Top lead generation companies like The Global Associates constantly strive hard to successfully boost B2B demand generation, a very challenging job in this era of ever-intensifying global competition and super-busy decision-makers. Using technology is inevitable in this cyber age, but you should also take care of other important aspects, like devising effective strategies and imparting regular training to your workforce, in order to maintain an efficient B2B demand generation program.
Your sales reps, for example, need some specific qualities to be able to generate quality leads on a regular basis; let us discuss some of these essential traits here.
- Empathizing with the customer
It’s important to focus on the needs and requirements of your customer if you want to maximize B2B demand generation successfully. You should have a set of pointed questions to be able to empathize with the prospect and elicit the required information about their needs and main issues. This will also help you build credibility with them. Offering a customized solution and developing a sustainable business relationship should be your next objective.
An inflexible approach is never advisable, sales reps should be able to think on their feet. They should be ready with responses that suit the customer’s mood and requirements. A rigid approach or over-dependence on the script will only make it more difficult for them.
Never pick up your phone before having done thorough research about the prospect. You must know everything about the company, name and designation of the decision-maker, their pain points and needs before approaching them. Change your strategy and try again if things are not going too well.
- Being proactive
A sales rep needs to be proactive; a plan is worth nothing unless put into action. Constant action is what a company needs to grow steadily. Even if you have completed your quota for the day, don’t put your phone down, keep dialing.
Your sales reps must possess some essential traits for you to run a successful B2B demand generation program. Impart regular training to your reps to help them inculcate these skills and be ready for the challenges ahead.