I used to feel the same way. It comes down to making prospecting an activity you dont put off, but rather you just do it like any of the other activities I listed. Here are several of the top reasons why prospecting comes to a grinding halt. High-end prospects know their worth. Out of these cookies, the cookies that are categorized as necessary are stored on your browser as they are essential for the working of basic functionalities of the website. You also have the option to opt-out of these cookies. Whether developing B2C or B2B demand generation for leads, prospects and customers, the efforts of inbound marketing and sales teams are too often disjointed. We are happy to announce that Mojo Media Labs is now part of Gravity Global, the worlds most awarded B2B and complex markets agency. Why is sales prospecting so difficult today? - LinkedIn Prospecting is like exercise: the more you do it, the easier it gets. We've had an economy for 10 years where many opportunities presented themselves without salespeople having to do as much prospecting to take orders. He attended your sales training last week and told me that in 43 years of selling, you were the best he had ever heard. That means that timing is critical to your success. Measure and track your results: Use tools such as CRM software to track and analyze your prospecting efforts and identify what is and is not working. By defining the characteristics of your ideal partners, you can utilize search functionality to build a list that suits your needs, and narrow the field to something more manageable. Yes, just 3 things. Those leads are fluff, not reliable, and can disappear in a nanosecond. Out of these cookies, the cookies that are categorized as necessary are stored on your browser as they are essential for the working of basic functionalities of the website. Think of yourself as a detective assigned to figure out how you can best help the mysterious person known as your prospect. Necessary cookies are absolutely essential for the website to function properly. &&\\ Prospecting is difficult for some salespeople because it is a process filled with rejection. Many thanks Jeff for a great post. LinkedIn and 3rd parties use essential and non-essential cookies to provide, secure, analyze and improve our Services, and (except on the iOS app) to show you relevant ads (including professional and job ads) on and off LinkedIn. Sales Training CoursesHow to Get More ReferralsSelling in Difficult TimesThe Selling FundamentalsStop Discounting Your Price. What is the best lead generation strategy today? 1. Awareness. The salesperson should also gather information about the prospect's organization, its type, the industry and marketing channels in which it operates, and its competitors and customers. My argument is, Do you answer your phone while youre in the restroom? I hope not! Is Prospecting the hardest part in Sales Process? - LinkedIn Learn more about evaluating your salespeople here. This will help you optimize your approach and improve your results over time. I like the coined you phrase, prospecting must be a way of life. First, many salespeople fear or, at least, don't like rejection. Is it really as hard as people make it out to be? Kent was looking to connect with a Coca-Cola marketing director. Like all people, sales reps mayresort to looking for shortcuts, or simply cross their fingers and hope a big prospectfalls into their lap. A second approach is to identify one or more criteria, evaluate sales prospects against these criteria, and either rank all of the sales prospects based on this evaluation or place the sales prospects into A, B, and C categories, with A sales prospects representing the best sales opportunities. Rip a page out of that book, and consider, If youre on time, youre late, your new sales mantra, because, in this business, timing is everything. Its never about you. The 4 Points of Effective Prospecting - Real Estate Blog And the fourth thing I want to say today is create an efficient pre-prospecting routine for yourself. Why B2B Sales Prospecting is So Damn Difficultand How to Make It Why Is Sales Prospecting So Much Harder Than It Used to Be? - LinkedIn HubSpot pointed out that 'perfect fit' prospects are often very hard to find, especially in more specialist fields. While it's possible to increase revenue by raising prices, the most effective way to increase revenue and grow market share is to acquire new customers. When expanded it provides a list of search options that will switch the search inputs to match the current selection. See how we helped. Having a prospecting process in place helps you target the right people so you don't have to spend hours chasing an unresponsive, cold lead. Without it, your sales pipeline will dry up and leave you scrambling for a fresh batch of leads to work. Why B2B Sales Prospecting is So Damn Difficultand How to - LinkedIn Required fields are marked *. Learn more in our Cookie Policy. In a separate HubSpot study, salespeople were asked which part for sales processis most difficult - prospecting (42%), closing (36%), or qualifying (22%). Unfortunately, sales are rarely easy to close; similarly, identifying potential customers and connecting in a meaningful and NOT-predatorily sales-y way is actually really challenging! But once the habit of hard work is broken, it's hard to get back; prospecting efforts are difficult to revive when reps start looking for shortcuts. We recommend blocking out a couple hours each day to update lists, craft emails, and follow up with potential prospects. Its a known fact that people are hardwired to like people who seem similar, so use this to your advantage; we recommend using social media, LinkedIn, and professional bios to get a sense of who youre emailing. a. Rejection: Sales prospecting involves reaching out to potential customers who may not be interested in what you have to offer, which can lead to rejection and disappointment. You will know for sure the lead is qualified because your prospect has agreed to talk to you. Ill argue that if you do these three well and practice your messaging, your process will become quite clear. It requires persistence, patience, and the ability to adapt to changing circumstances and customer needs. Prospecting does not have to be difficult, if youre willing to get honest with yourself and accept the fact the reasons you struggle with prospecting are nothing but excuses to rationalize your desire to not prospect. Many thanks mark for a great post, it amazes me that if you go into sales how the heck do you think you are expected to get sales? Sure you do. Too many of us utter the same meaningless jargon and gimmicky sales lines. Sales prospecting is as important as it is challenging. You also have the option to opt-out of these cookies. This lack of mindset leads many of us to come to the conclusion that sales people are "unmotivated, lazy, and lack accountability" for doing their jobs effectively - some of which is true but what are you prepared to do as a Leader to help them? If you havent already read the post I created called, What is Prospecting in Sales?, I recommend you go do so now. Utilize social media and online resources: Social media and other online platforms can be effective tools for finding and connecting with potential customers. You can update your choices at any time in your settings. Prospecting is the most difficult thing simply because we fail in how we prospect. Prospecting is not easy unless you focus on helping, not selling People who trust you give referrals Referrals take the burden of prospecting off the salesperson Referrals are earned through integrity, trust, and character he Selling Process Has 10 Important Steps: The sales process is a sequential series of actions 1. prospecting Lead generation tools: There are a variety of tools available that can help sales teams generate leads, such as lead capture forms, chatbots, and web analytics software. Sales is psychologically demanding; when reps encounterrejection, they often look for safe places where they get positive reinforcement. Prospects can be difficult to find in niche markets HubSpot pointed out that 'perfect fit' prospects are often very hard to find, especially in more specialist fields. Subscibe to The Sales Hunter Email list to get the latest posts and exclusive sales content right in your inbox. These cookies will be stored in your browser only with your consent. While calls are still vital and very much part of the process, not to mention the depth of information sales can receive, they do not reflect a change in the communication patterns among todays consumers. Prospecting is important because market changes could cause current customers to buy less, customers could go out of business or be acquired by other firms, or business could be lost to competitors. Another reason prospecting is so important is because it allows you to identify a message and sales approach your ideal buyers are more likely to be sold on. If you work in sales, nobody has to tell you that prospecting today is exponentially harder than at any other time in history. You're starting to see why developing a phone script is so useful. There is no one-size-fits-all sales prospecting strategy that is guaranteed to work for every business. This category only includes cookies that ensures basic functionalities and security features of the website. So, what can we do to rise above the fracas and succeed in an highly competitive selling environment? \text{Term} & \text{Coef} &\text{SE Coef} & \text{T-Value} & \text{P-Value} & \text{VIF}\\ Your email address will not be published. This is problematic to some salespeople for some reasons. The salesperson should collect information about the prospect and the prospect's organization. Why or why not? Not even when I was your age.?. Sales enablement tools: Sales enablement tools can help sales teams optimize and improve their sales processes, by providing them with the resources and information they need to effectively engage and connect with potential customers. Once you've stated who you are and why you're calling it's important to state why you're calling and what's in it for the prospect. Copyright 2018, Mark Hunter The Sales Hunter. Sales Motivation Blog. Next, given that customer turnover is inevitable, prospecting allows salespeople to keep new customers who replace those that are lost. To maximize your assets and sell to your goal (and beyond), you need to start building a sales pipeline for potential partners early and build upon it often. You even have to do it on days youre closing other deals. This class will change the way you prospect.
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