Bob Beck Asks: What are You Doing About Lead Generation

02/15/2010 at 1:18 pm Leave a comment

Solution selling is an effective method of selling, but if you don’t have any lead generation systems in place, how are you going to offer more prospects your product or service and become a sales guru?

During Quid Pro Quo Sales Training there have been many discussions from sales professionals about the difficulties of filling their pipeline.  Let’s face it, lead generation is the backbone of every business.  The market out there is changing and has become very challenging and competitive.

What Do You Do For Lead Generation

Let’s take a look at where different leads come from and think about how you can put this into practice, almost immediately.  Think of this as self-marketing – building your pipeline.

  • Referrals – Referrals are good lead generators. The easiest sales cycle that generally result in business.  You should be encouraging referrals from your existing clients.
  • Article Writing – Not all of us are comfortable writing an article, but it is a great way to become the sales expert in your niche market.  You can start a blog or distribute your article through various article marketing sites.
  • Seminar Participation – Participating and attending seminars is an effective method of picking up new leads.  You can tap into new markets to reach potential prospects.

Lead generation is the backbone of business, but filling your pipeline with unqualified prospects could be expensive and a waste of time. What you don’t want to do is start a sales cycle with unqualified propsects.

To be successful with any type of solution selling you need to be flexible, adaptable and resourceful.


Entry filed under: quid pro quo sales training, Sales Guru Bob Beck, Solution Selling Bob Beck. Tags: , , , .

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