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In time: there is no right or wrong when it comes to prospecting. Therefore, in some cases, even offline outbound techniques , such as prospecting calls and physical visits, prove to be effective depending on the characteristics of a business. Lead generation : a bottleneck in B2B companies As much as digital marketing helps to boost prospect acquisition , most of the time this isolated strategy is not enough. Going after customers is something inherent to the sales process. However, it is necessary to pay attention to the process.

Especially in B2B business models, where the pipeline tends to be a little more complex. This is because Phone Number List the problem with prospecting lies in the way it is done. One of the main mistakes, for example, is delegating the prospecting process to the salesperson. Research carried out by Ramper with more than 200 companies identified that, on average, a salesperson needs to make 500 approaches to make a sale.



 Another finding is that professionals spend around 60% of their time performing low-value-added tasks, such as calling a company, finding out who the decision maker is and understanding whether that prospect has adherence to the product being offered, for example . . In short: there is little time left for him  complete the deal and reach the sales target. Some important findings about the role of the seller : He doesn't have to prospect. This is a high-cost professional, who has experience and market knowledge and, therefore, needs to be better utilized; He doesn't like prospecting.