· Extremely busy decision makers
Today’s decision makers have a premium on their time with their own set of priorities, you may not even figure on that list. You must understand that there is a real risk of not even being heard by them long enough to put your point across if you aren’t brief and to the point. Respect their time, have a script ready so you can cover all your salient points within a short period of time.
· Hold their attention long enough
Content really matters for B2B sales lead generation companies, you cannot hold decision maker’s attension without having enough substance. Before dialing a number, do a thorough research about the target organization and the decision maker to identify their needs and main issues. This will allow you to offer something worth their precious time. Keep them interested long enough and the sales process will move forward.
· Judge their level of motivation
A lack of motivation on the customer’s part could be the biggest obstacle for you. They can live long enough with their problems without actually doing anything about it. Judge their level of motivation before investing time on the lead, otherwise your effort would go waste.
The already tough job of B2B sales lead generation companies has been made even more challenging by today’s business environment. You must identify the obstacles presented by the changed business realities and find effective ways to overcome them in order to create quality leads in a heap.