Need more leads? Whenever sales are slow, one of the first reactions from salespeople, and sometimes their managers, is to proclaim they need more leads or better leads.

In response, they might run a lead generation campaign which results in a temporary lift in lead volume. The problem is, when the campaign ends, the lead volume drops back to less than optimal levels.

A better, more consistent approach is to build a lead generation process into your culture. The process should also include lead follow up, so you’re maximizing the potential of every lead.

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