It’s easy to go out and say, “Hey, I need to generate a lot of leads” and you know what, it’s not that not hard to go out and find a lot of people to talk to, who on the face of it, might seem like they are worth talking to you – they work in your target industry, they read your promotional material, they cruise your website – But you still don’t know that the answer to the two most important question that operates a bona fide lead from a tire-kicking pretender. The two most important questions you need to answer are:
- Can a prospect afford to buy
- Does a prospect have the authority to purchase
Up next – Sales Lead Generation 102 – How to answer those two important questions……