As a sales manager, sales person, or sales leader, you certainly know the value of a great lead. I’m not talking about someone handing you a name and number, saying, “You ought to follow up with this!” No, I'm talking about a quality lead that is beyond the “kicking tires” phase and is what we refer to as "sales ready"—someone who knows about your product and service and has already given some thought to how they might want to work with your company. Sounds good, right?
A great way to generate quality leads is to create a blog and start writing about your expertise. Allow prospects to find you or connect to you through your blog, and tell your story to those who are interested. The ones who are most interested will start to see you as an expert—or a thought leader—and will soon become sales ready. Spend time with more sales ready leads, and you will convert more prospects into satisfied customers.