<< by Sean McCusty on June 28th, 2013
For many businesses, lead generation is simply a numbers game; contact enough prospects and you’ll eventually uncover someone willing to buy. I spoke with someone in recent months who actually wanted to generate 100 leads per day for their sales force to call – quite a large volume of unqualified people for a small team of salespeople to contact. How many sales did they expect to make that way?
The problem is that this approach can require a significant allocation of resources. Hiring and training enough outbound sales people and purchasing call/contact information can be expensive and time consuming. Not to mention the time is takes to contact a sufficient volume of prospects, conduct a needs assessment, deliver the sales pitch, etc. Unfortunately the result is often a) they don’t need your product, b) can’t afford your product or c) aren’t interested in buying in the foreseeable future. The result: time wasted by you and your prospect.