Here is the #1 Challenge you’re most likely having with your current sales process. You have to dig, dig and dig to have your prospects return your calls. After you call all day, you wish you had a simple trail of breadcrumbs, which prospects followed all the way to a sale. You also wish these breadcrumbs could leave behind a path, to mark for other prospects to follow the same direction.
You may immediately feel defensive when you think about your lead generation process. You’re probably saying to yourself “we have tons of leads, what are you talking about?”
I have to thank Kevin Gaither for my discovery of AudioBooks this week. Last year at AA-ISP Leadership Summit, Kevin and I were talking about the difficulty of running our AA-ISP chapter meetings in the #1 & #2 most traffic congested/longest commute cities in North America (Kevin in L.A. and myself in Toronto). Kevin was talking about this new book “The Challenger Sale” and how it’s completely opened his eyes to viewing his sales team differently. I joked that I have an extensive sales book library – all half read.
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