May 9, 2008, Newsletter Issue #145: Shortening sales cycles with lead generation software

Tip of the Week

Lead generation software delivers targeted leads from a variety of sources. Use your existing channels and branch out into newer channels, tracking which leads deliver the most ROI. Comprehensive contact and list management should be included in your lead generation software. Ideally, lead generation programs help you shorten your sales cycle because you are starting contact with prospects who are already interested in your products, eliminating the time you spend communicating with the tire-kickers who aren't really interested. Lead generation software can quickly pay for itself because your sales people will spend less time tracking down potential customers and more time closing deals. You'll also be able to better predict sales cycles and take alternate action during upcoming slow times.

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