A not so funny thing happened on my way to my companies lead generation system a few weeks back,I found a lead that was actually a referral and for whatever the reason I missed it.  At first I thought about just letting it go and chalking it up as a lost opportunity.  I would eventually call the referral source and apologize for the mishap and insure them that is was a software glitch and it would never happen again.  I also thought about calling the lead but was too embarrassed to do so.  I talked my way out of following up and gave myself several reasons why I shouldn’t.  I then remembered  Buffini and Company’s Joe Niego sharing the story of  him diving into a trashcan to retrieve the “dead wood” leads that one of his colleagues had just disposed of.  That trashcan resulted in a sal... 02/04/2013