The Realities of Prospecting/Lead Generation

Rohling Sales Growth Advisors

Finding new business from new prospects is a critical task for the long-term success of any organization. Whether your tactics include traditional or modern digital tactics, a lack of clear expectations can lead to internal confusion. Before you start, identify clear goals and expectations and adjust as needed. Here are a few of the realities of prospecting.

  • Develop leading indicators.
  • Show respect for your prospecting team. It can be a daunting grind.
  • Be careful with automation.
  • It is never 100% or even 80%. This will vary by person and prospect persona.
  • Drive for progress, not perfection.
  • You will have no shows.
  • First meetings are meant to start the relationship.
  • Celebrate successes. A "yes, I will talk with you" from a prospect is a victory.
  • Negativity kills the team's momentum.
  • Find a process and messaging that works and stick with it.
  • Messaging will vary per persona.
  • If it is not working stop, assess, and adjust.
  • Genuine kindness wins.
  • Be brief.
  • Blend voices from marketing and sales.
  • Do not stop positive momentum.
  • Measure success at multiple touchpoints.

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