Turning strangers into customers can be a difficult task. You probably started off your outbound prospecting thinking that everyone will love your product once they see it. Scheduling demos, closing deals, and getting referrals will be a breeze.
Then reality sets in. Executing an outbound sales program is harder than you thought. Your prospects aren’t answering your phone calls, returning your voicemails, or replying to your emails.
People aren’t showing up for your demos, and it seems like all of your proposals are going into a black hole because after you send them, you don’t hear anything back.
Your pipeline is drying up or non-existent, and your word of mouth sales are becoming a distant memory. You know you have a solid product, but your prospects aren’t “getting it.”
What it takes to generate B2B leads
Most of the B2B sales development advice that exists today is too generalized. If you’ve ever heard that the solution to more sales meetings is to “make more dials,” you know what I mean.
Every market has its unique nuances that you must carefully consider when executing and optimizing outbound sales campaigns.
You have to break your sales development program down into smaller chunks, understand where the leaks are, figure out how to fix them, and tune each part individually.
My sales experience includes working on the sales floor of a Fortune 500 company with call volumes of 80 - 100 calls per day with same day or same call sales cycles.
I’ve worked in software sales building complex deals with sales engineers, several stakeholders, and sales cycles of up to 1+ years.
During my career in sales, I've also created content for several different B2B companies that are looking to generate leads.
A diverse background in sales has taught me that an outbound sales program must be continuously honed, tweaked, and optimized to produce results.