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Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com by Marylou Tyler, Aaron Ross

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6. Lead Generation and “Seeds, Nets & Spears”

Why do people treat all leads alike? They aren’t created equal! You need to understand the different types of leads in order to lay a solid foundation for a predictable sales machine.

Distinguishing Leads: “Seeds, Nets and Spears”

I’ve seen incredible confusion and misunderstanding — among CEOs, Marketing VPs, board members and Sales VPs — around “leads.” The parties lack a shared understanding around lead types and how to make rational projections, creating miscommunication, conflict and disagreements.

The most common mistake is lumping all the types of leads into one bucket and then making future projections based on past results.

After hearing time and time again about these frustrations, I came ...

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