HOW TO: Deliver legendary leads

Deliver valuable leads with a robust referral marketing strategy, advises Andy Lopata, freelance business networking strategist and author

In the 1992 film, ‘Glengarry Glen Ross’, about hard times in a New York estate agency, the head honcho, Blake (Alec Baldwin), gives his salesmen a strong incentive to succeed in a sales contest. First prize is a Cadillac Eldorado; third prize is the sack.

Only ‘closers’ are promised the good ‘Glengarry’ sales leads, the ones most likely to convert because the prospects have both the interest and the means to buy. The rest of the sales team have to put up with unqualified, poor quality leads. This leads to a plot to steal the Glengarry leads, which has unforeseen consequences for all the characters.