So I’ve been noticing  how  my so-called competitors talk about how big their social following is or the awards they have won and how wonderful they are.  Then when I go to their website, it’s all about them and their blog is all about how amazing they are with a  bunch of repetitive information that I have heard 10,000 times before from everyone.  The thing I noticed is while they may be generating a lot of social followers and a large so-called “community,” I wonder just how many leads they are generating.  As anyone in business knows, it’s not about how many “likes”, followers or subscribers you have – it’s about how many sales qualified leads you generate.

Does your company have a clear strategy for winning new business or is it livin’ on a prayer?  When most sales people are having troubles hitting their quotas, one of the first things we tend to look at is the number of people on their target prospect list. What we usually find is a list with too many names, from too many companies, with all the wrong titles. This results in a whole lot of wasted time and very little sales.  While “livin’ on a prayer” might have worked for Bon Jovi, it does not work for your corporate sales strategy.