Lead Generation Articles

Apr, 13 2017 | Lead Generation, Referral Sales

What Millennials Can Teach Us About Lead Generation

lead generation

Is it time to change the way you’re prospecting? I’m not a millennial—not even close—but I love the way they think, act, and react … mostly. I don’t love seeing a table of millennials glued to their phones. Gathering for meals used to mean we talked to each other. How are they ever going to […]

Apr, 06 2017 | Lead Generation, Referral Sales, Referrals, Salespeople

3 Ways to Guarantee Referral Prospecting Success

prospecting

Think a referral system is easy? Think again! All things being equal, we work with friends. All things not being equal, we work with friends. And when we need a specialist, we ask a friend. That’s why referral selling is the only prospecting strategy that ensures qualified lead generation. And it only works if you […]

Mar, 16 2017 | Lead Generation, Sales Leadership, Salespeople

Want Qualified Sales Leads? Stop Your Team from Cold Calling

qualified sales leads

Lead generation shouldn’t be that tough. Let’s be honest. Cold calling is bottom-of-the-barrel prospecting. It can take eight to 14 touches just to reach a prospect who isn’t expecting a call from your sales rep. He’s “dialing for dollars” (read: “wasting time”), and who has time to waste? There has to be an easier way […]