Of course, at some point the sales team will have to resort to cold lists, that is,
lists of people who have not and have never had any contact with the company,
but who have been qualified as potential consumers. However, the cost of
customer acquisition (CAC) for those on these lists can be, on average, up to six times higher
than for consumers who already have or have had some connection with the business.
4. Use a CRM platform.
English for CRM (customer relationship management), is a tool that provides
the sales team with detailed venezuela phone numbers information about the stage of the sales funnel that each
prospect is in and what the next actions to be taken with each one are, or the
marketing actions that are being implemented and what their results are, in addition to allowing the manager to have access to all opportunities, actions and results of the sales
force .
This platform must contain every lead and every interaction that has already happened or
will happen with that lead. To achieve this, it is essential to have the commitment and discipline
to feed and update the CRM, as this is where
sales opportunities will be identified, as well as the progress of each negotiation.
Whether it's due to fear of rejection, the awareness of interrupting someone, or
simply not being able to reach the right person within an organization, it's
the approach that makes the most mistakes in an active prospecting process. And the
approach is the key to attracting the interest of the person being contacted.
Companies in the B2B model encounter less resistance when they seek out other
companies to close deals than they would encounter in direct contact with the
end consumer, but qualifications and knowledge are still necessary for the
sales team, as each opportunity can be unique when it appears.