Hate cold calling and have trouble with so-called Lead Generating Activities. Why – That’s because salespeople are good at converting prospects into actual customers. Separate your Lead Gen from your sales activities.
From Predictable Revenue by Aaron Ross
“… businesses must implement well-defined processes to ensure consistent and predictable success. Many do this by focusing first on lead generation. The only problem with this approach is that “prospecting” isn’t necessarily what salespeople do best, given that their primary responsibility is typically to convert prospects into actual customers. That’s why it’s become increasingly critical to create teams within sales organizations specifically dedicated to developing and deploying lead generation activities.”