These leads are #*(&$# TERRIBLE!!!
Are you tired of hearing this from your sales people yet?
For my first 10 years in B2B sales, and there wasn't a single day that went by where I wasn't thinking or shouting, "THE LEADS! THE LEADS! God, these leads are awful!" I felt like Jack Lemon on Glengarry Glen Ross... desperate to get some kind of support that meant something.
We were pulling our sales leads from purchased lists, directories, and software that scraped the internet for basic contact information. Because of this, our calls were ice cold, and there was a diminishing return that everybody on the sales floor could see, but none of the decision-makers were willing to admit.
But it's 2019 now. We're connected. We're online. And you're realizing that there's no going back to the days before the internet... or Google.
Here are 3 critical steps for generating and closing b2b sales leads in the modern era.