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Although it is said that 50% sales rep’s time is wasted on unproductive prospecting, yet the vitality of sales prospecting for boosting the business growth cannot be ignored. Sales prospecting simply means locating potential leads & driving them through the various stages of the sales funnel so that they become sure-shot buyers. As a sales rep, the first and most primary thing you learn is how to identify a prospect & draw more potential leads. Being so fundamental to the entire sales process, let’s examine the various aspects of importance of B2B sales prospecting.
More customer definitely means more deals close & a larger revenue is generated. This revenue aids in the progressive growth of the business set up & in turn also offers sales reps their due commission thus resulting in a win-win situation for all.
Based on set criteria, prospecting serves as a tool for the qualification of customers so that we can decide what sales strategies to apply to get maximum profit from a customer. Since understanding the customer is at the heart of sales, sales prospecting helps to design sales strategies & tactics that can prove to be fundamental for profit generation.
Along with other advantages that sales prospecting holds, it also aids in gathering data of customers, prospects & leads. Sales prospecting is important not only for availing customers but also for gathering of data through mail & web surveys to understand the target audience better & in later stages also try to nurture leads that were considered irrelevant initially.
Newer prospects generated by proficient sales prospecting open new avenues of business. For instance, when one prospect is nurtured properly & finally closes a deal to become a buyer, it opens up a number of opportunities to get in touch with similar prospects within the business circle of the former & in turn triggers more sales & better revenue hence boosting business potential & aiding further expansion of the network globally.
Prospecting through channels such as Facebook & LinkedIn adds potentially to the prospect quality. 65% of salespeople who use social selling fill their pipeline, compared to 47% of reps who do not (Salesforlife). Social media is a great marketing tool that can help you reach millions of prospects at once, strategizing & executing sales prospecting with social media can help you reach your target audience, thereby building brand presence & loyalty in the process. Moreover, even if you don’t get direct prospects from your social media interactions, the referrals achieved can work wonders for your sales.
Sales prospecting is not a one-time process. Accepted as one of the most challenging parts of being a sales rep, prospecting requires sales reps to be on their toes all the time to keep the sales pipeline full. Many feel that once they have a good customer base sales prospecting can take a back seat but the truth is once you have a good customer base it becomes even more important to proactively search for newer & more potential prospects to boost the sales pipeline & establish your brand.
With B2B sales prospecting, your work doesn’t end once you find an ideal prospect, in fact that’s just the beginning, in essence- the tip of the iceberg. Sales reps need to lead the prospect from the prospecting stage to buyer stage gradually & optimally according to the buyer persona so as to achieve the best results. Lead or prospect nurturing involves several tactics such as email follow-ups, sending or sharing interesting content on social media etc.
Don’t just use cold calling to sell your products, instead understand their pain points & offer solutions that would be feasible for them to build trust. Cold calling when done with the objective of providing value to the prospect can be highly beneficial in building a large customer base. Following-up on leads generated with different mediums through cold calling has several advantages for a business. This is justified by statistics such as “ leads responded to within 5 mins are 100 times more likely to convert”.
Veelo is known to provide sales related solutions that spearheads profits of organizations. It helps organizations to carryout meaningful sales engagement, by providing suitable training and content. It empowers the sales team to perform better through Optimization Analytics, Sales Asset Management and Prospect Engagement. It boasts of being powered by machine learning and brain sciences.
BuyerDeck is a platform designed by salespeople for sales people to manage the relationship and engagement with a buyer. Enterprise sales teams close more deals using BuyerDeck by collaborating with their buyer teams when qualifying complex deals. BuyerDeck provides a portal for sales reps to manage deals with their buyer. BuyerDeck is a sales communication tool that gives sales reps the ability to share relevant content with their opportunities. All prospect and buyer activity is tracked, measured, and displayed to provide key insight to Sales reps.
Paperflite is a premium content service provider. It delivers an intuitive interface for content organization and promises personalized experience for each client. Paperflite boasts of highly personalized and precise content that matches the exact business requirement. Content intelligence, content curation, content management and easy content sharing are some of its forte.
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