BizSugar.com › Sales › The Sweet Spot: Sales execs combat ’scarcity mode’ « Follow The Lead

Bill Rice recalls the late 1990s and the first several years of the 21st century, when lead-gen campaigns on the Web turned acquiring sales leads into a volume game. “Leads were plentiful and a 1% to 2% conversion rate was considered successful,” said Rice, chief sales officer of Kaleidico, which provides software for b-to-b sales.