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Sales Coaching
Be Proactive to Get More Leads
By Ken Wisnefski, President,

How are you crafting more sales?  Lead generation precedes sales, so be proactive about your lead generation campaign.

How important is the number of sales to your company? Obviously, sales are necessary regardless of stellar staff and product/service. How are you promoting sales? It would be logical to think sales would improve by being proactive rather than waiting for buyers to come to you.

Lead generation is the act of attracting more buyers to your company by a variety of tactics. Cold-calling, direct mail, and e-mails, Web sites, press releases, etc. are ways to generate more attention to your products and services.

The goal is to turn recipients into prospects. Once information is received, it is important to get prospects to respond with their information. This way, your company can now become proactive rather than waiting for the buyers to be reactive.

Employ varied methods in different formats. Research shows most buyers need to be exposed to information regarding a product/service at least five times before making a decision to buy. You must first generate the recipient's interest before their response will generate leads for your business.

Companies often use a lead capture page. This page's purpose is to get prospect's information in order for your company to better inform them of your goods/services. Most often, an auto responder is also used in order for the prospect to receive a consistent flow of information about your products/services. How will you get them to your lead capture page?

Press releases

Use press releases to inform the public about your business. Whether you won an award, are introducing new products/services, met a sales goal for the quarter, etc., regularly attempt to make a connection with the buyers. Leave the address to your capture page as part of the contact information.

Advertise online

Get your capture page listed in online directories, newsletters, and ezines. Target entities aligned with your desired market and attach links to your capture page.


Writing articles will benefit your company two-fold. One, providing information on your industry will better your reputation and brand name. Secondly, plenty of places on the Web get information from article sites and post them on their own. Placing a link to your capture page in the author's box will increase your exposure and chances of gaining more leads.

Exchange lists

Those of the same or different industry may have a list of potential prospects for your goods/services as you may have the same resources to exchange with them. Get their list in order to start a marketing campaign. Comprising an e-mail listing the advantages attached to your goods/services with a link to your capture page will benefit your revenue.

Kenneth C. Wisnefski is the president of, an online business to business marketplace that connects business consumers with pre-approved vendors in over 150 different categories. has over 5,000 vendors in their Approved Vendor Network and processes close to 10,000 requests per month from businesses of all sizes.

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