B2B sales is notoriously slow in converting prospects from mildly interested to your newest brand evangelists. It can be a thankless task to move them along the never-ending sales pipeline full of unreturned calls, unhelpful gatekeepers and half-heartedly received meetings.
How long is the average timescale from first contact with a prospect to onboarding within your company? 3 months? 6? Longer? How can you make the whole process quicker and less painful for all involved?
Simply put – you need more information
Meetings are the favorite part of the process for most salespeople. A lot of time, effort (and in some cases money) is spent trying to get the prospect to meet with you.
Yet, meetings don’t always go the way you envisage them to and have their own set of challenges
Think of an example of a successful team. It could be a sports team, a military group from history or a department at your company. What is it that these successful teams have in common? The likely answers are strong leadership, team work and organisation.
Here we look at the key ingredients in building a sales team and setting them up for success