Today's we're featuring a few excerpts from Matt Sunshine's book LeadG2: Getting Prospects to Raise Their Hands. This book was written to help key players within sales organizations navigate the changing research and buying patterns of prospects and clients. When applied, the principles and strategies in this book will help you generate more qualified leads for your sales team while also developing a new stream of revenue for your business.
If you're in business, you know there are plenty of fish in the sea, but they're a whole lot smarter than they used to be. So how do you cast your net? How do you identify your best prospects, not just any fish, but "keepers"? Imagine being a commercial fisherman and as you're out on your boat, burning fuel and chasing these coveted keepers all over the ocean, you look over at another boat and see that its motors are idling and its crew is busy doing something different. The other crew is throwing bait and chum into the water, attracting lots of fish.