Technology and Lead Generation: Creating the Perfect Storm

With the continuous development taking place in recent years, new technology is being implemented almost universally in businesses across every industry. With new products coming out from all directions, the question has evolved from whether to integrate new technology but HOW to integrate new technology, in a way that complements existing business processes without hampering them.

Nowhere is this truer than in sales. A practice that has been historically governed by face to face relations for hundreds of years, sales is more sensitive to the introduction of technology, which may even cause a backlash in productivity, as we will see. The purpose of this series is to explore some of the top academic literature in the field of sales research in order to isolate how to integrate technology as effectively as possible with your sales practices. Instead of letting the forces of technology pull your sales apart, we seek to create ‘the perfect storm’ of lead generation, qualification and response to supercharge your sales efforts.