Since our first day in sales, we have been taught to have as many leads as possible. We’ve also been told when you think you have enough, keep going and get more. It’s like saying your goal is to eat as much food as possible and don’t stop eating regardless of how full you are. Both of these activities are stupid. I’ll assume that you can handle the eating one on your own, so let’s deal with the lead issue.
Which is Better the Big Sales Pipeline or the Narrow Sales Pipeline?
The answer is not more leads, but better leads. You want fewer leads that you can spend more time with. Your most valuable asset if your time, and you can’t afford to waste spending all of it doing nothing but managing a list of names that have zero value to you.
Ask yourself who your ideal customer is. Then, look at
