The Global Associates B2B Lead Generation is one of the toughest jobs in the world, made even more challenging by today’s changed business environment of ever-intensifying global competition and extremely busy decision makers. The process of B2B lead generation begins with a large pool of prospects that is subsequently narrowed down through qualification process, appointment setting, and presentation etc. One must develop an efficient process for each stage of the sales process to make it more effective and result-oriented.
The job of B2B lead generation often becomes tougher if your sales reps commit certain mistakes. Some of these common mistakes committed by sales organizations are discussed below that reduce efficiency and productivity.
- Over-dependence on creating new opportunities:
It is of course essential to create fresh opportunities regularly but one common error sales people make is not doing enough about the existing leads. Lead generation is a costly process requiring heavy investments in terms of time, effort and money. One needs to focus more on the existing leads in the sales pipeline.
- Over-reliance on technology:
Using state-of-the-art technology is essential today as it helps you improve your efficiency, but you can never undermine the importance of a well-established system. You can find and iron out problems using technology, however, a sound strategy and hard work are needed to improve your sales results. In addition, technology can often be too expensive for your limited budget.
- Focusing too much on closing ratios:
Closing deals is of course the objective of any business, however, you cannot focus solely on deal closing ratios and neglect other stages of the sales process. It’s necessary to measure the success of each stage of the process in order to make B2B lead generation more efficient and result-oriented.
It’s imperative to avoid the above mentioned common errors to run an effective B2B lead generation program. You should try not to depend too heavily on creating fresh opportunities and using technology, and should try to manage each stage of the sales process more efficiently instead of focusing solely on improving closing ratios.