{"id":120,"date":"2011-02-28T19:46:24","date_gmt":"2011-02-28T19:46:24","guid":{"rendered":"http:\/\/www.matriximpact.com\/fsf\/?p=103"},"modified":"2011-02-28T19:46:24","modified_gmt":"2011-02-28T19:46:24","slug":"the-hidden-sales-dollars-of-lead-generation","status":"publish","type":"post","link":"https:\/\/matriximpact.com\/site\/2011\/02\/28\/the-hidden-sales-dollars-of-lead-generation\/","title":{"rendered":"LOSING Sales Dollars Through Lead Generation"},"content":{"rendered":"<p>I had a marathon meeting with a potential client last Thursday night. We covered a range of topics but kept coming back to the problems they are having in lead generation. The next morning, during a 5am snow shoveling, I got to thinking, some might say I had an epiphany.\u00a0 <strong>What and how we think about generating leads from a sales perspective is all wrong.<\/strong><\/p>\n<p>Currently, we look at it as a high hit, low conversion process. Lead generation is a bigger more, important process than a couple of leads that turn into a few appointments that turn into 1 or 2 sales.<\/p>\n<p>Lead Gen is not a zero sum game. There are always more people NOT ready to buy (95%) then ready (5%). And research from Selling Power to Marketing Sherpa says that <strong>75% of ALL current leads<\/strong> you produce will buy something eventually. either from you or a competitor.<\/p>\n<p><strong><em>When they are ready to buy, will you be ready&#8230;.. will you? Or will you neglect their potential merely because they are not in active buying mode right now? And if you don&#8217;t neglect them what is the best way to stay in touch with them?<\/em><\/strong><\/p>\n<p>From initial contact to qualification to entry into the buying process, I will be addressing every lead gen issue there is over the next 2 weeks. Every post will discuss a problem in lead generation, the solution and how to implement the solution. <strong>The ideas we will be presenting,\u00a0 I promise, are going to impact your sales bottom line so profoundly you will never look at lead generation the same again.<\/strong><\/p>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>I had a marathon meeting with a potential client last Thursday night. We covered a range of topics but kept coming back to the problems they are having in lead generation. The next morning, during a 5am snow shoveling, I got to thinking, some might say I had an epiphany.\u00a0 What and how we think [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":"","_links_to":"","_links_to_target":""},"categories":[25,44,54,46],"tags":[],"class_list":["post-120","post","type-post","status-publish","format-standard","hentry","category-best-practice","category-lead-generation","category-leads","category-prospects"],"_links":{"self":[{"href":"https:\/\/matriximpact.com\/site\/wp-json\/wp\/v2\/posts\/120","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/matriximpact.com\/site\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/matriximpact.com\/site\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/matriximpact.com\/site\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/matriximpact.com\/site\/wp-json\/wp\/v2\/comments?post=120"}],"version-history":[{"count":0,"href":"https:\/\/matriximpact.com\/site\/wp-json\/wp\/v2\/posts\/120\/revisions"}],"wp:attachment":[{"href":"https:\/\/matriximpact.com\/site\/wp-json\/wp\/v2\/media?parent=120"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/matriximpact.com\/site\/wp-json\/wp\/v2\/categories?post=120"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/matriximpact.com\/site\/wp-json\/wp\/v2\/tags?post=120"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}