By the time a B2B sales prospect is ready to speak to a sales representative, they have done a significant amount of research on their own and may have already made up their minds about the solution they are seeking. While marketing departments seek to engage in prospects at various points in the buying cycle, the B2B Sales representative needs to engage prospects before that decision is made. #infographics
If your mailing list includes verified phone numbers, a common response is to have your sales representatives begin cold calling that list. The practice of cold calling is often bogged down by outdated techniques that, more often than not, turn off prospects rather than engaging their interest. If you want your sales leads to live up to their full potential, make sure your sales staff doesn’t commit any of these cold calling faux pas.
On average, one of your sales representatives will invest nearly half of their time practicing for upcoming meetings or presentations. Of course some preparation is necessary, but if you had more sales enablement- more time with a sales rep in front of a promising client- you would no doubt have more sales. Yes, practicing for hours a day may lead to a perfect pitch but that doesn't mean much if there is no sales enablement. #Infographics