Prospecting is an integral part of the sales process for top business lead generation companies like The Global Associates in their effort to keep pumping fresh leads into the sales pipeline in the year 2022. Sales prospecting is not optional, it accounts for more than fifty percent of the sales pipeline activity of business lead generation companies, and yet it’s utterly disliked by most salespersons and leaders alike due to its inherent complexities.
There’s no doubt that approaching unknown prospects and convincing them to try your product/ service can be frustrating, but you must master this art to run a successful lead generation campaign. Identifying the basic problems associated with sales prospecting should be the first step in your effort to effectively address them. Some of these issues are discussed below.
Huge investment in terms of time and resources
Reputed business lead generation companies understand the importance of sales prospecting for maintaining an effective program, trouble is that it’s a costly affair. You would have realized that only about ten percent of the people contacted tend to take your call, and most of them are uninterested anyway. The success rate is usually so low despite investing time and resources that it can become frustrating and demoralizing. You must shrug off the disappointment and persist with your calls.
Wastage of sales talent sometimes
The constant endeavor of sales organizations is to find, nurture and retain the best talents to improve their performance. Some of the qualities they want are good conversation skills, efficient dealing with customers, and the ability to be aware of the company’s products/ solutions and previous achievements well. Using these talented people for dialing decision-makers who don’t even respond seems gross wastage of top talent. You need a sound strategy to regularly promote the spotted talent to planning/ managerial positions.
Lack of coordination between marketing and sales teams
Huge amounts of time and resources are invested by the marketing and sales teams, an organization just cannot afford a lack of coordination between the two departments. You must have a process for making contact with the prospects making sure that the same persons are not approached by the two departments. Information and results should be shared systematically between the sales and marketing teams to avoid duplication.
It’s never advisable for business lead generation companies to undermine the significance of the process of sales prospecting. They must identify the possible issues with the process and devise appropriate and effective ways to tackle them to run a successful lead generation campaign.