Getting a qualified lead isn’t what sales people want or need the most. They want and most need qualified meetings. Qualified meetings are where opportunities are realized…sales close…revenue happens.
Qualified leads are merely teasers. They are a step in the right direction however, they aren’t an end…they’re a means.
Lead generation programs need to be trashed. Qualified meeting programs need to be established in their stead.
As a sales person, what would you rather have – a qualified lead or a qualified meeting?