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Generating sales leads is the process of making contact with. Collecting information from prospective clients. In larger companies, generating sales leads falls to the marketing department, since they're responsible for creating all advertising and outreach materials. However, in smaller organizations, it's common for salesmen to have to do their own sales lead generation. These referrals are also called sales tips. Besides networking, trade shows are excellent opportunities for business-to-business (B2B) networking. Web advertising is fast becoming the most powerful way to generate sales leads. These ads often lead to short surveys or contact forms that can be accessed in real-time by sales representatives. More on real-time. Opt-in sales leads later. Telemarketing and teleprospecting are two similar but distinct methods of generating sales leads. Companies contract the services of a telemarketing firm that employs operators who read from a prepared script. Operators sell a product or service directly to the public over the phone. Telemarketing, unfortunately, has a terrible reputation for being a nuisance (calling during dinner hours, offering products that have nothing to do with the potential client, et cetera) and has led to the creation of the National Do Not Call Registry.




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