Why Leads Crash and Burn When Salespeople Call the Prospect
Season 1, Episode 1380, May 03, 2019, 08:05 PM
Mari Anne Vanella, author, and CEO of the Vanella Group, has made millions of B2B outbound calls for her clients. For this program she discusses why companies don’t usually need more leads, they just need to fix the salesperson’s soft sales approach in the initial contacts. The salesperson’s failure, Mari Anne says happens when aggressive salespeople, who don’t listen to the prospect, fail to engage and then blames the lead and source of the lead: marketing. Mari Anne and Paul Roberts discuss:
Why revenue success isn’t driven by more leads and what to do about it
The five things that occur when the prospect is handed off to the salesperson
Why B2B outreach fails
Why sales and marketing clashes are created by front-line contact failure of the salesperson
Does social selling exist?
More science doesn’t solve the salesperson’s approach
Why prospects fail to engage with salespeople
Why marketing doesn’t need to create more leads if sales had more soft sales skills
When digital processes take the humanity out of sales
Why management has to follow the customer journey at the front line to understand the breaking points of sales failure
Training salespeople isn’t about product or sales skills as much as it is about soft skill development and listening
Prospects aren’t a one size fits all
What happens when a salesperson puts the prospect in a “time-out”
How to measure and fix bad out-reach versus good-outreach
Outstanding Outbound is hosted by Mari Anne Vanella and sponsored by the Vanella Group on the Funnel Radio Channel.