1. You are not updating and growing your prospect list
Your database of prospects represents the present and future value of your business. If you are not consistently updating your prospect database you are losing sales. Every wrong contact name, bad email address and company that you do not know is out of business, is costing you sales. You are wasting time marketing to the wrong companies and the wrong people. And if you are not consistently adding new prospects to your marketing database, your sales will automatically shrink.
2. You are not marketing to your prospects consistently
Think of your prospects as being at some point on the scale of readiness to buy your product or service. Consistent marketing is important for two reasons. First, marketing moves your prospects up the scale of buying readiness by educating them about your product and your company. Second and most critical, is the fact that you will not be in front of your prospects when the timing is right for them if you are not marketing to them consistently.
3. Your marketing is boring
That statement is pretty much self explanatory. Ask yourself honestly. Would you get excited about your marketing if it wasn’t your company? Is it interesting, arresting, informative, astonishing, impactful, or creative? If you can’t answer yes to at least one of those, then you know exactly why your marketing is not working very well.
4. You don’t have a lead scoring system
The biggest reason that sales people don’t want to cold call is because they are calling prospects that are not ready to buy, or at least not ready to listen. If you have a system for scoring where your prospects sit on the buying readiness and interest level scale, then your salespeople will actually enjoy making cold calls. Because they won’t be cold calls they will be warm calls. If you have a system that tracks when your prospects are opening your emails and how many times they o pen them, that allows you to identify the ones that are ready to talk to you.
Register for a Q&A session to learn more about the PPS Laser Focused b2b Prospecting System
Our Laser Focused Prospecting System will show you exactly what you need to do to tackle the four reasons your sales have stalled. It will help you energize your sales team and create a steady, long-term, predictable supply of sales leads.How do you learn more?
Give us a call or register for one of our Question and Answer webinars which we hold 4 times a week Monday through Thursday. We will show you the complete system and answer your questions.
Call 1 866 445-4369 to register or click here