B2B Sales Prospecting

B2B sales prospecting is often hard and unforgiving work, and not unlike an old fashioned miner chipping away at the cliff face, in an ongoing quest to uncover gold. The miner will often work for days before uncovering a speck of gold dust, he will always get bruised and scratched and the longer the periods between finding gold, the more his doubts and negative thoughts will take over. The sales prospector is no different, as the longer he cold calls for new business opportunities without even a glimmer of interest, the more inclined he will be to take the rejection personally and subsequently give up.

B2B sales prospecting is often refered to as qualified appointment setting and it’s tough, but someone’s got to do it! If the gold prospecting was not done properly, the gold extraction process would be too expensive to contemplate. The same is true for sales prospecting, as it is infinitely too expensive and resource intensive to run a “sales machine” without first weeding out the poor quality sales suspects and prospects. Sadly though, this is exactly what many businesses are still attempting to do, because their lead generation strategy is either too weak or in many cases barely exists at all. To use the mining analogy, this is like trying to process gold, out of rock that contains no gold…. It’s very expensive and doesn’t work.

If your sales prospecting is poor, then all your sales experience and expertise is redundant. No business can consistently generate high sales with poor quality sales prospects.

• Is your sales process held back by poorly qualified sales prospects?
• Are poor sales conversion rates holding back your business?
• Do your prospects waste your time and energy with endless “Think It Over’s” and then rarely make buying decisions?
• Would your sales team rather make the tea, than cold call to generate new sales opportunities?

Are you prepared to take some long overdue action, or would you prefer to carry on living with the pain of a broken sales machine? If you urgently need your sales machine to run better, and you have the guts to acknowledge this, please call us on 0844 669 6856.

“…the most professional and trustworthy people I’ve had the
pleasure to do business with…sales advice invaluable…
some of our best business relationships have been the result
of B2B’s introductions, both on a local and national level…”

Andy Platt
Sales & Marketing Manager
DebtFocus Business Recovery & Insolvency Ltd