A “lead” is a prospect that is qualified and has purchasing authority.
Although this lead may not have an identified need or budget at this time, since they are properly profiled and qualified, they are worth the expense of additional sales effort.
Lead generation requires business development expertise — a focus on a pre-sales process intended to exclude “time wasters” in order to produce leads that are rigorously profiled and properly qualified.
Lead generation is another pre-sales function that few of your best sales professionals do willingly or well. Therefore, this process is best performed by people attuned to the rigors of telephonic interviewing, what was called telemarketing and is now called “teleservices.” Professional pre-sales development requires discipline and a mind-set that enables the person to deal with bits and pieces of information as they try to bring together the picture that your sales professionals need to continue the sales process.
Developing leads for your sales professionals makes economic sense and allows them to focus on closing the sale…which is what everybody wants. Working with Blue Valley professionals with vast lead generation experience also makes sense.