Why Your Outbound Sales & Marketing Strategy Fails to Generate New Business

Is outbound marketing getting you down? Are you seeing declining profits from your cold calls and outreach? Are your leads vanishing? Chances are good that your outbound marketing program is suffering from one of the common issues that plague all businesses from time to time. Outlined below are a few of the common mistakes sales professionals and marketers like yourself make that cause outbound strategies to fall down on the job. 1. You are Using Obsolete Data This is a major problem for companies, because when you are juggling time, expenses, employees and goals, it can be very easy to ignore data quality in order to focus on other goals. As a result, businesses often start their outbound campaigns with an inaccurate marketing list and unorganized prospecting database. This means opening up with a round of “who are you and do you exist?” calls which waste time on already low-quality leads. Your database of prospects should be complete, fresh and constantly updated, either with help from sales intelligence tools or through your own thorough research. 2. You Only Call Prospects Once This is a common problem for sales teams that have not developed or documented a repeatable outbound process or don’t have time to build out 7-15 touch points for prospecting. These days, contacting prospects more than once is not only okay, but it is often necessary to attract and engage profitable leads. To be clear, this doesn’t mean calling the same person over and over again or bugging someone to the point that you become a stage-five clinger. It means seeking out and calling contacts throughout the company to reach key...
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