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Lead Generation Articles

Apr, 06 2017 | Lead Generation, Referral Sales

3 Ways to Guarantee Referral Prospecting Success


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

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 […]

Feb, 09 2012 | Lead Generation

How to Generate More Customers With Fewer, Heartier Leads

It’s the quality of your leads, not the massive number of leads, that make the positive difference in your business development. What a great headline, and it isn’t mine. It pulled me in. I had to find out if referral generation was integral to fewer, yet heartier leads. It wasn’t, but this excerpt is still […]

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