As a salesperson, your job is to do whatever it takes to get an interested individual to complete an action, whether it is to sign up for a service or buy a product.
However, this will only be possible if you meet a potential customer in the first place.
Unfortunately, this is a problem you and many salespeople face, where a lack of meetings leads to a lack of sales.
There are many reasons this might be happening, and here are two of the most common ones.
1. Focusing on Inbound over Outbound
You should have people with different specializations in your sales team to attract others to the desired action.
However, it might be that your salespeople are more focused on inbound marketing and leaving money on the table.
While this might be sufficient for some time, it does not let you scale your efforts in the long run.
That is because you rely solely on people discovering you and not the other way round.
As a result, you stay small, and no new customers show up, leaving your sales team empty-handed.
For that reason, you and your team must also know about outbound marketing.
Merely having it as a “side gig” will produce little to no results.
In other words, it is your turn to put effort into looking for people.
That way, you can share with other people what you have to offer, even to those who do not realize that you exist.
Pro tip: Need help learning the ins and outs of outbound lead generation? Invest in the Lead Generation Masterclass.
2. Staying in their Comfort Zone
One of the biggest problems with many sales teams is that they only focus on people they are comfortable working with.
Knowing what to expect from these people makes it much easier to make a sale in their minds.
Unfortunately, this limits the potential for quality meetings that end with a deal.
There may be many other individuals outside this “comfort bubble” who are highly interested in a product or service you are offering.
That being said, there may be many reasons for the creation of a comfort zone.
For instance, little market research may have been done on a different audience, which means you will have no idea whether they even care about what you have to offer.
Another reason might be that you may only be focused on only closing a deal and not getting in touch with the right people.
How do you fix all of the above?
With knowledge and action.
Many B2B buyers have stated that the salesperson’s knowledge about their company has attracted them to make the deal.
In other words, your team’s ability to pinpoint the specific problem within the client’s company is your ticket to building a quality sales pipeline that leads to closed deals and year-over-year growth.