Why Generating More Leads Isn't the Answer

One complaint we hear a lot from sales executives recently is “My pipelines are drying up! How can I find more leads?”

Timothy T. Sullivan, a director at Sales Performance International, teamed up with Dan McDade, president of PointClear, a prospect development company, to write a provocative article about the importance of focusing on quality over quantity in business development activity, especially in uncertain economic times.  In this article, Tim and Dan provide some useful ideas for finding good quality leads, and describe the dangers of over-emphasizing the production of lead volume only.