Understanding processes correctly is vital to the success of sales in particular. This fact becomes obvious when you analyze the sales process. The entry points for any pipeline are leads – “unprocessed” contacts with contact details on prospective customers. Every lead can potentially result in an opportunity. We have experienced a fundamental change in leads in recent times with the Internet.

Businesses often had a difficult time in the past getting hold of sales leads. A lot of money was invested to do so. A good example is the practice of participating in international trade shows, where businesses invested a great deal of time and money. Those days now belong to the past. Read more →