Tomicide Solutions June 2009: Sales Lead Generation in the Traditional Versus the Lucrative Way

By Tom "Bald Dog" Varjan

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All farmers know, even me as a small-scale former farmer, that in order to harvest we have to plant. And while planting doesn't guarantee plentiful harvest, not planting does guarantee full scale famine and hard-core starving, unless someone (like a government with a distorted, communist mindset) bails us out.

Lead generation is the same. It doesn't guarantee abundance of clients right away, but if you don't do it, then you can land in very deep yoghurt with no hope in hell to ever be able to climb out. The sad fact is that many IT companies choose this route because they mistakenly believe they can save a small fortune if they skip marketing and skimp on the associated investments. And they are so everlastingly stupid that they regard marketing as an expense to be eliminated, as opposed to an investment to be optimised for ROI.

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Attribution: "This article was written by Tom "Bald Dog" Varjan who helps privately held information technology companies to develop high leverage client acquisition systems and business development teams in order to sell their products and services to premium clients at premium fees and prices. Visit Tom's website at http://www.varjan.com.