I hear the following statement, or something like it, frequently from business owners and sales team members: “We’re fantastic at selling. Put us in front of a prospect and we crush it. We just have one very small challenge — we need more leads.”
One wonders what they mean by selling. Based on experience, they probably mean: “When I have a pre-qualified lead — a layup — I do a great job of presenting my company’s story, particularly when there is no resistance.”
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