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David Mattson Blindspots Video Series
[VIDEO SERIES]

Not Focusing On Lead Generation

Dive into the thirteen blind spots many organization leaders will battle at one point. In this series, our president & CEO, Dave Mattson, will provide guidance on how you can overcome these challenges.

Hey, it's Dave. This blind spot is not focusing on lead generation. Let's face it, the part that most salespeople hate is generating leads. They expect you to do it as a leader, but what does everyone say? "Hey, where's marketing, how do I get more leads, how do I get more leads?" The fact of the matter is, you can't control whether people are going to say yes or no, but you can control as an individual salesperson, my behavior. This blind spot says yeah, spend a lot of time in the sales funnel looking at what's going to come through, that's important, but it's equally as important if not more important to focus in on the front end. You have to feed your sales funnel. That funnel is always hungry, it can never be over-fed.

Top producers, people who excel, make tens of millions of dollars in sales, they're always prospecting. Those who had a quick hit and then die out, they prospected to get to a certain point and then they stopped. Here's how you figure out whether you have a blind spot in this area: Ask your people how many net new conversations do you need, whether it's with net new prospects or from my existing customer base, in order for you to hit your number? How many net new conversations do you need in order to hit your number? If they don't know it, we're in trouble. If they do know it, then you're one step further in order for an organization excellence. That's great, but I would be most people are focused in I need twenty sales in order to hit my number. I can't control who says yes or no, I want you to focus upfront, because if you feed the upfront, you'll feast on the benefits at the back end. Good luck.

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