Hiding Your Sales Prospects Are You?

Salespeople invest a lot of time lighting up sales prospects and yet it appears many are hiding those sales leads. We know this to be true given how few times on average salespeople follow-up with new sales leads.

sales-prospects

Sales Fact:

44% of salespeople give up after one follow-up (Source: Scripted)

Does it make sense to do all that work especially if you are a SMB owner in a firm of fewer than 20 employees or a salesperson employed in a similar SMB? How much time and time is money is wasted?

Sales prospecting is truly about providing light to people who are in the dark about:

  • You
  • Your firm
  • Your solution

Additionally, these sales prospects may also be in the dark about their own problems. Many in business cannot separate the symptoms from the real problems.  This becomes a competitive advantage for top sales performers.

Sometimes all those sales leads become stuck in the middle of the sales funnel or what I prefer the sales tunnel.  This is also akin to putting them under a bushel basket because in the middle of the tunnel it is very dark.  What helps to keep flowing through the sales tunnel is a proactive contact process.  A good CRM like Pipeliner CRM works with SMB firms as it does not require a CRM administrator saving the SMB thousands of dollars in salary and benefits.

Sales Fact:

63% of people requesting information on your company today will not purchase for at least three months – and 20% will take more than 12 months to buy.   (Source: Marketing Donut)

When salespeople understand their marketing is about shining a light, their light, they are able to attract sales prospects to them.  Then they understand the must keep this light shining until the sales prospects buy.

Consider signing up for this monthly newsletter that continues to challenge the status quo.

Share on Facebook

Comments are closed.

RSS Subscribe!
Coaching Tip
People come first; sales numbers come second or third
What’s Happening?

Internal Results interviews
Leanne Hoagland-Smith
. Some of her answers may surprise you.

Check out this podcast on value creation between David Brock and Leanne Hoagland-Smith

Listen to Leanne Hoagland-Smith at Sales Scenario podcasts

Another list of top sales bloggers

Pre-order this great book How to Get a Meeting with Anyone. You may recognize a familiar name.

Top 100 Most Innovative Sales Bloggers Honored this blog is included in this impressive list.

Best Sales Blogger Award for 2014 Third place awarded to Leanne Hoagland-Smith.

NWI SBDC awarded Small Business Journalist of 2014 to Leanne Hoagland-Smith. Awards.

Expand Your Business Horizons
Sign up to receive monthly newsletter devoted to small businesses and busy sales professionals Beyond the Black
Be the Red Jacket
Seeking an easy and practical book on marketing, selling and sales? Read the reviews at Amazon and then order your hard copy or eBook.
Sustainability Expert
The Institute for Sustainability
Ezine Expert
Blogroll – Leadership, OD
Contact Coach Lee

Leanne Hoagland-Smith
219.759.5601 Main Office CDT
219.508.2859 Mobile CDT

Office located near Chicago, IL

www.processspecialist.com Main Website

Sales Corner

Tracking by The Sales Corner
Blog Rankings
Business Blogs - Blog Rankings
Blog Top Sites
Plazoo
RSS Search
Blog Log