While lead generation and prospecting are both concerned with seeking new business opportunities and building an organization’s pipeline, there are some important distinctions. Recently, Janek Performance Group Managing Partner Nick Kane joined host Paul Watts on the Sales Reinvented podcast to discuss these differences and how sales organizations can maximize their lead generation and prospecting processes.
According to Nick, lead generation is the long-term strategy of sales and marketing, and prospecting is the activities of an individual sales professional or business development rep, with marketing support, to add prospects to the pipeline. Next, Nick discusses the ideal processes of both lead generation and prospecting, the attributes of successful prospectors and addresses the top three do’s and don’ts to get the most from your efforts. Finally, as always on the Sales Reinvented podcast, Nick shares an inspiring story of how a large life insurance company developed the necessary skills and procedures to boost their prospecting, conversion, and agent retention rates. Be sure to check it out and gain valuable insights from one of today’s top sales leaders.