Chapter 9

Prospecting Leads

In This Chapter

arrow Defining important lead terms

arrow Creating, importing, and sharing leads

arrow Arranging your leads

arrow Converting leads

arrow Keeping your leads database up to date

arrow Building your leads database with

Often, we hear frustrated salespeople say, “We could hit our numbers if we just had enough leads to fill our pipeline.” Leads are the building blocks by which many companies drive their sales.

Loosely defined, a lead is a person or a company that might be interested in your services. Some organizations refer to them as visitors because those persons haven’t shared any information about themselves yet. Others call them prospects because a lead has to be someone who has expressed interest in your service. Whatever your favorite terminology is, you can use leads to efficiently follow up on sales inquiries, aggressively attack new markets, and vastly improve ...

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