by: Jan Loyola
The sales process of your business is of tantamount importance. Despite the vast changes in marketing channels and the improvement of tools, traditional marketing strategies still play an important part that can never be replaced. While social media, email marketing, and content marketing are great new ways to source business sales leads, they are only highly significant in that first step of the sales process. Once the critical stage of building a relationship with the b2b lead is reached, no software or social media app can replace the expert communication skills of the sales person. Your sales people will be the ones closing the deals.
If your sales people are concerned with other tasks, they would not be able to build an adequate relationship with your b2b leads. Instead of spending the afternoon having coffee and talking business with a warm b2b lead, they would be in their office, scouring the internet for contact information about businesses or they could still be on the phone, waiting for the decision maker to agree on an appointment date.
This is the reason why you must allow your sales people to concentrate and allocate as much time as possible on building a business relationship with your leads and closing the sale. This can easily be done by removing the responsibility of finding the leads from your sales people. You can hire an extra employee to do the lead generation tasks, another to qualify these leads, and then forward these to the sales agents once they have been correctly qualified.
Outsourcing to a call center who specializes in finding b2b leads will be of great help to your company. This call center or lead generation company utilizes a business list gleaned from various sources. To ensure that the resulting b2b leads are highly qualified and will convert easily, the business list is filtered by professional telemarketers through cold calling. Using the business list as a telemarketing list, telemarketers call each business prospect and ask qualifying questions to identify the problems and issues faced by the company. After filtering, the qualified business sales leads are called once again for appointment setting. The lead generation company will not only help you with finding business sales leads. They also help with database management, ensuring that all information regarding your leads are up to date so that you never call a disconnected line.
If you provide your sales people with the adequate help to fulfill their responsibilities, they can concentrate more on the stages of the sales process where they make the most significant contributions, which is building a relationship with your b2b leads and closing the sale.