Why lead generation and diets don’t work?

Most of you have made a New Year’s resolution to lose weight.  You are committed to lose 10, 20, 50 pounds this year.  You’ve got your Atkins, Paleo, South Beach and Juicer diets.  You are stoked.  You are going to do this. 


You said that last year, or in 2010.  You lost some weight but gained it back.  Now, let’s relate this to lead generation.  Every year you find a new lead generation company or you go back to an old one to give them a second chance.  You are crossing your fingers that this time these leads will be killer, that this campaign is going to work.  Ahhh.  Like your diet, 3 months, 6 months in, you aren’t succeeding. What the hell? 

I don’t want to start the year off on a downer.  But I see lead generation and dieting success as closely related.  Diets fail because we cheat.  We cut corners.  We think we can get away with that one donut here, and that cake there. 

In lead generation, I see some of the same habits.  I have clients that just go after the low hanging fruit.  They by the way are the ones that have the lowest close ratios.  I wonder why.  

Oh, yes, like dieting, there is a strategy to good lead management.   If you follow the strategy detail by detail, you will maximize your close ratios just like if you adhere to your diet strictly, you will lose weight. The best technology to implement your sales strategy is drip marketing automation.  It works.

In December, my company was basically giving away ACT-ON’s turnkey drip marketing automation program.   I got two takers.  What does that say about most sales organizations?  One of two things.  First, either most sales organizations are using a drip marketing automation program and are closing deals like gang busters or they just don’t see the value in drip marketing automation and are doing the same old same old hoping that magic happens.   From speaking with hundreds of prospects, the situation is the latter, not the former.  Most sales organizations are hoping for magic.  They are hoping to get some new employees, to build a new and bigger call center or invest in the latest online marketing fad to boost their sales.  I can tell you from experience that that just doesn’t work.

In a nutshell, my company would be glad to sell your sales organization leads.   I would be even happier to sell you leads and get you set up on a drip marketing automation program.  Just like in dieting, I know you will success if you follow the plan.  

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