Sales - 2010 Archive

Several years ago, after going through month after frustrating month of unsuccessful sales conversations, a great friend and mentor gave me some advice that completely changed my world.  He said, "Why don't you stop selling and start solving problems?"  For me, that caused the lights to go on in several parts of my stubborn brain, including the part that regulates anxiety.  What a relief!  I don't have to try to sell anything at all...I just have to help people satisfy their needs and solve their problems!

Lead generation is the continuous activity of sending the right messages to the right markets, through the right delivery channels to gain attention, elicit a response and earn you a qualified lead.  Count them - that's three rights: 

• The right message
• To the right prospects
• Through the right channels

Two rights and one wrong will not get you the lead generation results you need!  If any one of these three rights of lead generation aren't working, then you've lost the ability to motivate the right prospects to see your message, or if they see it, to have enough interest in your message to respond to it.