The Tudog Group -

Buying Sales Leads - Is it Right for Your Company?

craig@tudog.com (Craig Frank) — Tue, 20 Jul 2010 16:55:13 +0000

One of the key components to a successful sales effort is the ability to seek, identify and approach qualified sales leads. As opposed to casting a wide net and wasting significant time and funds pursing customers where few customers are to be found, qualified sales leads zero in on your targeted market and steer your sales effort to high probability prospects.

Some companies have lead generation strategies that begin and end with the phone book or some other registry of companies in a particular geographic area. Others use the “six degrees of separation” tactic, meaning they try to approach everyone they know and everyone everyone they know knows (if you know what I mean). These are two particularly wasteful (and useless) approaches. Even though you may in fact grab some leads and make some sales using these methods, the time and cost per sale is way too high. Besides, these are not sustainable models. Eventually you run out of who you know (and all their acquaintances).

Back to Basics – Increasing Sales

craig@tudog.com (Craig Frank) — Wed, 16 Sep 2009 16:49:13 +0000

Markets go through predictable life cycles. Regardless of how old your market is and what degree of competition you experience, in order to turn the tables on your competition, you must first plot the location of your industry on the maturity curve.

Your location on the maturity curve determines the type and degree of competition you will encounter. It also reveals the amount of market growth, operating margins and net profits you can realistically expect.

Sales (more)

craig@tudog.com (Craig Frank) — Thu, 11 Sep 2008 16:57:45 +0000