· Heavy investment in terms of time and resources
Top lead generation companies realize the importance of sales prospecting for maintaining successful campaigns, but it’s a costly affair at the same time. Studies suggest that only about ten percent of the people contacted actually receive your call, and most of them are uninterested. This can naturally become demoralizing. The success rate is usually pretty low despite investing time and resources.
· Inadequate use of sales talent
Sales organizations constantly strive to find, nurture and retain best talents in order to improve their performance. The qualities they look for are good conversation skills, efficient dealing with prospects, and the ability to know company’s products and solutions and previous achievements well. Top managers often don’t want to Use these talented people for dialing decision makers who don’t even respond.
· Lack of coordination between marketing and sales teams
The marketing and sales teams invest huge amounts of time and resources, an organization would suffer greatly if there is a lack of coordination between the two departments. There is a need to have a process for making contact with the prospects in a way that the same persons are not approached by the two departments. Sales and marketing teams should share information and results to avoid duplication.
Top lead generation companies cannot undermine the significance of the process of sales prospecting. It’s important to identify the possible issues with the process and find appropriate and effective ways to tackle with them to run a successful lead generation campaign.
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