Transforming your sales strategy with research-led prospecting

research-led prospecting for sales

Prospecting is the foundation of B2B sales strategies. Or at least, it should be. Many businesses aren’t prospecting as well as they could be, if at all.

Research-led sales prospecting is a highly targeted, measurable way of identifying businesses for your salespeople to approach. It is important to realise that prospecting is not lead generation.

While prospecting can provide a framework that the sales team can use to qualify leads that come in (as we’ll explore), it is otherwise a distinct activity wholly concerned with finding and approaching the businesses that make up your target audience.

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Sealing the deal – How to close a sale

The path from initial interest to confirmed sale hardly ever runs smoothly, especially in today’s tough marketplace.

When sales targets are high and prospects are scarce, it’s essential for salespeople to hone their skills and fine tune their approach for a successful close.

There are many organisational challenges facing salespeople, but most of these can be whittled down to three main root causes;

  1. A lack of sales staff motivation,
  2. Failure to maximise sales capability, and
  3. Inefficient management of the sales pipeline.

To help you close that sought-after sale, here are three key areas to focus on; (more…)

Preparing for meetings with clients – 3 steps to building fruitful, long-term partnerships

how to properly prepare for a meeting with a client

Any business owner is familiar with the challenge of attracting new clients and protecting relationships with existing ones.

Fierce competition within many industries gives clients a wide choice of suppliers to choose from, and to make things even more difficult, some clients feel the need to change vendors periodically to avoid the common phenomenon of supplier complacency.

If your ambition is to do long-term business with a new or existing client you will need ensure that you engage as a serious partner: Well prepared, well informed, and far from complacent.
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