The Importance of Focusing on Top of the Funnel Prospecting - Volkart May - ContactCenterWorld.com Blog
A robust lead database doesn’t appear out of thin air. It takes time and effort to build up a pool of qualified leads. The first step towards a full sales pipeline is an investment of time and resources in top of the funnel prospecting.
Top of the funnel prospecting is the process of qualifying and understanding the sales cycles of all suspects and prospects, no matter how early they are in the sales process. It involves taking the time to speak to the prospect, getting to know their business and sales cycle, learning who decision makers are in the company, and determining whether or not they are a good fit for the products or services offered. Even though top of the funnel prospects may be in the early stages of their decision, it’s still a crucial time to engage with them. If the opportunity to speak to the prospect and get to know them is missed, there’s a good chance they’ll look elsewhere to make a purchase.
The benefits of focusing on top of the funnel sales prospecting include:
A consistently full pipeline
The only way a business will grow is if it is maintaining business from current customers/clients in addition to continually bringing in new ones. In many B2B organizations, the sales cycle is very long; a range of a few months to even a few years is common. Decision makers take their time researching an organization and waiting for budget approval. Speaking with company representatives in the early stages of their decision process and establishing a relationship and brand trust is a crucial way to move early stage leads through the sales funnel and towards a purchase.
Ability for sales people to spend their time selling
When a sales pipeline is consistently full and the appropriate resources are allocated to early stage prospecting, the sales staff can do what they do best: sell. A talented sales professional shouldn’t spend their time hunting for opportunities and qualifying leads; they should spend their time closing deals. This is only possible if leads are developed at the top of the sales funnel and nurtured through the sales cycle. If you’re not currently investing in early stage prospecting initiatives, doing so will likely shorten your sales cycle, improve sales force efficiency and increase revenue streams.
Publish Date: July 1, 2015 5:00 AM
|All Suppliers||Get Listed|
|PREMIUMFuture Gen International Pte Ltd|
(VIEW OUR PAGE)
Outsourcing provider of English Call Centre services, Audio Transcriptions, Big Data ETL (Extract, Transform, Load) , Big Data Visualization, Big Data Predictive Model Generation
(VIEW OUR PAGE)
HigherGround develops data collection, information storage, and interaction analytics solutions that easily transform data into actionable intelligence, enabling operational optimization, enhanced per...
(VIEW OUR PAGE)
Advanced AI technology and Natural Language Processing delivered to clients in the Cloud that harnesses both voice and digital conversations. The focus is on building an environment where intelligent ...
View more from Volkart May
Recent Blog Posts:
|5 Reasons to Execute an Outbound Calling Campaign||August 16, 2017 5:00 AM|
|Warm Calling: Who Teleprospectors Should be Contacting||August 8, 2017 5:00 AM|
|Set a B2B Calling Campaign Goal to Achieve a Desired Outcome||July 18, 2017 5:00 AM|
|Improve Marketing Efforts with an Outbound Calling Campaign||May 30, 2017 5:00 AM|
|Leave These Sales Functions to an Outsourced Calling Partner||May 18, 2017 5:00 AM|
|Keep Prospects on the Line by Following These Sales Call Tips||May 2, 2017 5:00 AM|
|Key Points to Mention Upfront During an Inside Sales Call||April 10, 2017 5:00 AM|
|Want a Callback? Follow These Inside Sales Voicemail Tips||March 27, 2017 5:00 AM|
|4 Ways to Build a Positive Call Center Culture||March 16, 2017 5:00 AM|
|Keys to a Successful Relationship with an Outsourced Inside Sales Company||February 27, 2017 5:00 AM|