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At Experienced we define sales leads as:

“Contact from a decision maker who is specifically interested in speaking with your firm about a problem that your company is qualified to solve.”

Lead Generation - What's a Sales Lead?

Every business wants sales leads. Without sales leads there are no opportunities for your business to do that which it is you do. Teacher need students, shops need customers, and lawyers need criminals. So at the most basic level a sales lead is an opportunity. And that opportunity may become a business relationship in the near future.

When I first tell business leaders in Singapore that I do business lead generation their first reactions are mixed to say the least.

Most professionals are very excited to meet a sales lead generation expert. They immediately grasp that high quality prospective client leads are the life-blood of their business. And of course they are curious to learn more.

But some people are bored beyond belief by lead generation. You can actually see their eyes glaze over as they contemplate a few sentences of polite discussion about sales leads.

So why the huge gap in levels of interest?

Defining a Sales Lead

It comes down to the definition of a sales lead. ALL businesses want to meet highly qualified decision makers that have a specific problem that they can solve. But if business owners define a sales lead as something other than meeting highly qualified decision makers then they won't be interested. Makes sense, right!?

It turns out that the less enthusiastic people thought sales lead generation was just a list of names and contact details – not unlike a phone book. And at many companies, that's exact all a sales lead will ever be. I suppose you can't blame them for being bored.

At Experienced we define sales leads as:

“Contact from a decision maker who is specifically interested in speaking with your firm about a problem that your company is qualified to solve.”

When I explain how we define a sales lead, those unenthusiastic business leaders suddenly get a whole lot more curious about lead generation! After all, every business wants to meet high quality sales leads with as little effort as possible.