Posted under Sales
from 144 days ago

A lead is a lottery ticket. You don’t know whether you win anything until you scratch the card. Why wouldn’t you check to see if you have won anything? Why not take a look and see what you’ve got—if anything.

Some sales folks make the mistake of deciding that because many of their leads don’t turn out to be real opportunities, none of their leads will turn out to be opportunities. First, because something is true about some leads says nothing about other leads. Second, most of the time many of the leads are decent; the problem is the salesperson doesn’t know how to create value for the lead in the early stage of the buying process, preferring instead “ready-to-buy leads.”

Other salespeople believe they don’t have time to follow up on leads. They make a single call, and then they give up ...


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