B2B sales prospecting isn’t always as exciting and glamorous as other parts of the sales routine, as you can imagine; it’s far more behind the scenes and challenging. In fact, sales heads/leaders agree that prospecting is the hardest part of the sales process. But the value of sales prospecting should not go unnoticed, and doing it right can be just as rewarding as the challenge.
Unfortunately, in full-cycle sales organizations, salespeople usually don’t pay enough attention to prospecting until the sales pipeline dries up. They don’t realize that filling up the pipeline with leads early in the sales cycle is a vital part of the process. This ultimately puts a lot of pressure on your sales team to get prospecting right. But how do you know how to proceed when the rules of B2B sales prospecting continue to evolve?
By using the best techniques, your B2B sales prospecting can become less of a burden and far more exciting than you may think. Just follow these tips we use at M. Allen to improve your sales prospecting and get noticed from the start.
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