Often people get caught in the trap of thinking they can (or should) close every deal that comes their way. When a hot prospect turns cold and you have done everything possible to move the sale forward but they aren't responding, it's time to drop that cold potato and focus your attention on other opportunities.

The need for hot b2b leads is often exaggerated by most marketers, which leads to lead generation campaigns becoming too focused on generating hot b2b sales leads. But these are not the only leads you need for your business. Targeting warm business leads that you will qualify yourself will always be present in lead generation campaigns, so aiming for these leads will be more realistic.

Cold calling and time management. Therein lie two of the biggest areas of concern for salespeople and entrepreneurs alike. It's time to stop cold calling, and begin your learning and education on systems and techniques to generate hot leads without cold calling.

We all want to make the most out of our day. That is why we multitask. And it rarely works well. So what happens if we use this on lead generation? That will be bad news, believe it or not.

One of the most rote sales functions is prospecting. Sales managers have an opportunity to reduce this pain and make the exercise fun. The team that wins the championship isn't necessarily as skilled as the others, but they are driven to achieve. Get creative and inspire your team to crush the tomato!

You shouldn't just give a price. If you do, you're giving away all control and leverage of the sale.You should qualify for interest and then decide, based on their answers, whether to give out a price or not.

What kind of a commitment do you get from your prospect at the end of your prospecting call? If you're like most sales reps, the answer is, ah, none. Or, it's an undefined, "Well, I'll follow up with you next week..."

If you want to be in business, then you will need the best tools in marketing. What are these, and how will they affect the way you do your lead generation work with your prospects?

Compare these questions (and the kinds of answers you'll get from them) with the kinds of questions you or your team is currently asking. If you're far off from them (in other words, you don't ask them at all), then you need to incorporate them TODAY. Not tomorrow or next week, but TODAY.

Have you ever lost control of the sale and not known how to get it back? Learn how to ask the questions that will tell you what your prospect is thinking and what you need to do keep control of and make the sale.