article | August 21, 2011
Lead Generation – Stop Complaining and Start Conquering
As a sales rep early in my career I received leads from manufacturer reps that were almost always a complete waste of time. Sound familiar?
As Sales Processes have evolved, so have Lead Generation Efforts
The same way that sales leaders have had to adapt to remain successful, so have the efforts of Lead Generation. World class sales organizations have revolutionized Lead Generation. This includes robust Demand Generation with content marketing and lead sourcing early in the buying process. As prospects early in the buying process begin to interact with your company, there are new Lead Management processes to transform cold inquiries to warm leads. This is done by nurturing through marketing automation and personal contact by Lead Development Representatives. For many companies, the days of bad leads are over.
Your Responsibility as a Sales Leader is to Conquer
Your company has either evolved or is dragging its feet in the area Lead Generation. If you company hasn’t evolved, then you have a responsibility to put a fire under someone’s tail to wake them up. Don’t miss the rewards from adopting best practices for Lead Generation to fill your pipeline with more quality opportunities. Chances are your company is in the midst of an evolution. You as a sales leader are instrumental in how successful Lead Generation ultimately becomes for your sales force. There are 7 guiding principles to follow when approaching Lead Generation to drive organization excellence.
7 Guiding Principles for Sales Leaders to Approach Lead Generation
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