Do You Understand that Simplicity is the Business of Selling?

People – your prospects and customers – are quite literally overwhelmed by complexity.

The frustrations you’re experiencing selling today is ALL related to complexity.

  • Gatekeepers and Voice Mail keeping you OUT
  • Easily deleted emails
  • Appointments being harder to get and fewer in number
  • Busy Busy Busy – everyone is too busy

That’s actually very good news…

Because there is a solution: do you know what business you’re in?

Reducing Complexity.

The salesperson who can make things simple, who can remove complexity from their customer’s and prospect’s lives will prosper. So few are doing this.

Think on this…

Most businesses are a collection of things (people, products, technology, services, processes) that used to work but don’t anymore!

Ever wonder why so much seems to go wrong today in business? Why is it so difficult to get an order processed accurately or to have the service department communicate with the customer in a way that makes them satisfied? Why is marketing not able to get the messaging right or produce good leads for sales? Why are salespeople spending more and more time putting out fires instead of selling?

You have your answer.

Most businesses are a collection of things (people, products, technology, services, processes) that used to work but don’t anymore!

Something starts out simple but layer upon layer of new processes, technology, and information gets built up. We had a problem three years ago and added a new step to the system. Is that step relevant today? Oh, no-one knows. Just keep it then.

We have websites, Facebook, Twitter. We have new CRM software, new Fulfillment Processes. Just add it on. Soon you have a complex system that no-one really understands and in many cases doesn’t work.

95% of industries are trapped in this complexity. Your prospects are desperate for help, for solutions that clarify, simplify and declutter their lives.

 Apple figured this out

The solution is often taking away, not adding to.

What was Apple’s great “innovation” that rocketed them to stardom? Taking away, not adding to. iPods, for example, removed all the controls and put in one easy to operate wheel mouse. Their marketing was short and simple “ten thousand songs in your pocket.” Apple wasn’t the first MP3 player in the market but remains king. Why? They took a complex and confusing process of listening to music simple. From the device itself to getting the music digitally downloaded. Simple. Simple. Simple.

And they busted every possible sales result!

I know, you’re not Apple…

So what can a salesperson do to reduce complexity? Turns out quite a bit.

First, get your messaging right. Unless you’re selling in a very specific market and to innovators:

  • Stop selling innovation and trying to beat your competitors in a feature/bell & whistle war
  • Sell to the pain and frustration, not the gadget or solution
  • Streamline every presentation and touch point you have – talk less, listen more
  • Talk about advantages instead of features and even benefits – advantages are what your solutions do that are relevant to the goals of your customers

Second, do everything possible to make the buying experience painless and easy. Perhaps even enjoyable.

  • If the company’s quotes are hard to understand, write a summary presentation
  • Help the customer use your solution even if that means assisting your applications and installation people
  • Follow-up with customers after they buy (only 18% of salespeople do this)
  • Shield your prospects from your company’s internal friction points and dysfunction
  • Under promise and over deliver – set the correct and deliverable expectations

Wow, this sounds like work

Mark Twain once wrote a friend and started by apologizing for the length of the letter. He said, “I’m sorry, I didn’t have time to write a short message.”

In other words – this is going to take work. It always takes work to think through what makes sense and how something can be made as simple as possible. It is easy to follow the path that everyone else does or to follow a system no matter out crazy or convoluted it is.

But your sales will explode.

Your customers will love you – meaning loyalty and referrals

It’s not hard – it just requires thinking and then doing.

Remember the 80/20 rule.

Make your presentations, your processes, and your selling simpler.

Find ways of applying your solutions in ways that makes your prospect’s lives and businesses simplier

Make complexity your enemy.

That is the business of Selling today.

What is the Most Effective Sales Messaging?

You’re in the business of persuasion and influencing. When it comes to those topics there is a whole lot of craziness.

I just went to Amazon. Did you know there are almost 70,000 books on persuasion and influencing? Not only is that overwhelming

But most of it is nonsense.

  • NLP
  • Mirroring
  • Closing techniques
  • Power words
  • The topics are endless.

Certainly they all have value. However while salespeople strain to learn all of these complex ideas, they are missing the big picture. What should be we be doing and saying if we want to successfully influence buyers?

What is the Occam razor that we can use to cut through the cutter?

Sales messages only come in three forms

  1. Features
  2. Benefits
  3. Advantages

Unfortunately most salespeople don’t know the difference between those three things.

I was at a presentation where the speaker become so enthusiastic about his demo that every jot and tittle got discussed. He even said, “if you were a bank you would love this feature” and then to my horror he demoed that feature. The customer was a doctor – not a bank.

Of course the report back to the Sales Manager was that we “hit it out of the park.” Oh, but did the customer buy? No, no he didn’t.

Features are the things your product and service can do.

Benefits are the tangle results that those features produce.

Advantages are the benefits and only those benefits both relevant and desired by the customer.

Take some time and think on the distinctions between features, benefits and advantages. It won’t do you any good or increase your commission checks if you just read these words and fail to act on the message. Advantages seem very close to benefits and benefits are derived from features. However there is a vast difference between them.

Customer’s get bored quickly. There is a small window of time for you to influence them. Remember they are tuned into WIIFM 24×7 – What’s In It For Me.

You probably have a feature rich solution that offers a wide range of benefits to all kinds of markets, businesses and people. However what is the advantage are those things to the person you’re sitting in-front of? Communicate that on every touch point – call, email, voice mail and presentation.

So what are you selling?

  • Do you know what the customer wants or needs?
  • Do you know want is relevant to the customer’s situation?
  • From the long list of feature and benefits of your offering have you whittled your messages down to what is advantageous for that particular buyer?

What it boils down to is knowing your customer and their situation. Period. Then figuring out how you can help.

Strip out everything else.

Please don’t misunderstand me. There are basics that you need to know. Skills that you need to have and be constantly improving

  • Listening
  • Rapport building
  • Use of language (I mean that is how we communicate isn’t it)
  • Conflict resolution
  • Negotiation
Selling Skill resource

The best resource on the basics of influence and persuasion

But those are the basics. After that you must craft Advantage Based Messaging. No more feature selling. No more benefit selling. Only relevant ideas that illustrate and inform your prospects to the advantages they will receive from your product and services.

If you need help in any of those areas I recommend “People Skills” by Robert Bolton. Instead of spending hours reading and studying “People Skills” distills influence down into three key areas: good communication, assertion skills and conflict resolution. An excellent resource everyone should read and apply to their selling.

Advantage Selling

Selling isn’t messaging the sizzle instead of the steak as one very famous author would have you believe. It isn’t about being a “Yes” man and agreeing to everything that comes out of the prospects mouth. Selling certainly isn’t about unrealistic expectations and boastful claims which can never really be accomplished. Leave that to marketing (just kidding all of you marketers out there).

Selling is, as one of my great mentor’s says

Finding out what the customer needs and then filling that need.

Which of course is the short version of messaging with Advantages instead of your product, your solution and all of the wizardry of a particular gadget.

Take the features and benefits of your solution and craft specific advantages for the client and the opportunity you’re selling into.

Make sure that above all else you understand your customer, their situation, and their objectives. This is much more than qualification. Qualification for most companies is about whether or not a prospect can buy. You want to learn if they will buy and if they will buy FROM YOU.

Listen more than you talk. Listen enough and the prospect will tell you how to make your solution relevant to them.

Cut out the clutter.

Message Advantages.

Your competitors aren’t doing that. It takes too much thought and effort. That is how you differentiate yourself and WIN.


Strategy Simplifed Advice from Jack Welch

A couple of guys jumped in their truck and headed to the woods for a good day of hunting. As the truck screeched to a halt on a dusty trail the passenger jumped out. Blam, blam, blam. The sound of his three shots rang out and he said to his friend, “I sure hope something runs into those.”

Ridiculous right? Nobody would hunt that way, right? But how often do we approach selling the same way? How often do we hope that our message will fit some buyer instead of finding out what the market wants and crafting a solution and our selling message to that need?

It comes down to strategy. Oh, not the ‘S’ word. There is no other subject, besides perhaps Cold Calling, that kills a conversation, causes eyes to roll, and quick jerks to the smartphone to avoid further discussion. Jack Welch has a simple answer, one that applies to what you sell, the accounts you manage and the opportunities you should be pursuing. It boils down to this:

How do you intend to win the business?”

Jack Welch says that strategy comes down to that one question: how do you intend to win this business? Never again make a call, an account plan, or a strategy to win a piece of business without first asking yourself how you intend to win. If you don’t know what the customer wants or why they should be buying from you not only are you wasting everyone’s time but you actually have no business working that sale.

You can’t hit a target that you’re not aiming for. Lead Generation, moving a sale from curiosity to close, keeping an account buying all comes down to your answering Mr. Welch’s question. Be the hunter that methodically plans, aims and executes his shots instead of the one hoping some prize will wander into his spent efforts. That is the way you bag big game trophies or in-fact any sales.

Lead Generation – Whose Job is it Anyway?

With the seemingly relentless demands on Sales Managers to reduce costs while simultaneously increasing sales does outsourcing Lead Generation make sense?

  • Why not simply get our team to generate their own leads?
  • We’re paying salespeople anyway right?
  • Why add the expense of an inside lead generation team or the costs of hiring an lead service?

Can’t marketing – who actually are tasked and paid to generate leads for the sales force – supply the leads your team needs? Better answer those questions or your team simply won’t have enough prospects to sell into.

Sales Funnels are Very Thin Right Now

The combination of a down economy, reduced demand and hyper-competition have reduced the amount of leads for everyone. The complaint I hear from the boardroom to the coffee counter is “I know we could sell more if we could just get into the opportunities.” Yet just knowing that leads are the very life blood of sales isn’t enough. Relying on marketing to produce sales ready leads or the other pat answers, like more cold calling simply don’t work. The evidence is clear. Look at your own sales pipelines and opportunity reports.

  • Are your people chasing after any piece of business regardless of their margin or chance of success?
  • Do your people have a realistic chance of meeting their quotas based on the leads they have and the opportunities they are working?

Few Sales Managers are happy with the answers to those questions. Lead and demand generation has become job one. Just getting into doors and people’s offices to sell has become our profession’s greatest challenge. We know the problem – it is the solution that has been much more difficult to discover. Brian Carroll, in his book says that the average B2B salesperson needs to generate at least $1,000 of revenue every working hour.

  • Can they realistically be expected to accomplish that goal if they are cold calling?
  • Is following up on weak trade-show leads and raffles any more successful?

No, lead generation and its outsourcing needs to be reexamined.

Salespeople are Not Good Prospectors

Dan Kennedy, a prolific author and an authority on sales wrote

“It’s been my observation that the weakest link in the selling chain for most salespeople is prospecting. Most people can do at least an adequate job of presenting their products or services, if there’s a reasonably interested prospect in front of them. But most of the salespeople I’ve encountered simply hate prospecting. Consequently, they avoid it, both consciously and unconsciously, and do it only when the dire necessity of imminent starvation pushes them to do it. And then they do it poorly.”

We expect salespeople to negotiate deals and be industry voices that executives want to work with. Salespeople are experts on their solutions, industry and the art of selling. Sales Managers expect their team members to walk the carpeted halls and sell to ‘C’ level business people. The skills salespeople need to do those things are very different, I would say even diametrically opposed to the skills of prospecting and lead generation. Making professionals that cost you 6 figures cold call, write marketing pieces and do other lead generation activities destroys their selling effectiveness. There are simply not enough hours in a day to do both lead generation and selling. Prospecting might get done but never consistently and without costing selling time and lost sales opportunities. So what is the answer?

Lead Generation is the Most Important Management Responsibility

Knowing that leads are the key to hitting your numbers and that salespeople are generally bad at creating them means that the responsibility for lead generation falls squarely to management. Now I know that is not a popular message. I get more pushback on that idea than any other as I work with business managers and owners. The idea that salespeople should be both excellent demand creators, deal finders and closers is so entrenched it simply won’t die. However the numbers are clear. According to CSO Insights, a top sales research firm, less than half of salespeople are hitting their numbers and making quota these days. We can continue to have unrealistic expectations on salespeople or provide them the leads they need to succeed.

That takes us to how should leads be created?

  • Should the company rely on marketing or hire an outside firm to generate sales ready leads?
  • Should an inside sales force be created? The tactics and methods you employ will be situationally specific.
  • Do you have the budget to hire an outside firm or develop an inside team?
  • Do you have a marketing department charged with lead generation, or more to the point – do they share the same view of what a real sales ready lead looks like with your and your salespeople?

The answers will be different but the overarching strategy will be the same.

What Sales Management Must Do

Regardless of how you get the job done fueling your sales team with leads the process is clear.

  • First you must have a clear understanding of how many leads you need to make your numbers, both individually and for the team.
  • Then you must clearly define and qualify what a lead is – what a likely buyer looks like and then create a lead ranking system for the leads generated. You do this by looking where your current customers come from and targeting the prospects that look the most like them. Only those leads that a salesperson can actively move through a buying process with should be given to the sales force. The rest remain in a marketing funnel where they are nurtured until they are ready to buy.

Right now feedback from the field indicates that less than 12% of all company generated leads result in business while 86% of those leads to eventually buy – just not from your salespeople. This disparity is caused by leads being dispersed to the field before they are ready – wasting both the buyers and the sellers time. That also explains why the majority of salespeople report that they don’t even bother with the leads their companies provide them. Creating and monitoring an internal lead nurturing process within your company solves increases lead generation effectiveness over 800%. Talk about an ROI or an improvement metric. Nothing beats lead nurturing done effectively.

Having defined the quantity and quality of leads needed for your sales force only two things remain. What activities will generate those leads and who performs those tasks? Your budget resources will determine both the activities and the manpower used for lead generation.

The rule is simple: use the lowest cost asset that produces the highest result. To do that you need to know your metrics, such as what does a lead cost you now, what is the immediate value of a lead (profit from the average first sale divided by the number of leads needed to get that win) and the life-time value of a customer. Generally it is less expensive to hire a telemarketer to uncover prospects than a 6 figure salesperson dialing for dollars.

Grease the Sled – Sales Ready Messaging

Budgets often prevent us as Sales Managers from using outside services or having an inside telemarketing staff. Often we must rely on the salespeople we have to do the work of lead generation. Who actually does the prospecting is less important than management actually preparing the process and doing the work for the prospectors. If you spend the time to research the best prospects, identify where they are and then create lead generation materials even the worst prospector can uncover a wealth of new business.

  • Have you created effective lead generation letters for your team?
  • Have you put together powerful voice mail and telephone scripts for your sales force to use?
  • Do you role play with your team to perfect their elevator pitches and networking talks?
  • Are they trained to effectively get referrals from not only existing customers but from thought leaders and industry experts  that they are in contact with?
  • Do your team calls and meetings prepare the team for prospecting or just deliver product training, or worse point out how bad everyone is at demand generation?

There are many things that you can do to coach and mentor your team that will produce sales ready leads and more opportunities for them to sell into. Don’t expect salespeople to create their own processes or messages. Not only does this result in different messages throughout your team and market it gives you fragmented and inconsistent results.

Find ways of developing leads for your team. Work hard and diligently at the messages, collateral material, skill development and resources they need in order to have opportunities to sell. This will give your salespeople more selling time to win business. They will be more motivated doing what they love to do – sell. Most importantly it will rocket your sales numbers up while making everyone happier, wealthier, and more successful.

Russ Emrick is a sales coach with almost 30 years of experience as a Salesperson and Sales Manager. Having sold over $120 million dollars worth of goods and services to other businesses Russ now concentrates on coaching other sales professionals on how to succeed in the new economy of 21st Century. More information about sales and lead generation can be found at

What Do Salespeople Really Need from their Managers?

Being a sales manager can be challenging. Effectiveness boils down to one question: what do salespeople really need? Compare the following list to your priorities and see if you’re maximizing the selling potential of your team.

Real Sales Support

Recently the head of marketing was talking about how sales wasn’t establishing “value” in the market. Someone spoke up and asked, “Dean, what is our value?” Think about that – neither the marketing department or sales could articulate their value proposition.

  • The reality is that sales people are often as confused as their prospects as to what drives demand for an offering.
  • Sales people must know why customers buy your products and services.
  • They must be able to articulate compelling arguments answering why new customers should buy from them.
  • Sales messages must be consistent and uniform across the entire team.

If your sales team has to ask marketing “what is our value” they will compete on price. Effective support is establishing processes from demand creation to closing arguments. It is providing a well tested sales track for the team to follow. Instead of having to experiment each team member should have the right messages for the right market with the right tools to win.

Genuine Motivation

Your team is working harder than ever and probably having less to show for it. Commission checks are smaller, buyers are more difficult and the rewards of selling are fewer. Better figure out how to motivate and encourage your team before this economy and burn-out ruins them and your numbers.

Motivation by the sales manager is a very intimate relationship with each member of your team. Learn what their challenges and fears are. Then actively coach them to achieve their goals. You must sell your team the dream, you sell the hope and the desire to push forward no matter what. You sell motivation.

Guidance with Measurement

Helpful guidance starts with having goals the salesperson agrees with. Then you, not them, needs to monitor progress towards those goals. Each salesperson must believe they can reach their assigned quotas. Sales managers must

  • Regularly keep salespeople on track
  • Collaborate with your team to find out what is working or not
  • Adjust plans to meet established metrics
  • Identify areas where a salesperson is faltering
  • Actively coach and work with them to get back on track

Facilitate Selling Time

The amount of business won is directly related to the hours spent selling. Brian Carroll pointed out in his book “Lead Generation for the Complex Sale” the average B2B salesperson has to produce $1,000 in business every hour to meet quota. Sales managers must minimize time sucking drains on their team, like unnecessary paperwork. Only require the reports and non-selling activities that are absolutely necessary. Outsource tasks that can be done by less expensive talent. Every hour you free up for your team to be selling means higher sales numbers for everyone.

Think about what your team needs instead of what they want and you’ll find your own set of important factors. When a team falters the first thing that gets replaced is the coach. You can avoid that fate by supplying what the team really needs to meet their numbers and make you look good.

Russ Emrick is a sales coach with almost 30 years of experience. Russ now concentrates on coaching salespeople on how to succeed in the new economy. More information about sales and powerfully managing a sales team can be found at

Sales Prospecting Techniques that work in the 21st Century

Sales Prospecting Techniques are written about all the time – unfortunately most of what’s said is either outdated or simply wrong. Here is an example of what one famous sales trainer recently wrote,

“When I am working with my coaching clients I find that a lack of consistent sales is caused by a lack of consistent prospecting. A failure to prospect on a regular basis is what causes the feast and famine syndrome of sellers, why one month they earn a great commission check and the next they don’t.”

Sounds right doesn’t it? But is it really? Is it really that simple? Let’s look at the solutions this trainer recommended:

  • Cold calling
  • Direct mail Fax blast (is that even legal?)
  • Voice mails
  • Regular email newsletters
  • Monthly printed newsletters
  • Customer ‘reactivation’ calls
  • Face-to-face door knocking
  • Seminars
  • Sending a catalog of your product listing to your customers
  • Offering a free white paper
  • Website lead generation
  • Offering a free trial
  • Radio, TV, Newspaper, Online, Magazine Advertising

How many of those sales prospecting techniques have worked for you? How many of them work for anyone? In fact how many of them can a customer facing salesperson actually execute on? Advertising? Really. Building a website or holding a seminar? With the demands to hit your numbers, endless paperwork, customer support and the work closing current opportunities do you have time to write a white paper or arrange a conference? This is the kind of sales prospecting techniques that get told to sales people as legitimate advice. And they are all, well, err, how can I put it nicely – nonsense. [Read more...]

Squidoo as a Prospecting Tool

Sales Lead Generation should be mostly pull instead of push – meaning that you pull people into calling your because of the valuable services, content and expertise you have. That requires visibility – you have to be seen to get noticed. I know blindingly obvious. There are tons of free places to get this visibility on the Internet – if you know where to look. Places that in 10 or 15 minutes per week you can get your name in front of people as well as your bio, your products and services and just about anything else you want to promote. Sales prospecting by tooting your own horn is far easier than cold calling.

Squidoo is a great sales lead generation tool

Sometimes the doctor is the last person to take their own advice. I’ve known about Squidoo for years but just never got around to putting any information there, or at least not much. Well tonight I sat down and wrote my first “lens” there – a Squidoo lens is what Squidoo calls web-pages. They are free, are as easy to create as writing an email and are very effective for getting your name in front of people.

So I won’t write a long post here. Just head over to Squidoo and promote yourself.

sales lead generation

Squidoo Lens

If you’d like to see my Squidoo lens, just Click Here. Be kind, I’m a sales guy, not a web designer – and it’s my first attempt at a Squidoo lens. However it proves that if I can do it you can too. Remember the secret to prospecting today is to get in front of traffic – not create it yourself. Squidoo is a perfect tool for sales lead generation because it gets tremendous traffic and costs nothing. Use it today. It is just one of many places you should be posting information about yourself and your offerings.

Squidoo is a great and free Sales Lead Generation tool

Use it often. Spend only a few minutes a week creating new pages. Use information you’ve already written in your emails, proposals and customer letters. Send out emails to people letting them know that you’re writing on Squidoo. It gives you another touch point with your prospects. Ask people, especially customers if you can post a case study or testimonial on Squidoo for them. That way both of you get publicly. Plus it builds relationships with those that you write about. They will send their peers, friends and potential referrals to see your Squidoo posts.

Oh, I almost forgot to ask – have you entered the sales contest yet for a flip camera? If not head over to here and enter right now.

Good luck and Good Selling…Russ

Are you still here?

Why aren’t your over at Squidoo writing up your customers and stories for sales lead generation and prospecting sales ready leads? Here is the link again Click Here for my new lens you can use as an example. Then just create your own free account and you’re ready to go. Simple.

You can get more information about Sales Lead Generation here.

Becoming a Thought Leader – EzineArticles

Becoming a though leader for your industry, market and prospects is the fastest way to get more sales. Becoming a sought after expert gets the phone ringing from people that want to buy from you. No other strategy will get you more sales ready leads than establishing your expertise in the minds of your targeted market.

Over 80% of people now find salespeople through word-of-mouth and referrals

Cold calling, direct mail and most of the time consuming efforts salespeople employ to reach new buyers are ineffective today. When a prospect needs something they ask a colleague or peer for a recommendation. Here is a free and effective method for creating your own expert status and becoming known in your industry: publish articles at

Selling isn’t telling. Selling is an evidence business. Buyer’s want proof that you are a credible and knowledgeable business person that they will benefit from. Establishing your reputation requires proof elements – like published articles, referrals and case studies. A great place to start is by publishing articles on the Internet that you can tell people about. Ezinearticles is one of the largest and most respected article spots on the Web. The best part about Ezinearticles is that it is free.

For an example of how powerful this method is just visit my page at Exinearticles. Here you’ll see the articles I’ve written. Whenever I have a prospect that wants to learn more about me I refer them to that link. They can see if my knowledge and experience matches their needs. Prospects can sample my expertise and know that I can help them. Instead of telling them “hey I know what I’m talking about” I let the credibility of being published and read prove it.

But I Hate to Write

There are two simple solutions if you don’t like to write:

  • Find writers who you can outsource the job to
  • Leverage your company’s materials

Take an ad out on Craig’s list. Call your local community college and find students willing to write for you. These are just two inexpensive ways you can find qualified writers who will do the work for you. Perhaps your spouse or children enjoy writing. Ask them to pitch in. Don’t let the writing part hinder you. Use the whitepapers and other company provided collateral materials as publishable articles. Tweak them for Exinearticles and start getting materials on the Internet.

Sales Lead Generation – Right People – Right Message

Sales is not about tricking people. If your product does not have value to those you’re attempting to sell to no lead generation strategy is going to be very effective for you. I can teach you how to deliver the right message to the right people very effectively but if the underlying value is poor none of that will matter. Buyers are too smart for that. They will determining if your offering has value for them. If it doesn’t then you are going to need to change your offering.

That said, never accept that no-one is buying, even in today’s horrible economy. Apple just sold over 100 million in iPads. My cellphone provider, Sprint, just sold 10,000 new HTC phones per hour for three days straight. As sales trainer Dave Lakhani has said “there are always someone willing to buy, always.”

Sales Lead Generation

In your territory there are always far more prospects than you can effectively work with. Leads come from many sources, from different niches, from your customers, even from different industries. How do you identify the best sources and the best leads? In order to be effective you must reduce the ‘universe’ of prospects to those most likely to buy.

Not all leads or relationships are created equal. You must decide who the most likely buyers are and in what market or niche they belong. The more specific you are about your target market the more accurately you can message them.

Sales Lead Generation starts with knowing who your best prospects are!

What do your best customers look like? That is what your best prospects will look like as well. Where do your best customers come from? Those are the areas to target first with all of your lead generation activities. Look at the following details about your current customers and the good leads you have now,

  • What customers are the most profitable, easiest to work with, or closed the fastest?
  • What are the characteristics of those customers? Why are they on your short list of the best customers to work with?
  • What other information do you have on your customers that has been important or answers why they do business with you?
  • Where did those customers come from – the lead source and industry?

Those questions define the profile of your ideal customer. You can create an accurate picture of what an ideal prospect will look like as well. If you’re selling to businesses some this profile should include such things as,

  • Company size or annual revenue
  • Number of employees
  • Titles and levels of buyers involved in the sale
  • Geographical area
  • Standard Industrial Code – SIC Code

Of course if you’re selling to individuals your questions and your lead profile will be very different. Every lead profile will be different because it should be based on your sales, territory and successful markets. B2B Lead Generation, actually all sales lead generation – sales prospecting – must be finely tuned for your sales needs. Each prospecting plan is specific to your company, target market and sales territory.

This is just the introduction to the topic of Sales Lead Generation

This is just the introduction to B2B Lead Generation and you can read more at the following links:

Click Here to See Part 1 of Sales Lead Generation – An Overview
Click Here to See Part 2 – Getting in the Door
Click Here to See Part 3 – The 4 Principles of Sales Lead Generation
Click Here to See Part 4 of Sales Lead Generation – The Right People with the Right Message

If you’d like to get the full video training on Sales Lead Generation, including the book that comes with it, simply enter your contact information below and tell me where you want me to email the free sales training materials.

The 6 Crucial Components of Lead Generation

Selling in the New Economy of hyper-competition and low demand require effective and robust sales lead generation strategies. Through years of consulting and observation we’ve learned  that the six components of effective Sales Lead Generation are:

  • Value – The Cost of Admission
  • The Right People with the Right Message
  • Using the ‘Big Fish/Small Pond’ Principle
  • Varied, Consistent and Continual Messaging
  • Hands Free Follow-up
  • Ruthless Execution based on a Well Crafted Plan

By using multiple contact strategies, such as email, smart calling, public speaking and networking, you can both generate sales-ready leads for today and develop leads that will be ready to buy in the future.

The majority of buyers today find their suppliers through referrals, recommendations and by personal awareness of a vender. Establishing relationships with partners, industry experts and becoming a person of influence yourself within a market or industry has become crucial to getting into opportunities. Selling who you are and delivering value as a professional has become as important in effective lead generation as selling the products and services of your company.

This is just the introduction to the topic of Sales Lead Generation

This is just the introduction to B2B Lead Generation and you can read more at the following links:

Click Here to See Part 1 of Sales Lead Generation – An Overview
Click Here to See Part 2 – Getting in the Door
Click Here to See Part 3 – The 4 Principles of Sales Lead Generation
Click Here to See Part 4 of Sales Lead Generation – The Right People with the Right Message

If you’d like to get the full video training on Sales Lead Generation, including the book that comes with it, simply enter your contact information below and tell me where you want me to email the free sales training materials.

sales lead generation

sales lead generation