While we all work through learning how to sell during the new world environment, it’s still vital to keep your eye on developing quality leads for your sales executives. Change and pressure have a way of forcing companies to lower expectations on deliverables.
Remember, even though you may refine lead definitions over time, sales will still reject leads if they aren’t “sales ready.” No matter the situation we’re in now, it’s important to keep demanding quality from your lead generation teams.
Why Volume Isn’t the Answer
We all know that the definition of a “qualified lead” varies from business to business and even changes as your business evolves. I think back to a situation I was in with a large software company, where I managed their lead management organization.