Jerry Maguire Didn’t Sell Smart

To any sales people a truly qualified lead is gold. It’s a simple request of Marketing. Yet that request is often the wellspring from which great animosity and frustration is born. Absent qualified marketing leads, Sales becomes a primordial hunter of two clues: Trigger events that indicate a sales opportunity is brewing, and a way to reach the right person. Jerry Maguire built his business using brute force; identifying a trigger event has been hit or miss. The amount of heavy lifting required to find enough of these clues to fill a salesperson’s pipeline is daunting…

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