Let's face it, sales reps always feel their sales leads are inferior. When asked what they most desire it is a qualified sales lead. See definition of a qualified sales lead here from VorsightBP. QuotaFactory has another opinion on developing qualified leads here in its article: 3 Sales Development Tips to Generate Qualified Leads.
Why it Matters:
"The fact is, plain and simple, qualified sales leads always, always increases revenue, if you can get the salespeople to follow-up."
Sales Lead Management Association
In How to Get a Meeting with Anyone, Heinecke explains how you can use your own creative Contact Campaigns to get those critical conversations. He divulges methods he’s developed after years of experience and from studying the secrets of others who’ve had similar breakthrough results—results that other marketers considered impossible, with response rates as high as 100 percent.
Through real-life success stories, Heinecke lays out 20 categories of Contact Campaigns that anyone can research and execute. Tactics range from running a contact letter as a full-page ad in The Wall Street Journal to unorthodox uses of the phone, social media, email, and snail mail to using personalized cartoons to make connections. He also packs in plenty of tips on how to determine your targets, develop pitches, and gain allies in your contact’s circle of influence.
Stu has been the SLMA's Humor Relations Contributor five years.