Now let’s check out the major prospecting challenges that salespeople will face in 2018
Identifying the way to reach outAs per the survey of The RAIN Group Center for Sales Research, eight in ten prospects favor having conversations with reps over email. Half of the buyers still prefer speaking over the phone & the percentage increases as you go higher up the ladder. By any chance, if you are working with a VP or a member of the C suite, try calling them. Now, here the chances of identifying the way to connect can be little confusing as today’s salespeople are equipped with all latest ways of communication. This particular problem is in one of the top prospecting challenges that today’s salespeople have to solve.
The Rise of the AutomationSalespeople around the world are now redesigning their strategy to beat the prospecting challenges. The boom in the sophistication of sales automation tools is acting as a catalyst to this. Automated campaigns are breaking the ice & spark the prospect’s interest. It is also taking of a majority of prospecting challenges from the rep’s shoulders. Instead of spending the time on hunting down every scrap of data on a prospect, today’s reps can just enter the criteria they want & a list of segmented prospects with verified & validated contact information can be generated for you with a click. These data can be added to a personalized outbound campaign that will run without the sales representatives needing to do anything more.
Identifying whether the prospect needs youIts common marketing knowledge to focus on the prospect instead of the product, the biggest element that connects the prospect to you is their need for your service or product. Having the budget or not comes only after that, even though it’s important to keep in mind that higher level buyers usually can find the money if they need your solution. Paying attention to what you can bring to the table is one of the crucial prospecting challenges that salespeople will face in 2018.
Quality of leadsAlignment of sales & marketing teams has been a continuing dream for the top runners of all kinds of organizations. It’s an open fact that when these two teams work together, the demand generation process will see incredible growth & improved conversion rates. Recognizing what part of the sales funnel belongs to the marketing team & which part belongs to the sales team will make it simpler regarding the roles that need to be accepted. What qualifies as sales qualified lead should be outlined & the salespeople should provide the marketers with a conclusive guide to what they will be doing with each lead that comes across them. Maintaining top quality leads is going to be one of the top prospecting challenges that salespeople will be facing this year.
Getting AppointmentsYeah…getting targeted prospects agree to meetings is still one among the top prospecting challenges that salespeople still face. Conducting proper research & understanding the industry challenges thereby facilitating relevant messaging is the way to tackle it.
Fired up to tackle these challenges in 2018?
Start by attaining verified & validated marketing leads from DataCaptive.