Date Added: Jun 2009
Today's economy is tough, with buyers holding onto cash and taking more time to make purchasing decisions. This naturally creates anxiety in businesses that are trying to sell products and services. Most often, their response is to populate the pipeline with more leads in the hope that some will turn into sales. After all, this approach seems logical, since more leads equal more opportunities, right? Unfortunately, the opposite often turns out to be true. Flooding sales reps with more leads - especially low-quality ones - can actually make the problem worse.