Most salespeople face the challenge of finding new prospects and turning them into customers. They believe that prospecting is one of the most challenging parts of the sales process. Luckily, advancement in technology has made everything a lot easier and it offers a solution for almost every business process.
For instance, a company can keep up with or beat its competitors by keeping its pipeline for prospects full through the use of a top-notch B2B prospecting tool.
So, what benefits could your business enjoy by utilizing a B2B prospecting tool?
Reducing the Salespeople Workload
Typically, sales prospecting tools help the salespeople to comb through the internet for prospects and develop targeted lists of companies. After all that, the salesperson must maintain constant communication with potential clients to ensure they remain interested in the company’s products. However, the same salespeople who do prospecting also have other duties such as marketing the business’ products to new clients and attaining their overall monthly targets. All of these tasks can take much of the sales team’s time and leave them overwhelmed.
The good news is that when a business incorporates a good b2b prospecting tool into its sales process, it manages to automate a lot of the repetitive prospecting activities. That way, the company automatically does most of the monotonous tasks such as sending emails to prospects. And the automation reduces the salespersons’ workload allowing them to handle other sales tasks.
Increasing the Number of Customers
The primary goal of using a B2B prospecting tool is finding more potential clients to convert into buyers. It is crucial to attract more customers, given that any business loses around 15 to 20 percent of its existing customers annually through attrition. As such, if there’s no more prospecting, the company could see its entire customer base finally gone.
Fortunately, by using a B2B prospecting tool, a company can increase its buyer pool and keep its salespeople gainfully engaged working with both existing and new customers. Besides, when businesses gain new clients, they manage to spread the risks of lost sales. Therefore, the company can cushion itself from issues because losing customers means potential issues in the future.
Generating More and Better-Qualified Meetings
Unfortunately, most direct sales revolve around drafting sales pitches which takes up a big chunk of the sales reps’ time, and then the proposals are sent to the wrong clients resulting in rejection. That means so much loss of business resources. But, by using a B2B prospecting tool, the sales staff can identify the right companies to pitch to and not just send pitches blindly. With proper targeting, the sales team interacts with and meets more qualified clients, or in other words, more sales-ready prospects resulting in sealing more deals and fulfilling their sales targets.
Increasing the Company’s Revenue
Using a B2B prospecting tool enables everyone to do what they enjoy because there is a dramatic reduction of repetitive and tedious tasks. Besides, the prospects receive their products on time and in a unique way, making them happy. The result is more satisfied clients, leading to more repeat sales and more customers which boosts the company’s revenue.
On top of the benefits discussed above of employing a B2B prospecting tool, the tool results in more motivated sales teams. This is because the tool removes the tedious routine tasks by automating them and helping the sales team meet sales-ready prospects, leading to greater sales numbers and attaining targets faster.