B2B Sales, Lead Generation and Marketing Blog

Don't Blow Off that Sales Prospect: B2B Sales Prospecting Lesson

Posted by Vendere Team on Thu, Sep 23, 2010 @ 09:09 AM

Can I share a story with you? 

For eight years, Vendere Partners has used internal sales prospecting to hunt for leads organically through targeted outbound calling. A couple of years ago, one of our callers set a sales appointment for us to speak with a medium-sized B2B janitorial services company about lead generation and sales outsourcing.

Our salesperson passed on the sales call, claiming that the company wasn't a good fit for us based on industry, size, etc. The sales call was cancelled.

Fast forward to last week. Our marketing department initiated a campaign to call on past cancelled or rescheduled sales appointments, a kind of belated nurture campaign.

We happened to call on this janitorial company again, and the prospect again expressed Sales prospecting story could have caused a huge missed opportunityinterest, but we passed on the appointment again for the same reasons as two years back.

The prospect was really itching to speak with us, so we honored his wish and had a meeting. As it turns out, this janitorial company is not as small as we thought it was. They have 10 offices nationwide and are actively pursuing lead generation and sales outsourcing services.

It looks like it's a great fit and we can certainly help this janitorial company acheive some goals. It's now an A-level opportunity to the tune of $25,000.

So what did we learn here?

1. Never judge a book by it's cover when looking at a sales lead. All too often, salespeople look past viable opportunities to focus on the so-called juicy prospects
2. Get out of your shell and TALK TO PEOPLE. It's usually worth a conversation. You never know what needs they have or who they might know that needs your offering.
3. Nurture campaigns (whether using phone or email as the vehicle) should be handled expediently and with a well-defined process.

Topics: prospect lists, qualified leads, tips and techniques

RFI tips for b2b lead generation appointment setting