Have any of these problems?

• More than 20% of your salespeople missing quota
• Sales turnover > 10%
• Low close rates
• Slow sales cycles
• Demotivated salespeople
• Missed 2+ quotas in a row
• Bad breath (just checking to see if you're still reading…)

Rather than chasing piecemeal solutions like trying to improve your demo process, hiring approach and Salesforce.com setup (though all are important), more often than not, there is "one thing to rule them all" - better lead generation can solve a lot - or most - of your sales problems.

When you struggle generating enough decent leads for your salespeople, everything else needs to be perfect.

• You need perfect salespeople.
• You need a perfect sales process.
• You need a perfect product.

Because you have no buffer to get anything wrong.

A bigger, better lead generation machine (whether from inbound, outbound, whatever) gives you a lot of slack to get a lot of things wrong - and yet still crush your goals.

You can have a perfect sales process, but without scalable lead generation systems , you can't help but struggle.

(It's not just the amount of leads - you need quality leads.)

With great lead generation, you can get pretty much everything else wrong, and still do really well.

There are the three basic types of leads that you need to understand.