The movie “Glengarry Glen Ross” is famous for its desperate salespeople who fight over access to the premium Glengarry leads, knowing they’ll make the difference between success and failure. “These are the Glengarry leads. And to you they’re gold, and you don’t get them,” Alec Baldwin’s character taunts at one point. This scene may be a work of fiction, but a similar scenario plays out daily inside sales organizations around the world, although with far less transparency.
Leads don’t come in from marketing departments with handy ratings or categorizations that say, this lead has a 75 percent likelihood of turning into a sale, but this lead has only a 15 percent chance… Continue Reading