Devoted to lead generation, lead generators, and successful lead gen campaigns

Seth Godin's discussion about the quality of your website's traffic, in terms of quantitative business that results from that traffic, has an important lesson for sales professionals and the sales leads that you are looking for in your day to day business.  Come to think of it, sales managers would do well to heed this advice as well. 

When it comes to sales leads, quality beats quantity every single time.  In fact, you could say that 100 new sales leads a day coming in to someone who isn't able to follow-up and nurture those leads the same way they would be able to develop 1 or 2 sales leads a day is actually hurting your business.

• You end up spending time doing low level follow-up rather than more quality deeper level selling and relationship development.
• You're actually making it harder to close sales, simply do to the amount of time you have in your day.

There are other reasons, but those two should be compelling enough to make you understand that endless streams of sales leads is a waste, depending upon your ability to do quality follow-up and development with those leads.  Good sales professionals who are serious about their business would be more interested in 2 or 3 quality sales leads every day to work with and develop.  That's the correct path towards sales success, in my opinion.

Quality needs to be the focus of every sales professional's life, day in and day out and every hour of every one of those days.  It's so easy to get distracted by big numbers and "more" of everything possible that looks, on the surface, like it will help you build leads.  That type of stuff is quantity, not quality.  Cameron's last line in his post rings true on the subject of quantity vs. quality.  It's vital to understand how important that concept is to your business. 

Be the sales professional who focuses on being original and unique in the way you communicate and conduct your sales, rather than the sales rep who is too busy whining about and begging for more sales leads.