Almost all B2B sellers lack enough quality leads to make quota.
Do Salespeople want more leads? Yes, indeed!
No matter how talented your sales team may be, or how much you have spent on sales training - there is one key issue to be addressed:
How does your company keep the sales funnel filled with qualified prospects? And how much do you need to spend on this important activity?
Right now jump over to our Free Tools page and use the How Many Leads Do You Need Calculator. Plug in your revenue goal, average deal size, etc. and you'll get your answer. At least then, you'll know how big your problem is.
If you are looking for lead generation companies, look to Find New Customers.
How much does customer acquisition cost today? A CEO friend told me a well-known marketing automation company spends well over $5,000 per sales opportunity!
Some sales managers look to recruit salespeople with "killer Rolodexes." This is a massive mistake. They are confusing relationships with quality leads.
I consider this an admission that those companies stink at developing their own leads - so they rely on their salespeople to create their own.
Lastly, it is so important that you use consistent messaging. Don't give up too soon. The image below explains it well.
Check this out from the Edelman Trust Barometer - how many times you need to hear something about a company to believe it is likely true.