Issue 39.

It is on you.

The Leads - the Glengarry ones - the ones we all want.

Where do they come from?

They used to come from other people.

They used to come from people whose job it was to get leads.

That was before this thing called the interweb.

Now it's on you. It's on you if you're a salesperson.

Let's start with the basics. What are leads? There are two types of leads:

1. Cold leads: a list of people who you believe would have an interest in your product.

2. Warm leads: people who have shown interest in your outreach.

What we want are warm leads because we can convert them into possible buyers.

The amount of warm leads you have as a salesperson will determine the amount of sales you achieve.

And if increasing sales and achieving your target is what you want, why would you leave that in someone else's hands?

How do we get warm leads?

People can't buy something they don't know about.

It is your job, in every way you can, to give people the opportunity to find out about you.

How do we do this?

We call,

We research,

We advertise,

We post content,

We network,

We tell people about our product,

and we show interest in our clients.

But how do we do all of that?

We call by cold calling.

Yeah, I know it's hard, but try it.

We research by thinking about who our ideal customer is

and then finding them.

We advertise, sure, by spending a bit of money,

but you can start very small and grow from there.

We post content by overcoming the embarrassment of posting it.

We network by fostering relationships with possible customers.

We tell people about our product by not telling them about our product,

but by talking about the problem and solution.

We listen to our clients, showing that we're interested in what they need.

If you do all of that, you'll have tons of leads,

and any leads that marketing gives you on top is the proverbial cherry.

Get out there.

The Sell’s 14th episode is out.

This week’s episode is with Annabelle Lin.

She’s worked at some of the biggest companies: Citi, Google, and now runs her own startup.

She started in marketing, but learned pretty quickly that sales was her thing.

If you’re looking to get better at sales, start in sales, or just want some sales tips, Annabelle is your person!

I think you’ll really enjoy this one.

Tune in on Apple Podcast & Spotify!