It’s All About Leads

Ask any salesperson and they will likely tell you that good leads are the most important aspect of successful selling.  I’ve worked for companies at all different levels on this topic – from absolute garbage leads (the company thought they were good) to golden leads (that were often ignored!).  The golden leads are money if you have salespeople who can effectively qualify. To that point, Miller-Heiman has released their annual Sales Best Practices Study (h/t  One of their many interesting findings: Organizations in which sales and marketing are aligned regarding their target market, customer profile, and lead definitions are in a much stronger position to produce quality leads. Maintaining… Read More

Continue Reading