Remember, prospecting is all about people.
You’ve heard it: Television will kill radio. Video killed the radio star. And technology will eliminate the time-consuming, face-to-face aspect of communication. Um, no. Not in your personal life, and certainly not in your lead generation system.
B2B selling is all about relationships. Digital technology certainly helps facilitate conversations, but when it comes to relationship-building, technology can also be a hindrance, a distraction, and a crutch.
People have always been fascinated with—and even enthralled by—technology. But we’ve never been surrounded by so much of it. When I was a kid, the idea of someone becoming addicted to technology seemed like science fiction. But here we are—a planet of automatons walking through life with our noses perpetually pointed at our smartphones.
That’s no way to live, and it’s certainly no way to approach B2B lead generation.
The Birth of the Boob Tube
Growing up, many of us Baby Boomers only had