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“Rather than sitting at a trade show table for hours on end, or sitting up a display in hopes that targeted consumers will complete a form, you can have leads generated and sent to you using the technology of the Internet.” –Laura Lake, About.com Sales lead generation is the creation of interest or inquiry into services or products of a business. Leads could be generated for the purposes of list building or for sales. The usefulness of a lead is determined by its ‘quality’. Quality is usually determined by the propensity of the inquirer to take the next action…
With over 1.3 BILLION members in over 200 countries and regions worldwide, the opportunity cost of ignoring LinkedIn isn't abstract. Many salespeople use LinkedIn to warm up leads, avoid the dreaded cold call, and collect intelligence that can help them sell better. Harvard Business Review ran a study on top IT salespeople of mid to large size companies, asking them how they use LinkedIn to research accounts, prospect for leads, and generate sales. Here are their results:
