Leadmaster Best Practices In Lead Generation And Lead Management
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cold-calling days. Each rep would be assigned a high-rise building in Chicago, and we’d start at the top of the building, visiting each office as we worked our way down. We had a short script, “Hi, my name is Andy. I work for Systems Source just down the block. We sell computers and office products. I’d like to leave you my card.” Sometimes we’d strike up a conversation that would lead to new business but most times not. Was that the most effective use of our time? Maybe back then, without the advances in modern technology, but by today’s standards, probably not. In fact, given that on average ten percent of cold calls actually create opportunities, most of that time prospecting is spent sifting through dead or inactive leads.
Corporate America spends a fortune on generating leads. Unfortunately, most is wasted or not able to be tracked. According to a
