inbound leads
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Leads are Making Salespeople Lazier Than Old Golden Retrievers
- July 7, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We all know that the introduction beats the crap out of the lead follow-up 95 times out of 100. If that’s the case, why are so many salespeople spending all of their time attempting to generate and follow-up on the leads that produce results 5 times out of 100?
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Prospecting Trends for the Sales Force
- July 19, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Three salespeople left voice-mail messages for me today. They were all cold calls, they were all bad, and they were all following up on brochures they dropped off last week. Nothing out of the ordinary here, as one of the callers wanted to know when our copier leases expire, one wanted to know when our commercial real estate lease expires and two wanted to introduce themselves as our new reps.
There are several reasons why they were so bad:
