Stop begging for leads

Posted by Josiane Feigon on March 3, 2010

0 comments | 1122 reads

It’s time to stop begging for leads and effectively work the ones you have. There is a huge need for strong lead nurturing strategies and stats to support the fact that a large percentage of leads that marketing provides sales are not effectively nurtured. It’s easier to look to other departments, individuals, processes, tools for what is needed than to work with what you have.

I enjoyed watching the talented Amy Black, from Kadient in her music video rendition of “I need a playbook sales hero” which explains why she is tired of living in ”sales portal hell” and believes if she has a “playbook” this will solve her lead nurturing process and make it more efficient.

I agree that inside salespeople need a road map because the level of paralysis they struggle with isn’t getting them too far on the lead nurturing process. So next time you complain about not having any leads, spend time working what you have and work it right.

Republished with author's permission from original post by Josiane Feigon.

Josiane Feigon

Josiane Feigon is a pioneer, maverick, and visionary in the inside sales community. A 2-year industry veteran, Josiane is the founder of TeleSmart Communications. Since 1994, this San Francisco-based solutions provider has been a leader in developing global Inside Sales teams and managers.

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