Too Much Time Prospecting

Many of the C-Level, Marketing, and Sales Leaders I speak with tell me that their Salespeople spend too much time prospecting.

These are people who are analyzing the "numbers game" that is sales by closely monitoring Key Performance Ratios like Calls/Emails-to-Conversations, Conversations-to-Appointments, and Appointments-to-Sales -- yet many of them are still not hitting their revenue growth goals.

From my own experience, I understand that prospecting is hard without heightened demand, and cold-calling alone is no longer an effective way to build a solid sales pipeline. This "shift" away from cold-calling is partially why the marketing automation industry has experienced a boom in the past few years - leads can be generated on a massive scale by tracking clicks, downloads, and website visits, among other digital activities that give insight into your potential clients' purchasing considerations, thus creating a platform for "warm" conversations.

Even with the best marketing technologies and "stickiest" messaging in place, a human element is still needs to diligently pursue this large volume of leads to turn them into paying customers. Many companies pour resources into assembling, training, and managing Inside Sales teams to seek out decision-makers among a sea of leads, and results of these efforts are often unpredictable.

Likewise, some companies outsource their outbound call and meeting setting efforts to telemarketing firms, and results can often be just as unreliable and costly with pay-for-time arrangements (hourly or monthly contracts that don't guarantee a certain number of appointments set).

What if you could pay a flat-rate per sales appointment and know you're going to speak with X number of prospects who will be involved in the decision-making process for your solution, who has a validated interest in having a conversation with you or someone from your sales team, and who possess an identifiable need or pain that what you are offering can solve?

Building a measurable, predictable sales pipeline is tough -- but it's feasible! If you want to learn more about developing a fixed-cost model for your fulfilling your company's need for sales appointments, let's talk.

Emily McCoy - Business Development Director, SalesStaff
(832) 945-1618 - emily.mccoy@salesstaff.com