Most industrial manufacturers are making a massive B2B lead generation mistake - their outbound sales is focused on finding active projects.They ask their sales teams to prospect to find companies that have a project underway.
But research shows those are very hard to win. The specs don't change, the winning company was normally at the top of the shortlist, and the first company the buyer contacts normally wins the deal.
But sales reps make the calls, find projects, stuff them in their pipeline, and get lots of positive affirmations - at least those that actually do B2B Sales Prospecting.
That's a mistake. They can't and won't win most of them.
Instead they need to prospect to CREATE projects. To find companies that have latent problems which may cause significant and misunderstood business impact - and then to use consultative sales to help the buyer understand the need to change.
The key to outbound sales powered B2B lead generation is to improve the prospecting motion, and train teams to become excellent at consultative sales.
#B2BLeadGeneration #LeadGen #DemandGen #Prospecting #SalesProspecting #B2BSalesProspecting #ColdCalling #OutboundSales #BusinessDevelopment
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