B2B Sales, Lead Generation and Marketing Blog

Lead Generation: Tough, Funny Business

Posted by Vendere Team on Thu, Apr 12, 2012 @ 08:04 AM

Lead generation outsourcing can make the tough business of lead generation a lot easier. Unfortunately, like most people, sales professionals tend to be resistant to change.

Here are few tips, tricks, wisecracks, and lead generation truths to get you thinking about your company’s lead generation processes. Change might be difficult, but it’s also necessary—particularly if your current leads aren’t empowering you and your team to bring in the results that you know they should.

A Few Tips, Tricks, Wisecracks, and Lead Generation Truths

Computer frustration

Trying to locate leads by performing Google searches for hours on end is like using your shinbone to find furniture in a dark room.

Choosing between two lead generation vendors can be like trying to decide between two puppies.
The difference is that when it comes to vendors, basing your decision on things like hair length hasn’t been considered professional since the invention of the request for proposal.

To determine whether or not you’ve hired the wrong lead generation company, review your lead qualification data.
If how many prospects “like long walks on the beach” was included in the lead qualification criteria, you know you’ve chosen the wrong company. On the upside, you might just find true love.

Another indicator that you’ve hired the wrong lead generation company?
Leads are scored as hot, warm, nurture, or extra spicy.

It's not the fall that kills you; it's the sudden stop at the end.
If you’re pushing leads through the sales funnel, but falling flat when it’s time to close, you’re probably pushing through the wrong leads.

You're never too old to be smart about something that sounds stupid.
Just ask the folks over at Twitter.

Knowledge is knowing a tomato is a fruit; wisdom is not putting it in a fruit salad.
Wise sales professionals don’t dump leads outside of their target markets into their sales funnels. It’s no recipe for success.

Light travels faster than sound. This explains why some people appear bright until you hear them speak.
Know your product or service. Qualified leads will quickly disqualify themselves when sales professionals have a fantastic approach, but don’t truly understand the value of what they are presenting to their customers.

When do you know you need to outsource lead generation?
When your call center sounds more like a library than a call center, it’s time to outsource.

Remember the teakettle. Though up to its neck in hot water, it continues to whistle.
Didn’t meet your sales goals this month? Don’t get mad; get better leads.

Topics: lead generation, qualified leads

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