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Sales Rep or Problem Solver?

Ready for the simple truth? You are not a sales person.   Even if your job is technically in sale...

Understanding Cold Calls

Cold calls are the ugly Christmas sweaters of the sales world: no one likes to receive them and only rare, ...

Testing a Sales Lead for Motivation

You have likely met this type if prospect: all sorts of problems and a willingness to discuss them. You bei...

What is a Sales Lead?

What's the difference between a prospect and a sales lead? Often, people in sales get locked up in the spec...

Breaking Down The 3-Minute Lead Generation Myth

"Hi, my name is John Smith. You need widgets. Our TruBlu Widgets will exceed your expectations. Would you l...

The Shutdown Window: Three Strikes and You’re Out

In generating sales leads, like baseball, you want a home run. But in order to get home, you have to make i...

Managing Gatekeepers During Lead Generation

One of the first questions to consider in lead generation is how to get past the “gatekeeper” – the perso...

More on dealing with “Not Interested” prospects: Using ...

Handling sales lead objections will enhance your lead generation program. In the last article, we talked ab...

How “Not Interested” prospects can help your lead gener...

Stop treating lead generation "not interested" as a roadblock in your sales lead script.   Mos...

Why Lead Generation Program Self Destruct

To be frank, lead generation programs self destruct because of unrealistic goals.   Despite what ...

Blurring the Lines: Why collaboration is the x-factor in lead gener...

If you have hired a lead generation company or you have an in-house lead generation team ….collaboration wi...

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