Lead generation seems to have come full circle. With traditional forms of advertising drying up, canvassing and telemarketing as a form of lead generation are re emerging. The problem however, is that our sales force’ mind set has not come full circle, causing conversion rates to plummet on nebulous leads.
I was invited to speak on this topic at Tony Hoty’s canvassing seminar at the Tropicana Hotel in Atlantic City, New Jersey on Thursday April 4, 2013. Here is a video of that dissertation: