Stop Overlooking This if You Really Want Qualified Leads

Watch out for the gap in your referral business!
It’s an epidemic. Every sales exec says they need more leads in the pipe. That’s a prospecting problem that hasn’t changed in decades and won’t anytime soon. What these sales execs don’t say is they need more qualified leads. Why do they always leave out the word “qualified”? I have a few guesses:
Maybe they think it’s too tough to get only qualified leads?
Maybe they think it’s not realistic?
Maybe they fear they won’t be successful if they limit their prospecting opportunities?
Maybe they prefer quantity over quality?
Either way, they hedge their bets and don’t make their reps accountable for generating qualified leads. Then they wonder why their teams can’t close, or why reps spend all day cold calling and rarely ever get a bite. Why? Because they’re overlooking something fundamental.
You know who doesn’t have to cold call or struggle to close deals? Referral sellers.
The Problem