Look at the stock market, gas prices, and even your family. All change over time, sometimes overnight. Your customers and potential customers change too, even if you are operating in a mature market. In general, the sales process in a company is divided into a few different activities, and in most cases these activities are performed by different people.

• When undertaking any targeted calling campaign you will need effective communication between all stakeholders and adapt as required to achieve success.
• Establish regular communication at lead/opportunity hand-off points to make sure lead appointments do not fall through the cracks.  A poor hand-off at any stage of the pipeline could cost you the opportunity forever.
• Feedback from the sales rep to lead generation team is key to creating continuous improvement and adaptation to change.  It helps prioritize qualification questions and prepares all to handle potential future objections from other prospects.
• Include your lead generation team in learning the results of lead opportunities.  Knowing that a lead is moving through the pipeline and eventually becomes a customer is affirming to their hard work and inspiring to their continued success.