· Prospecting is essential
Prospecting is not optional, it’s essential if you want to generate business leads on a regular basis. Relying only on the big accounts or focusing on qualifying the existing leads in your sales pipeline is not enough, it’s imperative to keep a steady flow of fresh leads coming in to replace the existing ones. You never know when you lose a big account, you may be left in a precarious situation if you don’t have more accounts to keep you afloat. Prospecting ensures that you have enough quality leads to face such situations. Devoting a minimum stipulated time to get in touch with new prospects should be a priority.
· An accurate forecasting system
Even the best of leads can be destroyed by poor forecasting. Develop a system that accurately forecasts the trajectory of the business leads in your pipeline since you are never sure when you might lose a project. This allows you to have a fair idea of where you stand at a given point in time, how many accounts are going to close and when and how many promising leads need following up.
· Managing the sales purgatory efficiently
Leads lying in the sales purgatory can be a roadblock in your effort to generate business leads. Devoting the same amount of time to each lead is not possible; you must assess if a lead is stalled and the prospect is not motivated enough. These leads could take up an impossibly long time, it’s better to move on to concentrate on more promising accounts.
The success of your effort to generate business leads depends a lot on how you manage your sales pipeline. Following the above-mentioned principles will enable you to establish efficient processes to make your approach more effective and result-oriented.
https://theglobalassociates.com/b2b-lead-generation/
https://theglobalassociates.com/b2b-appointment-setting/
https://theglobalassociates.com/b2b-telemarketing/
https://theglobalassociates.com/b2b-inside-sales/
https://theglobalassociates.com/b2b-data-solutions-and-services/
https://theglobalassociates.com/sales-and-demand-generation/