In fact, it may not be the marketing teams’ fault. It’s more likely that the problem lies in your systems and processes . In fact, there are several flaws that can cause this problem: a lack of alignment between teams, unclear qualification criteria, lack of follow-up and feback, inadequate strategies, insufficient lead data,
or ineffective qualification processes
Most B2B salespeople don’t like having too many accounts to their name. In fact, more accounts means more chances to close deals. It makes perfect sense. However, most salespeople can’t help but chase after big logos . The truth is, salespeople love a challenge. And the prospect of a huge payday with big brands is a real treat for them.
Note, however, that if a prospect is simply not interest , you are wasting time and resources trying to close a deal with them. You will be more likely to achieve your goal by focusing on a prospect that is ten times smaller, but is recent mobile phone number lead actually in the market for your product .
There’s no greater frustration for salespeople than when they discover that a perfect prospect was looking for a solution, but Иә. бір жол their logo appears on a competitor’s website. The obvious question is: why didn’t they start the conversation in time?
Sometimes the salesperson doesn’t enter the conversation early enough. Or they might miss it altogether. In both cases, the main cause of these lost opportunities is limit visibility into the buying journey .
A complete and automation tool like
According to one study, 80% of the content creat by marketing is not us by sales , a figure that challenges both teams. Why are these resources underutiliz?
There can be two main reasons for this: it’s too hard to find the right content , or there isn’t any content available that matches a aob directory prospect’s stage of the buyer’s journey. Here’s a resource that explains how marketing can start creating content that speaks to a buyer, no matter where they are in their journey.
Salespeople hate feeling unprepar for calls . But the truth is, B2B buyers complete over 70% of their buying journey anonymously before ever speaking to a rep. That makes it hard to know exactly what prospects look at.
However, it is possible to learn about the keywords and competitors that prospects have search for. This provides valuable insight into prospects.
