Article
Why Your Sales Force Needs Fewer Leads
March 25, 2011
Yes, you read the title correctly. Sales reps don't need more leads. They need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads.
Good sales reps are by nature hunters, eager to close in for the kill. Take Steve, for example. Watch what happens when he receives a stack of leads: He rifles through them seeking the ideal prospect.
- Not a senior executive? Out.
- Budget undefined? Goodbye.
- Next-year decision? No way.
This chapter is an extract from prospect development expert and PointClear founder and CEO Dan McDade's book entitled, "The Truth About Leads." This book debunks traditional thinking while uncovering the truths that lead to additional, larger, and more profitable wins for your organization. For more information on "The Truth About Leads," visit http://www.pointclear.com/the-truth-about-leads/.
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