Without Call-Backs, Your Lead Gen Is Dead in the Water

Here’s how to generate leads and get call-backs.
Has selling really changed in the last decade? Well, sure. Social media, marketing automation, AI, predictive analytics, and all kinds of technology have cast doubt on traditional sales techniques and encouraged organizations to rely on digital sales prospecting. That’s a problem because the best lead gen strategies aren’t digital. They’re personal.
A new generation of salespeople have entered the workforce, many of whom only know how to communicate digitally—sending emails, texting, and “talking” on social media. Even seasoned salespeople have been lulled into a sense of sales complacency, having been convinced that lead gen technology can do their jobs for them. Reps also engage in this mindless activity because their managers make them do it. Their KPIs are linked to the number of cold calls they make, emails they send, and contacts they have on social media.
These reps wait for a response. When they