Lead Generation: Top Ten Myths and Corresponding Truths
By Jim McAvoy Founder & President, JWMcAvoy & Company Ltd. | August 28, 2011
Merriam-Webster dictionary defines myth as a traditional story of ostensibly historical events that serves as a popular belief or tradition, which is unfounded or a false notion. There are many myths related to the world of lead generation, and they often trigger feelings of anxiety in sales professionals-those who work in the hotel/hospitality industry are not immune.
Given the importance of generating unsighted and organic revenue in this continued challenging economy, I will identify the myths and reveal the corresponding truths in a "Top Ten" list-giving you the edge and insight you will need to intelligently approach business prospects.
Based on almost twenty-five years of hands-on experience in the field of sales and lead generation, my compilation of myths and subsequent truths will be helpful as you continue to grow your respective pipelines to meet your revenue commitments.
Myths exist for a reason. They often prey on our insecurities or lack of knowledge in a specific area. As you walk through the following myths and truths, understand why each myth is out there. With that comprehension, adopt the power of the reality to go after business prospects with confidence, strength, and ultimately success.
Myth #1: It is extremely rare for C-Level executives to personally answer their own telephone calls.
Truth: While the myth holds true most of the time, executives often answer their own calls when their assistants are not at their desks. The best times to call are between 7:30 and 8:00 a.m. and between 5:00 and 6:00 p.m., periods when assistants are typically not in the office to intercept calls.