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Establish a dedicated lead generation team from "summary" of Predictable Revenue by Aaron Ross,Marylou Tyler
Creating a specialized group focused solely on generating leads transforms the sales process. This team operates separately from the traditional sales force, allowing for a more streamlined approach to sourcing potential customers. By dedicating resources to this function, organizations can cultivate a more predictable pipeline of opportunities, ultimately driving revenue growth. This group should be trained specifically in lead generation techniques, leveraging tools and methods such as targeted outbound calling, email campaigns, and social selling. The focus is on identifying and nurturing prospects long before they enter the sales funnel. This proactive outreach ensures that leads are not only qualified but also primed for engagement. Clarity in the team's objectives is crucial. Each member must understand their role in the broader sales strategy, ensuring alignment with the overall business goals. This clarity fosters accountabi...
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