Lead Generation, a Hurdle for the Outdated Sales Person

(This is a concept that will be discussed in our upcoming webinar, “21st Century Lead Generation,” a live event March 28,  12p EST) 

Are you an outdated sales person? You are if your primary sales tactics include cold-calling and finding customers—you know, traditional sales methods from the 20th-century. I know what you’re saying, “The 20th century was just 14 years ago. How can an entire industry be outdated?”

I like to think of the role of the sales person in 21st century terms. I say this because I notice some of us are stuck using the same old traditional sales tactics. We’re in an age of technology-driven efforts and wider markets. Shouldn’t we be further along?

Okay, Bill, if you’re so smart, then what should I be doing to generate leads? Here’s one tip that I’ll cover in a webinar with Brooke Green on March 28:

Think process, not personality.

This is really hard for sales people. I had a conversation with a guy who fought me vehemently on the fact that his personality was responsible for his success. Granted, in B2B sales, personality matters. The process does, too, and I believe it’s more important in today’s market

The tip is really more about awareness building: You need to think about your sales process, including lead generation, as a sequencing tool that attracts the customer rather than focusing on your magnetic personality to magically generate leads.

I have a video promoting the 21st Century Lead Generation webinar that you should see whether or not you attend the event. We’ll walk you through the customer journey to help you determine what parts of the process you can fill in.

Bill Caskey Bill has been a trainer since 1990. He’s passionate about sharing his ideas about selling, business, life, money, and meaning.