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How To Generate Leads #527
Alright folks, buckle up because today we’re diving into the world of lead poverty. You know, those times when you open up your CRM to follow up and it’s nothing but the same leads you’ve been talking to for months. These people are NOT going to buy, well at least not this week. When you get into this situation, you’re doomed. And not only that, it can annoy prospects who want to buy, but not right now. Stop bothering these people! Today we’ll chat about how to break free from this lead scarcity and get your sales mojo back on track. But where do we even begin uncovering and discovering these elusive new leads? Where do we go to find them? What can we do to fill up our CRM? How can we generate leads? That’s the topic for today.
Today’s Chapter: Great Source of All Leads
Master Sellers are impressive,
and profound with skill and wisdom.
Be it conferences, meetups, or tradeshows,
they seek to help all they meet,
collecting references, referrals, and qualified prospects wherever they go.
Awake to the news,
they’re on top of social trends
knowing that emerging innovations
birth opportunity.
They take comfort in how yesterday’s solutions,
become today’s problems,
and in times, tomorrow’s possibility.
All have potential, all have possibility.
Leads are to be found all around.
Today’s Story
Revenue was slumping. Pat noticed the SDR team was stuck following up on weak leads and the reason was clear: they were “lead-poor.” This would not do.
Pat asked Chris, “Why do you keep calling the same leads?”
“It’s all we have,” responded Chris.
“These leads are stale.” “I know! I’ve been saying this for a month.”
“Well, we can’t keep doing this,” Pat retorted. “I’ve got an idea how we can mix this up.”
First, Pat visited the marketing department for the latest trade show leads. Next, Pat telephoned five clients for referrals and that afternoon visited the library to download 200 leads from the business databases.
That next day, the fresh leads in the CRM wowed Chris. “Where did you find these?”
Pat smiled. “A little from here and a little from there. Of course, they’re not all qualified. But this is the thing, they may KNOW people who are qualified. Like the sunrise and sunset, each day brings us opportunity. Leads are all around us. We just have to look.”
Take Action Quote
Lead generation is fraught with mistakes. It starts with sellers misunderstanding their ideal clients by assuming their wants and needs. Next, they fail to understand how buyers shop for new solutions. Last, sellers forget to reflect on our past successes and use that data to find new leads. Until these errors are corrected, sellers will continue to have a shortage of leads.
Lao Tzu wrote, “The Tao is like a well: used but never used up. It is like the eternal void: filled with infinite possibilities.” (TTC #4)
Opportunities for leads abound; we only need to seek them out!
Sales Babble shares selling secrets for non-sellers. Masterful selling is understanding what buyers want, discerning if you can help, showing what you have, and helping them to make a decision that is good for their business and yours. See https://salesbabble.com
You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discussed all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most importantly the right selling mindset. Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast. Look here https://www.salesbabble.com/sales-podcast-free-advice/
This is a production of Habanero Media https://habaneromedia.net
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