One of the toughest jobs for the top lead generation companies like The Global Associates is to maintain an effective B2B demand generation program in this era of extremely busy decision makers and ever-intensifying global competition. You almost always follow the same process for maximizing B2B demand generation, you begin with a large pool of prospects and subsequently narrow it down through qualification and appointment setting processes. Using technology is quite inevitable now but putting in place an efficient process for each stage of the sales process is equally important.
Putting in place a defined process is imperative, a lack of it could result in some common errors creeping into your system, adversely affecting your B2B demand generation effort. We discuss here some common mistakes committed by salespeople, reducing the efficiency and effectiveness of their campaign.
- Not making the best use of leads in hand
Creating fresh opportunities is, of course, necessary, however, it’s never a good idea to solely focus on new leads and ignore the existing ones in your pipeline. Lead generation requires investment in terms of time and resources, it’s a costly process. You must make the best use of the leads in your kitty to be more efficient.
- Over-reliance on technology
Technology, though important, can never be a replacement for an efficient system. It helps you find and iron out flaws, but a sound strategy and hard work are prerequisites for successfully maximizing B2B demand generation. Moreover, it puts an additional burden on your coffers.
- Focusing solely on closing ratios
It’s natural to try and improve your closing ratios all the time, no doubt, but neglecting other stages of the sales process will not help you at all. You must measure the success of each stage of the process to make it more efficient, more successful.
Sales companies must strive to avoid these common errors in order to effectively boost B2B demand generation by making their approach more effective and result-oriented. It’s essential to make the best use of every single lead in hand, monitor each stage of the sales process and develop an effective system instead of focusing solely on closing ratios to ensure greater results and efficiency.