When sales people think of prospecting and lead generation they will often immediately think of cold calling, sending emails or knocking on doors.  However, in this day and age of “though leadership” professional sales people can develop a steady, long term stream of new leads from the content they produce.

What is Thought Leadership? 

Thought leaders are viewed as the “Go To” experts on a particular topic.  They are well educated and informed on many of the most important aspects of their field of expertise.  Denise Brosseau describes a thought leader this way: “They are trusted sources who move and inspire people with innovative ideas; turn ideas into reality, and know and show how to replicate their success. They create a dedicated group of friends, fans and followers to help them replicate and scale those ideas into sustainable change not just in one company but in an industry, niche or across an entire ecosystem.”

Sales People as Thought Leaders

In my opinion sales people typically have the type of product knowledge and industry expertise needed to become thought leaders themselves.  How do you do this?  You follow the example of other thought leaders.  For example, think about Dave Ramsey.  How does he generate leads?  He writes a lot of articles and books.  He does a lot of seminars, speeches and workshops.  He records radio shows, TV interviews and other video programs.  He produces a lot of smart content and information about his field of expertise (money, debt and finances).  When we hear or read his content we view him as the expert.  We buy his books, listen to his radio show and buy tickets to hear him speak.

Can Thought Leadership Generate Leads?

In a similar way sales people can use various thought leadership practices to generate a steady stream of leads for themselves.  Thought leadership is not instant gratification marketing however, and leads don’t necessarily pour in immediately.  However, thought leadership should be a prospecting strategy that professional sales people use to establish credibility, generate leads, differentiate themselves from competitors and build trust with their prospects and customers.  When sales people leverage different kinds of media (blogs, video, podcasts, memes, radio, TV, etc) to share their industry insights; they starting becoming a thought leader.  Prospects naturally want to work with experts and experts are sought out for their expertise.  Would you like your phone to ring more?  Try thought leadership.

Other Prospecting Resources

Would you like additional help when it comes to prospecting and lead generation?  On November 24th at 11am MDT expert sales trainer and consultant, Terry L. Hansen, will reveal tips and strategies that you can use to generate better quality leads.  You will learn:

  • The top cold calling and emailing mistakes to avoid.
  • How to leverage LinkedIn and SOCIAL MEDIA for prospecting.
  • How to get prospects to CALL YOU BACK.
  • How to set MORE sales appointments.
  • How to capture your prospects ATTENTION the right way.

PLUS: as a SPECIAL BONUS GIFT you will get a copy of Terry’s popular COLD CALLING TEMPLATE & SCRIPT that has been used by hundreds of sales professionals.  Register now.  Space is limited.


Webinar Registration URL: 



Who else on your sales team should also attend this special event?  Who else in your circles could benefit from this training?  Refer 2 or more people who register for the webinar and receive a COMPLIMENTARY personal 15 minute STRATEGY SESSION with Terry L. Hansen.  See you on the webinar!


Remember to follow Terry on Twitter (@TerryLHansen) or on LinkedIn (Linkedin.com/in/TerryLHansen).  For questions, please email Terry@HansenGroupCompany.com.