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Better Lead Generation Means You Don't Need Top Notch Salespeople

by ewenmack
8 replies
Whether the lead is produced from outbound prospecting or advertising,
you can set all sorts of filters as to what is the "right" person
a salesperson should be speaking with.

Salesforce got this part fine tuned and added an extra $100 million
in revenue.

Here's how they did it, from the guy who set it up...

Why Sales People shouldn't Prospect - An interview with Aaron Ross | For Entrepreneurs

Best,
Ewen
#generation #lead #means #notch #salespeople #top
  • Profile picture of the author J R Salem
    It definitely is hard to get motivated, focused and generate leads in those type of jobs.

    For example, the insurance industry, where they throw you out there and expect you to find new clients weekly. Just not a recipe for success.
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    • Profile picture of the author Aaron Doud
      Originally Posted by J R Salem View Post

      It definitely is hard to get motivated, focused and generate leads in those type of jobs.

      For example, the insurance industry, where they throw you out there and expect you to find new clients weekly. Just not a recipe for success.
      I disagree I think it is a recipe for success. By making them work for it they justify the pay these guy get. Do this for a few years and you can get six figures easy. And there are more 7 figure insurance people out there than you would ever suspect.

      As a sales person if you truly want to make the big bucks you want to be in a position that not only allows but expects you to do your own prospecting. Those are the ones that pay the big bucks once you get past the ramp up.

      And the reason something like insurance is so great is you get lifetime commissions. Once you land the client as long as they stay you keep getting paid. You have some agents that are semi-retired making bank who seldom if ever write a policy.

      But there is a lot of hustle in the first 2 to 3 years while you build your base.
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  • Profile picture of the author KingOfContentMarketing
    Good stuff. Lots of feedback on the book here as well:

    http://www.warriorforum.com/offline-...-too-much.html
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  • Profile picture of the author Jason Kanigan
    This is all great if you can afford advertising.

    Most people don't know how to prospect, though, and can't afford advertising to do it for them.

    A salesperson has to be able to prospect effectively AND sell effectively. Yes, you may reach a point where you split the duties somehow, but a salesperson who can't prospect & qualify is useless. They are going to present demos to unqualified prospects over and over and over again...and get nowhere.

    So yes, if you advertise, make sure your marketing message qualifies your prospects so that the 'best fit' people call you.

    Here's the problem though: most people want to be all things to all people. So they'll never gulp and take the big step to niching down.
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    • Profile picture of the author Claude Whitacre
      This thread title is "Better Lead Generation Means You Don't Need Top Notch Salespeople"

      Ewen was talking about something else, I think. But I disagree with the title.

      If you supply high quality leads, and a higher cost...you want well trained salespeople working the leads. Because now the costs are too high to waste these leads on novice salespeople. A "They almost bought, but not now" costs too much. Now is when you need well trained salespeople.

      My best leads (when selling in home) were always run by myself or a proven rep.
      These leads are just too valuable to give away to be wasted on bad reps.

      Imagine a hospital that has the best equipment, the latest tools and techniques.
      Would the hospital say "Well, we have the best hospital, so we don't need the best surgeons now."?

      Just an opinion.

      Get great leads...and train your people well.
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  • Profile picture of the author Aaron Doud
    BTW I just want to clear up that I was talking from the sales person's prospective.

    From the business prospective if you can make it work the system in place at that link makes a lot of sense. In general you always want to focus people on what they do best.

    I believe my last post made it look like I was disagreeing with the main post when my actual opinion is not at all against the ideas set forth in that article.
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  • Profile picture of the author SamKane
    In the industries I've worked in (in home sales) you have
    two types of salespeople.

    1. the hard closer. this is the guy who's aggressive and will
    do anything to close the lead the same day. His leads close
    at 60% or above. The only problem is they suck at prospecting.
    You need to keep these guys busy or they will leave to a company
    that will provide them with leads.

    2. the prospectors. these guys like to schmooze and build a
    network of referral sources. They don't close the leads you
    give them. Usually 35%. It also takes longer for this guy to
    make any traction.



    Originally Posted by ewenmack View Post

    Whether the lead is produced from outbound prospecting or advertising,
    you can set all sorts of filters as to what is the "right" person
    a salesperson should be speaking with.

    Salesforce got this part fine tuned and added an extra $100 million
    in revenue.

    Here's how they did it, from the guy who set it up...

    Why Sales People shouldn't Prospect - An interview with Aaron Ross | For Entrepreneurs

    Best,
    Ewen
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  • Profile picture of the author pingsters
    Banned
    Good ideas!
    A sales man point of view
    Cheers!
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