Most people in sales and marketing are familiar with the term “lead generation,” but often don’t understand what it entails, and seldom consider the work that goes on “behind-the-scenes.” Leads are collected in a database, but how exactly are these lists created and maintained? How are they kept current with up-to-date information?
Companies regularly hire salespeople to do the job without giving them proper training and guidance. Depending on your background, you may very well have a decent amount of sales experience and probably even some training, but chances are that you haven’t been trained specifically for the job you were hired for in your particular company, and you are just treading water.
Your story is so important whenever surrounded by colleagues and new business acquaintances. Make it count. Spend some time thinking about the really great stories you've collected through the years that you can share with new customers. They'll remember them and most importantly will remember you and your company!
Think about some of the best products out there on the market, especially the ones that bring the goodness right to your cell phone. How about gift-wrapping qualified sales leads and sending them to your mobile device. Pharma, Biotech and Diagnostics contacts that you can call, email or connect on LinkedIn at your convenience. No hunting through your CRM.