May 8

Personal lead generation tools

Inside Sales


If you do lead generation (a.k.a. prospecting) for yourself you may want to read the WSJ article, "End of the Cold Call?" by Jeanette Borzo.  The article features tools that will aid sales people, entrepreneurs, and professionals with their personal lead generation efforts. 

It’s important to note that these tools will help users begin conversations but they won’t do the hard work of building relationships for you.  My research shows that executive buyers choose the sales person who has been a resource and developed a relationship with them regardless of their timing to buy. 

Time and time again it is proven that customers want the salespeople they deal with to understand their business, their needs, and the pressures under which they operate.  These people are called trusted advisors

About the author 

Brian Carroll

Brian Carroll is the CEO and founder of markempa, helping companies to convert more customers with empathy-based marketing. He is the author of the bestseller, Lead Generation for the Complex Sale and founded B2B Lead Roundtable LinkedIn Group with 20,301+ members.

  1. Good point, we constantly look for the best and newest tool on the market to help with our prospecting, but nothing replaces the good, old fashioned relationship. Provide good service and being a helpful ear can work wonders!

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