many prospects as possible. As a result, marketing groups tend to generate long lists of generic “prospects” in the hopes that the sales pros can turn those so-called “prospects” into real live customers. Then management turns the screws on the sales teams to make more cold calls. Howe...
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