Experienced lead generators like The Global Associates realize the fact that prospecting is an integral part of the sales process, you cannot hope to maximize B2B lead generation effectively in the year 2022 and beyond without constantly pumping in fresh leads into the sales pipeline.
One of the biggest challenges you face in your effort to enhance B2B lead generation is the fact that most salespersons and their managers utterly dislike the process of sales prospecting despite it accounting for more than half of an organization’s sales pipeline activity.
Approaching unknown prospects and trying to convince them to buy from you is naturally never easy, yet mastering this art is imperative to run a successful lead generation program. Following are some main issues associated with sales prospecting one must address effectively.
1. Huge investment of time and resources
Sales prospecting is an expensive affair in terms of time and resources. Only about ten percent of people take your call and nearly ten percent of these show interest in your product/ service. Since the success rate is pretty low it’s always a challenge to make your B2B lead generation effort more successful.
2. Underutilization of sales talent
Companies always look forward to finding, nurturing, and retaining talented salespeople; making the best use of this rare talent is crucial for their growth. If these bright employees are being used for dialing numbers despite being good at making conversations, handling prospects well, or having other such qualities, you are perhaps underutilizing their talent. A good strategy is required to keep promoting your best people to sales roles.
3. Coordination between marketing and sales teams
You just cannot afford to have a lack of coordination between your marketing and sales teams. Put in place a process for making contact with the prospects in a way that the same persons are not approached separately by the two departments. Relevant information and results must be shared by the sales and marketing teams as a practice.
Maximizing B2B lead generation in an era of extremely busy decision-makers and ever-intensifying global competition is never easy. Take the process of sales prospecting, which is, of course, an essential yet challenging part of the sales process; identify the issues involved to find effective ways to deal with them and taste greater success.
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