A Better Sales Strategy: Don’t Hoard Your Leads

A Better Sales Strategy: Don’t Hoard Your Leads

A Better Sales Strategy: Don’t Hoard Your Leads Stop hoarding leads!

Your competitive edge has gotten you far: You’ve sussed out prospects, chased down clients, and closed deals over and over again. This is the strongest sales strategy you know; it’s the only one you believe in.

You’ve got a take-no-prisoners approach and you’ve seen it pay off. A rising tide lifts all boats, sure—but you want to be on the crest of that wave, and leave everyone else in your wake. That’s the sales strategy you live and die by.

And so you believe that the way to keep your edge, the only way, is to keep your leads and intel to yourself. But, in fact, that drive can snap back in your face if you take it too far, especially if you’re part of a sales team. What worked then may not work now.

Why hoarding costs you

The truth is, you lose more when you try to be the winner. You know you can close, you know how to run your business—but you’re also somewhere different than you were 5, 10 years ago. The better sales strategy is building the strongest possible team—and that means sharing leads and information.

An “every man for himself” sales strategy may work when you’re in the trenches, but it will make you a lousy leader. Act out of fear, suspicion, secrecy, and mistrust, and you send a message loud and clear: No one wins unless you do, and that doesn’t breed the kind of team-wide effort that will produce larger results for the organization.

Shared effort = more sales

“As more of the team is able to participate in the sales effort, more deals will be closed, never a bad result in sales,” writes sales director and blogger Larry Goldfarb on Criteria for Success. “Sharing information, mentoring, and coaching will create a more cohesive and educated sales team. And when the star dominates the sales process, there is an inevitable boom-and-bust cycle with resources being either over- or under-utilized. A more balanced sales team can reduce this.”

Instead of fighting to be the top dog—or turning your team into a bunch of lone wolves competing against each other—change up your sales strategy. pool resources, ideas, and leads for greater success for all, including you.

Read 10 ways to build a collaborative sales team.

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Patrick Hogan

Patrick is a Co-Founder & Chief Executive Officer of Tenfold.