Based on your company’s value-proposition research, ask questions that show you understand the challenges your prospects face. Introduce ideas about how your company can help them meet those challenges.
Most salespeople are really good at what they do, and they want to help prospects meet their challenges. Make sure you give them the highest-quality leads you have. It’s worth the effort to move through the qualifying process slowly. In this economy, prospects’ buying cycles are getting longer, making it even more important to start out slowly. You’ll earn trust quicker this way, and you’ll build relationships that truly impact your sales pipeline.
Brian Carroll is CEO of Arden Hills, Minn.-based lead generation experts InTouch and author of the book, "Lead Generation for the Complex Sale" (McGraw-Hill). Carroll is a leading expert in lead generation. He is also the keeper of the B2B Lead Generation Blog.