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TitleSales Lead Generation: Patience, Perseverance and Perfection
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Moving too fast and too slow – both are detrimental to the business. However, when it comes to sales lead generation, companies generally tend to do the former, and end up losing the opportunities that could have been utilised.

There are many organisations that do understand the importance of sales lead generation, but fail to understand why it’s important to ensure that the principles of patience and perseverance are so critical to the procedures.  More often than not, there have been cases when companies were doing perfectly fine – targets were being met, job satisfaction levels were high, and the progress graph was gradually moving north. However, with the intention of making the most of opportunities that presented themselves, these firms ended up damaging their reputation, which resulted in loss of sales, bad sentiment among employees, and similar factors that led to the decline of business.

As far as sales lead generation is concerned, particularly in the B2B domain, one needs to understand that the concept is very different from a typical B2C scenario. The challenges and rewards are different. While in a B2C setup, one needs to focus on selling more and more units, in the B2B domain, even one deal in months can achieve the desired target for the entire year. Also, many organisations don’t understand that sales are not only about revenues, but also boost the morale of the employees. Hence, the risk one takes while moving to fast is much more than monetary.

Companies have often been known to assume that they can make up for the losses in the long run, but if it is falling short of the short term goals, market reputation and employee confidence, both would go for a toss. Hence, it’s important to plan each move with precision, and follow procedures to the T. Innovation is certainly an added advantage, but it must not fall out of place in the larger scheme of things. Everybody likes to be a little ambitious, but the trouble arises when the ambition supersedes logic, and this is a trap one must never fall into.

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