The Missing Link in Your Lead Generation Process [March Referral Selling Insights]

One quarter down, only three to go.
I’m pretty sure you don’t need me to remind you it’s the end of the quarter, but I’m doing it anyway. If you hope to meet quota by year-end, your most important task is quality lead generation, which requires a quality lead generation process. Of course, pipeline-building is a daily priority, year-round. Yet, it’s so easy to sit back and wait for leads from marketing or SDRs—or even worse, to spend hours sending connection requests on LinkedIn, thinking these are actually sales leads. Sorry to say it, but they’re not.
Just because someone agrees to connect on social media does not make that person a qualified sales lead. Qualified prospects are actually interested in your product or solution. They expect (and want) to hear from your sales team. Strangers on social media do not.
What’s the better way to get qualified sales leads?  By receiving referral