beta

  linked companies:

1061783

WHEN ADVERTISING BECOMES QUALIFIED

2015-08-24
8 Problems Every Sales Team Has to Face

BACK TO NEWS

 

CONTACT US

 

If you've ever worked on a sales team or lead one, you know what we're talking about. You've seen the obstacles first-hand. Some - you managed to overcome; others - you had to find a way around. Well, here are the 8 most serious obstacles every sales team has to face at one point or another.

 

1. Cold Calling According to a Database

 

The only thing we know for certain when we're doing cold calls is that our conversion rates will be extremely low. Other than that, it's all pretty sketchy: we might call the right person, but then again we might not; the contact details might be accurate, but maybe not; the person we're calling might still hold the position we're looking for, but then again, he might have moved on to another department or company.

 

Think about it: the really good databases are updated once every few months, but most of them are updated about once a year, so with so little verified and relevant information, it's no wonder cold sales calls are not so cost effective.

 

2. Incomplete Data About Potential Clients

 

When we don't know enough about potential clients prior to contacting them, we inevitably resort to more aggressive or generic sales pitches. A more efficient sales approach would be to assess if the person on the other side has a problem that we can solve, but for that to happen we need more complete data about their business needs. Salespeople spend way too much time looking for such triggers before they even approach the potential customer.

 

3. Unscalable Human Resources

 

If we hire someone to do marketing research for us in order to generate leads, there's only so much work that person can get done in a single workday. There's a limit how much information we humans can go over on the web. Think about it, how many Google search results pages do you review before you move on? 1? 5? 10? Actually, much of the most relevant information is hiding on page 250 or even page 1,000!

 

Human research can generate accurate and optimal information but the total number of results will be low. If we want to double those results, we'll need to double the manpower, but that will not double the capacity of the other employee.

 

4. Low Conversion Rates on Ads

 

Conversion rates on advertisements like Google Ads is somewhere between 2 and 5%. If you take into account how many of these leads are actually relevant the numbers go down drastically. Companies from almost all industries spend fortunes on such advertising, even though it is not always very effective.

 

5. Inability to Target Specific Companies and Positions

 

How can we target the specific person we want to reach? From a VP of Marketing in an online security firm, to an Operations Manager of a glass factory in the country, or a Project Manager in a research company, etc.

 

If we're working through online advertisement, in order to reach that specific person we'd have to cast a wide net, hope that person watched our ads and left his details so we can then filter his or her contact details.

 

If we're doing it through social media, it is relatively easy to sort out all the VPs in Marketing, or Software engineers, but with no data on the relevance of the company they work for – sometimes the point is moot.

 

6. Inaccurate and Un-Business-like Social Trackers

 

Social trackers have a lot of good features: they can pinpoint and target specific people and allow us to contact them directly. But there are three main drawbacks: the job titles on social networks are not necessarily accurate, so we might be knocking on the wrong door. Furthermore, social networks are not always business-oriented and this personal environment might not be that conducive for business endeavors.

 

Last but not least, direct contact details are rarely available through social networks, which keeps the interaction through the network and does not allow us to communicate directly on the business level through email or phone.

 

7. High Cost of Attending Conferences and Conventions

 

One good thing about conferences and conventions is that we are physically there and that we can look people in the eyes, talk to them and shake their hands. That's a huge plus.

 

But it's not always cost-effective due to the high costs of attending conferences and conventions, not to mention the costs of setting up exhibit spaces (booths). Once we're there, there are thousands of people buzzing around, and there's only so many we can interact with.

 

On top of that, the majority of the people in the booths are usually salespeople, so they will need to refer us to someone else, and that lead will fizzle out and lose momentum.

 

8. Not Knowing the Right Time to Contact

 

Timing is everything, both in life and in business. If we're an IT company, for example, our best chance to close a deal might be to contact potential clients right when they're merging with another company, because that's when they'll need us the most. If our business targets factories, we would like to know the exact time they're planning on expanding their operations or going through renovations. Because then they have a budget for this project, and that's key because it makes closing a deal that much easier.

 

So imagine you could know the precise right time to contact the specific person in a specific position with all the accurate contact details – wouldn't that make a world of difference for your business?

 

SALEAD specializes in creating live business opportunities and marketing business intelligence. SALEAD's automated semantic text analysis engine and innovative crawler algorithm collect and analyze business information to identify and match live and relevant business opportunities.

 

Contact us for further information or a demo.

© 2015 SALEAD Ltd. All Rights Reserved.