Generating leads, following them up to set appointments and then closing deals after going through the usual sales cycle is part of job of The Global Associates B2B Lead Generation Services.
What determines the real success of B2B lead generation services is the percentage of leads that actually turn into closed deals. Every lead has a particular sales cycle; sales people have to move through it in order to reach the final destination of bagging the deal.
There are instances when a deal closes in a jiffy, something that surprises the reps and the company and brings some joyous moments. However, there is a need to be cautious when a lead is progressing faster than expected.
Can sales cycle be compressed?
Is it possible to compress the sales cycle so that the time period involved is shortened drastically? If yes, what are the factors involved? If you come across a highly motivated client and you understand the requirements of the client perfectly well, the sales cycle can certainly be shortened.
However, these are exceptions; if a lead is progressing at a faster pace than usual, it’s most definitely a warning signal. Let us discuss some of the dangers such leads may pose.
- Clients with dishonest intentions:
It’s not always a good sign if your client is pursuing you more than the other clients and seems a little too eager to use your product / service; it’s a signal for you to stop and think.
B2B lead generation services aim to convert as many leads as possible into closed deals no doubt; however, that won’t quite work out if the client refuses to pay after receiving the product /service.
If you encounter a client in a hurry, try to slow down the sales process a little and find out about their previous track record. It’s important to know if they have defaulted in the past or if they are poor paymasters. Be cautious if the sales process is moving too quickly.
- Chances of misunderstanding:
There is always a fair possibility that the client is unaware of what they are going to receive from you if the sales process is moving at a faster pace than usual.
This would be of course a nasty shock for both of you. Offer to give a demonstration of your product/ service if you have this uneasy feeling and make sure there is no misunderstanding on their part.
A fast-moving lead may not always be good news for B2B lead generation services. It’s important to slow down the process and investigate all angles before going ahead with such leads in order to avoid disappointments and financial losses.