Sales Leads Survey Results

Author: John Honovich, Published on Mar 16, 2015

Where do integrators and manufacturers get leads for new customers?

We asked 100 sales people this question.

*** ***** ******: '*** ******' **********, ****** *** ******* / sources ** *********** **** *** ******** ** *************.

** **** ****, ** ******* *** ***********, ******* ***** ********** from **** ******, *** ******** **** ** ******** ** *** ******** / ************* *********.

Integrator #* - '**** ** *****' / '*********'

*** ***** *** ****** *** ***********, **** **** **** **** citing ****, *** ****** ***** ******** ********* *** ********** ********* ****.

  • "********* *** **** ** ***** **** ** ****"
  • "******* *** ******** ** **** ** *****. *********, ** *** people's ******** *********** *** ** *** ****** ****** **** ** respecting ******** *** ******** ** *** ********* **** ********."
  • "***** *** ********* ** **** ** *****"
  • "**** ** ***** ****"
  • "**** ** *****. ******* ******** *****."
  • "**** ***** *** *** ***** **** **** *********."
  • "** *** *** **********, ****** ********* **** *****... *** *** most ********* ** **** *** **** ****** ****** **** ********* from ***** *********/*********/*******."
  • "** ** **** ****** *********** ** *********; ****, **** ** our ***** **** **** ********* (**** ** *****)"
  • "****** ***% **** ** *****. ** ****** ******** ********** *** get * *** ** *********."
  • "**** ** *** ***** **** **** **** ** ***** ** from *** ***** ***** *** ** *** *****. ** **** a ****** *** ** ******* ** ********* *** **** ** access ******* ***** ** *** * **** ******* ********* ** well. **, * ***** *** **** ** **-*** * **** or ******* **** **** ******** ** * ******* *** **** into ** ****** *******, ****, ** ***** ******** **** *** tech ********* ***** *****."

Manufacturer #* *** ******* - **** ** ***** / *********

** *** ********, **** * *** ************* ***** **** ** mouth ** ********* ** * *** ****** ** *****. ***** no ************ ******* ** *********** ** ***, ** ****** ** confident ** **** *** ***** ** *** ****. ** ******* that ***** **** ************* **** ******** (*.*., ******* *********** ** end *****), **** **** *********** ** *** **** ** ********* (i.e., *********** *** ***** ******** ** ********* ******** ** ***** integrators *** *********** ********).

Manufacturer #* - ***** *****

******* **** ****** **** '*****', '******', ** '********', ** *** the **** ****** ****** ** ***** ***** **** ***** *****. No ************ **** * ******* *********** ** ***** ***** ** cited ******** *******. ***********, *** **** **** ** **** ***** trade ***** *** ** **** **** **** *** ***** ****** shows ***** **********.

****'* *********** ***** **** ** *** **** ** ***** **** trade ***** ** **** ****. $*** - $*** *** * new **** ** * **** ********, *********** **** **** * ***** tabletop ***** ****** ** *** **** ** ***** ***** **** floors **** $**,***+ ***-**. ****** *** *** **** ** * few ******* ******, *** ** ******** ** **** **** **** more **** ** - ** *****. ******* ****, **** ** many **** ** ***** **** **** ************* **** *** ***** * better ***********.

Integrator #* - '**********'

**** ** *** ********** ****, ***** ****** '**** ** *****' and ************* **** **** *** ***** ******, ********** *** ******** cited, **** **:

  • "*** ***** ****** *** ******** ** ********** ******."
  • "* *** ** ******* **** ****** * **** ** ******** and **** ******** ** *** ********."
  • "* **** * ***** ******* ** ************ ******* *** *** always ******* ** *****. **'* *** **** *** ****, **'* who *** ****, *****?"
  • "********** ** ******** ******* ******."
  • "***** *** ********* ******* **********. *** ******* ********* ** ******** enough **** **********."

********** ******* - **** *****, ***** ***** *** *************

****** **** ** ***** *** ********** ****, ** ***, *** big *** *** ********** *****, ***** **** * *** ***** (less ******) ****** / ******* *********.

* ******* ******** ***** **** *****, ****** ********* *** ************ or ***** *** ******. ** *** *****, "******* ********* ** ******* *********** ** **** **** *****." *******, one *** *******, "**** ***** **** ******* *** ******** *******."

* ******* ******** ***** ***** ***** ****** ****, ****** *** manufacturers, **** **** ********** *** *** ******* *** ******** / importance **** ***** **** *** *************.

*******, **** ***** *****, * ***** ******** ***** ***** ************ partners ** ******** **** **** *****.

********** *** ******* - ******* *** ***** ***********

*** ********, ** * *****, *** ****** ****** *** ***********. Just * *** *********** **** ********* **.

************ *******-******

****** ***********, ****** ***** (**** ******** *** ******) **** * common **** ******, ****** ** **** ****** ** *****. ************* noted:

  • "******** ***** *********" *** ******* "** ******** ***** *******"
  • "******** ******** ** *** *******, (**********)"
  • "*** *** **** ****** ** *****" *** "******* ******** *** ******* ****** *****"
  • "*) ********* ********* *** ** ******, ** ******* ***** *********** and ****** **."

*******, * *** ********** *** ******** ** ****** *****, ******, "******* ********* *** ******* ***** ******* ***** *** / ** website ** **** ****** ******* *** ******* ** *** ******** are ***** ********" *******, "**** ** *** ****-*** *** ****** *** ****** ****** ** going ** ****** *** ****** * $*** ***."

Integrator - ***** *******

******, ****** *** ******* ** *** *** *****, * *** *********** had *********** **** ******* ***** ************:

  • "******* ***** **** **** ********** *********** ******* ** ************ ****."
  • "*** **** *** **** ******* **** **** ***** ****** **** of ******* *******, ******* *** **** ******* ******** **** ** the ****** ******** ****** ** *** **** ***** *** ****** then ********* ***** ******* ****** **** ****** ****, *********** *** drive ** **** ******."
  • "** ******* ****** ***'* ******* ******* ********"
  • "* **** *** ****** ** ***** **** ** ***** ***** Gold *******. **** ** ** ***** **** **** ****** ******** or ******** **** *** ***** **** ******** ** *** ***** side ** *** ********. ** ** * ******** ********* ******* those *** ******* *** ******* ** * **** **** ***** inside ** *** ****** ************."
  • "** *** * **** ******* **** **** ****** **** ***** of ** **** ***** ** **** * *** ** *********** contact **."
  • "*** **** *******, **** ***'** **** ** *** ******** * while, ** ****** ******* ** **** ********. **** ** * schedule, **** ** *** *** ****'** *****. ******* *** ** cycles. ****** ******* ******* "*****'* **** **** ** ****" *** months ***, *****'* **** **** ***'* **** * ********* **** today."

Comments (11)

** *** ** ** ***** ******** ** *** ********* *** answers *** ************* - **** * ****'* ***** ** ***** I **** *** ****** - ** **** *****'* ** ***** with **** ** *** ***********.

*** ********, ** * ************ *****'* **** ****** ** *** end ****, **** *** ******* ********** ** ***** "********" ** the ********** *** ******** ****** *** ******** ***** **** * sale ** ****. **** *** ****** **** **** *** **** sales, *** ****** ****'* * *** ** ***** ********** *********.

**** ************* **** ** * ****, *** *** **** ** take *** ***** ****** ** *** *** ******** ****, *** it's ***** ****** **** ***** *** **** ***** ***** ***** goals ***'* ****** *******. ******* ** ****, ** *** *** only ******** ***** ***** ******* ** *** ******* ** *** each ***** ** ****** *****, **** **** ** ***** ******* *** ******** **** ********** look * *** ***.

****,

**** *****. ******. ** ****** ******* / *********, **'** ** sure ** ******* **** **** ** **** *** ************* (*.*., integrators ** *** *****).

*** ********, ** * ************ *****'* **** ****** ** *** end ****, **** *** ******* ********** ** ***** "********" ** the ********** *** ******** ****** *** ******** ***** **** * sale ** ****.

****, * ***** **** ************* ******** *** ***-**** *** "********" for ******* ************.

****** *********** **** ***** ** ****-**** ***** *** *****, *** the ******** ** *** ****, ** *** **** ** ***, you're ******** ******** ** *** ************. ***** * ****** ******* having ** ********* ***********, ** ** ********* ***-**** *****, **** people ***** ****** **** *** ***-**** *****. ** ******* ********** is ***** ** ******* ******* ******* ******* * *** ** investment ** **** **** (******** ********, ***** ***** ** ***-*****, and ** *****). *** ** *** ******** ** *** **** that **** ******* ****** ***** ******** **** ** ****** **** a ********** ****.

********** *** ****** ** **** ******. ***, ************* **** *** radically ********* (****: **** *********) *******, ** *********** ** *** report, ******* ****'** ***** *** *********** *** *** **** ***** the *** ****.

* ***** ****** **** *** *** ****. ** * **** them, *'** *** *** *** *********** * **** ** *** the *******. *********** *** **** ********* ** *******, *******, ** end **** **** ***** **** ******* **** ***** ***** *** the *********** * ************ *** ******.

"****, * ***** **** ************* ******** *** ***-**** *** "********" for ******* ************."

**'* **** ** ********** **** **** ************* ***'* ******** ******** who ***** **** ******** **, *** ********* ***'* **** *****, focused ******** ** ***** *** ** ***** "**** ********". ** it ***** ***, *** ****** *** ********* *** ** *********** to ******** *****..** ** *** ***********, ***** *** ******* ****** hands...is ** *** ********* *** ****** *** *****...** ** *** integrator **** ***** *** ******** *** *******...** ** *** *** user *** ******** **** *** ******** *** *******?

**** ***** ** * ******* ** ********** ** ********** *****, but *** **** ******* *** ***** **** ** ***** ** disseminating *** ***** ********* ** ************. **** ****** **** ***** sales ****** ****** ** *** ****** *******, *** ******* ****** in *** *** ** ********* ** ** *** ***** ********* leads *** ****** ***. ** ** ** ** *** ***** sales *** ** ********* *** **** *** *****, *** ** our ****, ** **** **** ***** ** ***** *** **** not **** ****** **, ** ****** **** ** ** *** results, *** ****** *** ******* **********.

** ********* ** **** **** *********** ***'* "*** *** *** lunch"...meaning ******** ******* ***** **** ** ****** ***** ********, *** thereby *** ***** ***** ** *****, ** *** ********* ** leads *** *******...** ****** *** ** ******* **** *********** ******** for **********...******, *****, **** ****** ****** ***** **** ****** *** have **** ***** *** ************** *** ********, *** *** ******* for **** ****, ****'*, ***, *** *** **** ******.

"** ********* ** **** **** *********** ***'* "*** *** *** lunch"...meaning ******** ******* ***** **** ** ****** ***** ********, *** thereby *** ***** ***** ** *****, ** *** ********* ** leads *** *******...** ****** *** ** ******* **** *********** ******** for **********...******, *****, **** ****** ****** ***** **** ****** *** have **** ***** *** ************** *** ********, *** *** ******* for **** ****, ****'*, ***, *** *** **** ******."

****'* ** ********** *****! ***** **** *** ***** **** ****** to *** :)

** **********, ***** ** *** ****** *******. *** **'* * weekend ** *** *****, *****, ***..****** *** *****.

*** *** ********?

* ******* **** *** ************ **** ******* ****** ** **'* than ******* ** ***** ****. **'* ******* *** **** **** will **** *** **** *** ********** ****** ***** ********** ******!

** *** ********, **** * *** ************* ***** **** ** mouth ** ********* ** * *** ****** ** *****. ***** no ************ ******* ** *********** ** ***, ** ****** ** confident ** **** *** ***** ** *** ****...

** **********'* '*******' ** ***** ******, ********* ********* ********* ******* a ******'* **** ***** *** ***-**** ******** ********. ****** *** introduction, *** ***-**** **** ******** *** ******** ****. ** *********, Integrators **** **** *** ******* ** ***** ** ***** ****. This ***** *********** ******* ***** ** ***** ***** ***** *** coming ****.

*** * ************* ******* ** * *****, *** ****** ***'* feel *** **** ** ********* ********** ** ****** *** ******* how **** **** ** **** ** ****. ** *** **** capture **** *********** **** *** **** *** **. **** **'* easy ** ***** * **** ** ***** ******** ** ******* type, **** ******* ** *** *** ** ** ***** ****, e.g. ** * ****** ****** **** ** ***** ** ***?

******** ** *** ********** ******* *** ************ ** * ******* vs. *** *********** ** * ******.

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