Guest Blog: 4 New Era Lead Generation & Prospecting Tips

Sales cycles are often multi-step processes. After interviewing a large number of sales professionals it has become clear that the start of the sales cycle also known as “prospecting” or “lead generation” is often the biggest challenge. One of the main reasons we attribute to this is that prospecting is a simple numbers game, and that sales nets more rejection than successes. It is very common for salespeople to come up with hundreds of things they would prefer to do over prospecting and lead generation. Its much easier to respond to an email or chat with a co-worker then pick up the phone and dial for dollars.

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