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May, 03 2018 | Lead Generation

Why the Best Lead Generation Techniques Are Proactive

Top sellers don’t wait. At least 57 percent of the buying process is complete before buyers ever contact your company. If you believe this widely quoted but ill-advised statistic, your lead generation techniques are doomed from the start. Stats like this suggest that buyers don’t really need salespeople anymore—that we should just wait around for […]

Mar, 15 2018 | Lead Generation

Is Technology Tanking Your Lead Generation System?

Remember, prospecting is all about people. You’ve heard it: Television will kill radio. Video killed the radio star. And technology will eliminate the time-consuming, face-to-face aspect of communication. Um, no. Not in your personal life, and certainly not in your lead generation system. B2B selling is all about relationships. Digital technology certainly helps facilitate conversations, […]

Mar, 01 2018 | Lead Generation

Is Your Lead Generation Data Leading You Astray?

You can do what the data tells you, or you can do what works. Which do you trust more—the lead generation data manufactured by sales technology tools and artificial intelligence, or your intuition, which is generated by years of experience and your emotional intelligence? There actually was a time before the internet, before social media, […]

Feb, 08 2018 | Lead Generation, Sales Leadership

Does Sales Lead Generation Really Require a College Degree?

Street smarts or book smarts—which is better for sales? We only hired college graduates, or so I thought. So, when the president of my company hired a Sales VP without a degree, I challenged him. He said that Craig, the new VP, had the sales leadership experience we needed, and that a degree, in this […]

Nov, 23 2017 | Lead Generation

Why Do People Make So Many Lead Generation Mistakes?

Doing more means selling less. Wondering how to generate leads—not just smoke-and-mirror leads, but only qualified leads? Every account based selling rep asks that question, and pretty much every survey of sales leaders confirms that lackluster lead generation is also their chief concern. No question about it. Finding those qualified leads takes time and resources, […]

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

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 […]

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