August Tip of the Month

Question: If you invest marketing $$$ to generate a lot of leads (website, trade shows, events), who should be following these leads up?

Answer: Sales people want to follow up every lead but in reality, their personality, focus, $$ motivation & priorities, often leave leads getting a quick call or email and nothing else. Most die. Instead, have an Inside role (called a Business Development Rep) to follow up, qualify, nurture, educate and then hand over the leads when “ready”. That could be a week or a year.