Ice hockey and lead generation may not be similar at first glance, but upon closer look, there are some things that they share in common. Legendary Wayne Gretzky gave a comment that, although focused on the sport, is also something that affects those in inside sales. What did he say? “You miss 100 percent of the shots you never take.”
Generating qualified sales leads can be a hit or miss affair. The rate of failure can be too high, and the challenges in negotiation can be daunting. This can cause some marketers to stop their work right in the middle of the appointment setting campaign, or really not attempt all together. But what if you think of business as a game, where every move you make decides whether you make a sale or not?
Ice hockey, or any sport for that matter, requires that you take a level of risk in order to succeed. Wayne Gretsky did not become the legendary hockey player he is today by simply sitting at the sidelines. Sure, he had experienced loss in the game, but that sure beats missing the entire show. Shoot the puck, and either it hits or miss. But that is far much better than not shooting at all.
There is nothing wrong when you fail to generate B2B leads in your lead generation campaign. What is wrong is when you refuse to take the first step. No matter how good the opportunity is, if you fail to actually move, then you will miss it completely.