‘Sales Reps Are Thinking About Leads Completely Wrong’ – HubSpot
Ali Powel says, “The start of a potential sales process is a lead, and there are many ways to obtain leads (as reps know well). But in my experience, I find that most sales reps are thinking about the concept of a lead wrong.
In B2B sales, your lead is not a person — it is a company. We need to transform our thinking about the sales prospecting process to focus our efforts on companies instead of individual people.
Why? Well, there are likely many people in a given company that could benefit from your product or service. So it doesn’t make sense to just go after one person.
Find several contacts within each target account who see value in your product or service, and engage each of them. This will not only strengthen your foothold in the account, it also mimics the way people buy today. According to CEB, an average of 5.4 stakeholders are now involved in each B2B sales deal”.
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