A few weeks ago, I wrote a post called 5 steps for using LinkedIn as a lead generation tool, and step number five was ‘create your own LinkedIn group and share relevant content.’
Well, last Thursday, I launched the B2B Lead Gen Roundtable Group on LinkedIn. I wanted to create a group to discuss and share ideas that focus on the many aspects of B2B lead generation, such as lead nurturing, lead management, teleprospecting, and more.
I’m jazzed at how fast the group is growing and even more excited about the already taking discussions.
My first question to the group was if lead distribution should be fair or optimized? What do you do? Do you invest your hard-won leads in your top performers, or do you try to help your weaker salespeople? Should we take a Darwinian view of lead generation in this economy and focus on helping the strong salespeople get stronger?
What’s your take on lead distribution? I’d love to hear what you have to say.
Join the B2B Lead Gen Roundtable group and let me know your thoughts.
I think it would depend on how the team is doing against their Quota. In case the team is faring well I would give it to the struggling guys for them to get a boost, otherwise I will hand it over to the strongest members so that I can maximise the returns.
Of course it would depend on the organization – but I would not give great leads to struggling sales people. I might team them up with good ones to do initial research and go with them on the close.
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