Sales Leads -- Quantity or Quality?

Guest post by: Harry Frisch
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6. Penetration Selling -- Penetrating the Barriers to Commitment - By Harry Frisch

Sales leads come in two categories: High quality and not so high quality. The higher the quality, the more certain it is that the sales lead will result directly in a closed sale.

Key question: Should you be going after quantity or quality?

The answer is: When a stable, abundant supply of sales leads is what you're after, first you go for quantity and then you go for quality.

While there is a nearly infinite list of workable techniques readily available in the sales and marketing world on how to go about generating sales leads, there is actually only a small handful of underlying key basics which determine how effective or ineffective your efforts will be when seeking to generate sales leads.

One of these key basics, and the most fundamental of them all, is that generation of sales leads, in stable abundant quantities, depends directly upon the number of communications that are generated out to the potential public.

As more fully detailed in Chapter 3, Prospecting, in the marketing and sales training manual, HOW TO SELL – Clear and Simple, the better you know and understand the basic keys to attaining quality leads, the more effective and efficient you're going to be in attaining your sales leads.

(c) 2004, 2005, 2006, Harry Frisch, STI Publishing. All Rights Reserved.

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6. Penetration Selling -- Penetrating the Barriers to Commitment - By Harry Frisch

About the Author: Harry Frisch

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Harry Frisch is the author of the popular new sales training book, available at www.HowToSellClearAndSimple.com Mr. Frisch has won numerous awards, selling a remarkably wide range of products and services to all levels of business and industry, as well as retail to the public. (Partial list includes: ReMax real estate, Saturn automobiles, audio-video equipment, specialty clothing, Honda automobiles, self-improvement courses, big ticket in-home sales, fine art by phone sales, door-to-door book sales... just to name a few.) In addition to being a Master Salesman, he is an accomplished writer and humorist, an inspiring educator, an in-demand business consultant, and an expert in the field of human behavior. Mr. Frisch earned his B.A. from Boston University and did his graduate work at the University of Michigan and Hunter College, and has additionally been affiliated with City College of New York (CCNY) and New York University, (NYU). Mr. Frisch is also the author of HOW TO BE A SUPER SALESMAN…and Still Respect Yourself in the Morning, and the powerful HOW TO SELL -- Clear and Simple Course. To receive his newsletter of sales tips, write Newsletter@STIPublishing.com
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