When we get to management school, we often hear the common adage “Work smarter, not harder” It is frustrating to see so many sales organizations trying to slog their sales engines out using old-age methods and tactics. Come on guys, the world has changed, isn’t it time you changed your sales approach too? Let’s ask a simple question, Does cold calling work for lead generation? If you are still invested in cold calling, it is time you changed.
Focus on sales enabling solutions not cold calling
Most companies I talk to are willing to spend huge amounts of money on sales compensation, hiring junior guys to do massive cold calling into target prospects. Even when the hit ratio is a meager 0.5 to 1 %, they continue on this path. They are not even aware of the amount of negative branding that this creates for their company and brand. Isn’t it time you did some introspection and asked the critical question. Does cold calling work for lead generation? It makes sense to re-visit the customer buying cycle and see what you are doing to map to this buying cycle.
I classically call this as sales enabling solutions. It is important to enable your sales team with the right tools and prospect awareness; so that they can truly focus on conversions and help you generate revenue. What are the different kinds of sales enabling solutions that you need to think about? Well that certainly depends on the kind of company you are and the products/services that you are trying to take to market.
We, at Xenia have been working at delivering these sales enabling solutions to clients, achieve their business objectives, far more efficiently. Feel free to reach us and we will be very happy to engage with you. You might also want to read ‘Is firing your sales guys a solution to your growth challenges’
Feedback welcome, Your views are valuable.
Atul is Founder & CEO at Xenia Consulting. He has over 22 years of experience in marketing, across corporates as well as SME,start-ups. Over the last 5 years, he has gained significant expertise and has helped several companies drive growth leveraging digital marketing