Prospecting in a highly valued activity for any companies but a majority of these companies get this wrong, Most of them spend numerous amount of cycles making their sales professionals prospect.
The irony is most sales professionals are not good at generating leads; in fact many hate the word prospecting.
Inherently sales people are focused on their quotas; meeting their revenue goals and making their commissions.? They are compensated on performance and are measured against hard numbers. Prospecting involves activities that may or many not result in any tangiable outcome afterall.
Lead generation is a marketing function. Take the responsibility out of the hands of your sales professionals ? and create efficient marketing processes that are primarily focused on lead generation and? lead qualification.
Once you have captured the lead, pre-qualify the lead to a reasonable extent and then involve your Account Managers to further qualify a bit more. ? The goal is to have your sales team effectively engage in the preparation process which could be a combination of demonstrations, proof of concept, objection handling to eventually realizing the sale.
Let your sales team focus on the closure; instead of spending valuable time prospecting cold leads. Help your sales professionals with as much as collateral as possible equip them with ? all the know how on what they have to do to reduce the sales cycle.
Sales people dislike Prospecting as it takes away a lot of their personal ? time. So develop good marketing processes that generate quality leads. Leverage your partners.? ?
Come up with ? creative ? marketing strategies ? that will combine the internet, your business partners and ? direct mail and any other kind of channels that are available to you.
Happy Hunting!