It used to be so simple. The formula was clear.
Problem - We need sales.
Answer - Hire salespeople, especially those with industry or specialized experience.
Problem - Salespeople need leads.
Answer - Have them dial the phones.
Problem - Deals aren’t closing
Answer - Fire those salespeople and hire new ones
But something when wrong with that formula. With fast internet connections, buyers do their own research. Experience in sales matters far less than how well the company arms the salesperson. And having salespeople dial the phones to generate leads is a very expensive waste of time.
It’s clear that companies need a different approach. There’s a lot of great ideas out there, but I strongly urge you to download and read the free white paper How to Find New Customers. You’ll find a great road map to this new world.
Jeff Ogden is President of Find New Customers, a company dedicated to helping other companies find and acquire new customers using best practices in lead generation. He’s also the author of the famed white paper, How to Find New Customers.