With the advent of various methods of generating leads, I’ve felt a bit of a pushback from sales leaders on inbound marketing programs. I keep hearing that their sales people are flooded with unqualified leads.
Yes, read that again; I really wrote that statement. Many people are upset about having ‘too many leads.’ I’d like to pick on them, but I can’t. I wouldn’t want my senior sales people chasing leads that don’t matter either.
But maybe the leads aren’t the problem. Maybe the problem lies in how they’re being managed. Having ‘too many leads’ is not a bad thing. This is like saying that too much money is a bad thing. Money is awesome as long as you have the character, intelligence, and discipline to enjoy it. It’s the same with leads.
There is no such thing as too many leads, but not having the appropriate lead-qualification system that is part of an overall sales plan can be disastrous.If you have a successful inbound marketing campaign, don’t abandon it. You simply need the right system to take full advantage of it. We work on this programs every week and it’s amazing how many companies don’t have the complete system built – from generating the traffic to qualification of leads to execution by the appropriate level of sales professional.
What do you think? Is it bad to have too many leads?
Chris Peterson, Co-Founder and President of Vector Firm, has nearly 20 years of experience in sales leadership, with a focus on developing strategies, processes, and tools for technology businesses in the security space. Chris has had the privilege to experience two IPOs and several acquisitions so far in his career—calling the events ‘the best training a business leader can experience.’
Vector Firm is the premier training and management consulting firm focused on sales and business development operations. They create intelligent strategies, repeatable processes, and effective tools that position your sales professionals to drastically surpass their goals.
Vector Firm’s key differentiator is their philosophy on selling. They believe that sales is a science, and a systematic approach tailored for each company will create a pull-through dynamic for every sales person to completely dominate their market or territory. Everything they do is based on this philosophy. For more information on Vector Firm, please visit http://vectorfirm.com/.