Lead Generation
While some
sales organizations subscribe to the belief that the "quantity" of
leads matters most, others place greater value on the "quality" of
sales leads.
However
attention must go on both the quantity and quality of leads generated. An
effective sales organization must maintain a robust network of active sales
leads as a means to generate substantive results and increased value for their
companies.
Effective
lead generation includes proper emphasis placed upon the lead generation
process including qualifying methods, strategies to foster product demand,
recognition of the significance of differentiation, and an intense focus on
customer relationship management (CRM), recognizing that customers tend to buy
from people they like.
