http://insight.onesource.com/how-are-best-in-class-sales-organizations-responding-to-today%e2%80%99s-challenges/186 The Resource Center for Business Professionals Tue, 27 Oct 2009 16:05:10 -0400 http://wordpress.org/?v=2.8.5 hourly 1 http://insight.onesource.com/how-are-best-in-class-sales-organizations-responding-to-today%e2%80%99s-challenges/186/comment-page-1#comment-180 James W. Obermayer Sat, 25 Apr 2009 16:12:21 +0000 http://insight.onesource.com/?p=186#comment-180 Lead quality always trumps quantity. The first complaint a salesperson has is, "Give me more leads." Once you accomplish that they then say, "You misunderstood me, I need better quality leads." You create better quality leads by asking questions, getting answers, passing the "qualification answers" on to your salespeople. Rank the leads, rank the sources, buy more from those who crearte the best qualified leads. Lead quality always trumps quantity. The first complaint a salesperson has is, “Give me more leads.” Once you accomplish that they then say, “You misunderstood me, I need better quality leads.” You create better quality leads by asking questions, getting answers, passing the “qualification answers” on to your salespeople. Rank the leads, rank the sources, buy more from those who crearte the best qualified leads.

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