Why the Best Lead Generation Techniques Are Proactive

Top sellers don’t wait.
At least 57 percent of the buying process is complete before buyers ever contact your company. If you believe this widely quoted but ill-advised statistic, your lead generation techniques are doomed from the start.
Stats like this suggest that buyers don’t really need salespeople anymore—that we should just wait around for prospects to do their research and then call us when they’re ready to buy. That’s not selling. That’s order-taking.
Top sellers aren’t reactive. They know how to prospect for sales, and it’s not sitting back and waiting for marketing to send them leads. They’re proactive, disciplined, insightful, and great at building relationships. They have one job and one job only—to get in early, ideally before prospects even know they have a need. And none of their lead generation techniques involve waiting for the phone to ring.
Busting the 57 Percent Myth
Our prospects still need us just as much as