Prospecting is hard. In my experience, very few organizations have fully cracked the nut of how to do it well across the entire organization.
When I talk with sales teams, these 8 prospecting problems come up again and again. The good news is that there are effective solutions to all of them that can help your team grow stronger and produce more predictable results.
Based on decades of experience and hundreds if not thousands of conversations with sales experts, here are the top 8 prospecting problems I hear, and their best-practice solutions:
There are hundreds of sales tools and techniques and consulting programs on the market that attempt to fix these common prospecting problems. Unfortunately, a great number of them amount to spamming people.
Sales leaders set up cadences and automation of “sequences” targets for salespeople that force salespeople to reach for as many “activities” as possible each week, with little regard for whether they are effective outreaches.
This ends in emails that look like every other sales pitch in the market. It annoys customers, and often gets salespeople - and the entire organization - blacklisted and filtered into spam.
I don’t know about you, but I throw hundreds of spam emails in the virtual garbage every week. Many of those contacts are then automatically filtered to spam for the rest of their life. Ouch.
If you’re operating in a complex b2b environment, you can’t afford to burn bridges. There aren’t enough of them.
So what are we to do instead?
The real solution to prospecting problems is not simple or quick, but it will solve the problem permanently, as long as you stay on top of it. And it is, ultimately, not so very difficult with the right guidance and tools. In a nutshell:
Create and reinforce a disciplined, structured, consistent approach focused on customer needs.
Such an approach will have the following qualities:
When I envisioned Membrain, it was as a tool to help guide salespeople through a structured sales process. We started with workflows for opportunities and active pipeline management. Then we expanded to include tools for prospecting and then for account growth.
In a complex b2b environment, you can’t afford to burn bridges
At every step, we have maintained a focus on what salespeople in a complex b2b environment really need in order to be more effective and, once they are doing the right things, to do them more efficiently.
The result is that our prospecting module is designed to enable you to design and build a structured, milestone-based sales process directly into the salesperson’s daily workflow. It guides salespeople through while providing everything they need at their fingertips at every moment. And it automates what can be effectively automated without resulting in spam.
It enables sales leaders to embed qualification criteria and best practices into the system to reinforce and ensure that salespeople are following those best practices. It also enables the embedding of enablement content, from sales collateral to training videos. And, finally, it provides analytics to enable effective coaching.
And the best news of all is that you can try it out for yourself for free. Our new free trial option gives you the chance to get into the tool, check it out, and see if it is the right tool to help your team reach the next level in prospecting success.
Check out the free trial here.
If you’d like to see how it’s being used in other organizations before you sign up for the trial, or after, please contact me as I’m happy to walk you through or connect you with another expert who can.
George is the founder & CEO of Membrain, the Sales Enablement CRM that makes it easy to execute your sales strategy. A life-long entrepreneur with 20 years of experience in the software space and a passion for sales and marketing. With the life motto "Don't settle for mainstream", he is always looking for new ways to achieve improved business results using innovative software, skills, and processes. George is also the author of the book Stop Killing Deals and the host of the Stop Killing Deals webinar and podcast series.
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