2 Proven Tips to Convert Leads into First Meetings

Source: eGrabber Newsletters

A recent survey* showed that sales reps' ability to convert leads into first meetings have been dropping consistently in the last 4 years. One of the main reasons for this decrease in performance, as the survey notes, is a noticeable shift in the expectations that customers have when they do talk to a sales rep.

Here are 2 things you can do to remedy this:

1. Research your prospect before the first call and develop a customized sales execution strategy for every prospect.
2. Shift your conversation away from the product, and focus instead on the solution - how you can help the prospect solve problems.

The key is to plan for and execute the types of sales calls that will create a reason for the prospect to involve further in the buying process.

*Target Marketing Priorities Study, CSO Insights