Better sales prospecting not always a help

More leads, more meetings, better qualified leads and meetings.

They don’t always help. Why not?

Think of your business development process as the links of a chain.

Leads

First meeting/discovery call

Follow-up meetings and interactions

Proposal

Close

If you pump more leads and better-quality leads into your system, yet you are losing too many magnificent prospects at the discovery call step, you reap a fraction of the benefit the increased lead volume should bring you.

Poor at follow-up? Good leads are being squandered.

Proposals not converting as they should? Another leak in your bucket of new leads.

Old marketing saying…Good marketing hastens the demise of bad products. More people try the product, discover it is bad and spread the word.

Same with selling systems…Better prospecting exposes weak links in the selling chain.

Sometimes you are better off improving how you conduct discovery calls (#1 weak link) and retooling how you present proposals (#2 weak link) before you pump more leads through your system.

At a minimum, keep an open mind and be ready to strengthen weak links in your selling chain, as more and better qualified leads hit your system.

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