If you’re fortunate enough to have a team pumping out a few high-quality leads (like the inside sales crew at IGLOO Software to supplement your own activity) you feel super-loved and supported but under no illusion… you know that’s how they’re compensated.
When sales professionals have significant business opportunity engagements in the technology space, they’re also introduced to enough economic buyers (EBs) in the normal course of regular qualification and discovery processes that enable them to begin handing out really good, qualified leads to colleagues and peers working with other organizations – as long as it’s clear their products and solutions aren’t a fit, and there’s no competition for the same budget. Unfortunately, it’s also quite likely they’ll receive a generic token of appreciation from the recipient of the lead that sounds like this:
“Oh, thank you so much! We really have to get together sometime for dinner or maybe hit the links – I’ll call you!” Even if the bearer of good news doesn’t say it, they’re thinking: “you’re kiddin’ me, right? I just passed you a fat, actionable lead that’s going to keep your insecure butt out of the fire for another 90 days or that may change your life, and you just pitched me the superficial oh-we-really-do-have-to-get-together-sometime” rap?
Me? I’m of the opinion that the “let’s do dinner” response is obsolete and that we should all press “reset”, start over, and think again about this aspect our professional interactions.
Instead of offering me dinners and golf outings that you know will never materialize, why not just make it a priority to reciprocate by returning the favor received by giving a qualified lead, in exchange for a really good qualified lead. It’s the “golden rule:” do unto others as you would have them do unto you. In the process you replicate yourself and put another set of feet, eyes, ears, and an advocate into companies and places you don’t have access to… yet.
Want to take your sales initiatives to a higher level? Give away qualified leads, set reciprocity as a condition for lead-giving and then watch both you AND your peers income increase. Dinner? Thanks, but my wife called – “Big Daddy’s” going home to a feast of lovin’.