Some of our salespeople did not develop “Need” well. These salespeople had much lower lead-to-customer conversion rates. They failed to understand their prospects' needs beyond the surface level. When I would ask these salespeople about the needs they had uncovered, they responded generically, “The buyer needs more leads, just like everyone else.” No kidding! Why? How many? How did they come up with that number? What happens if they do not generate more leads? Where does increasing lead flow fit on their overall priority list? If our salespeople didn't have these answers, it was a bad sign.
