Modern salespeople are overwhelmed by information on people who are a poor fit for their business.
Sales enablement professionals implement lead scoring systems that assign positive or negative weight to contacts and companies based on data indicating how good a fit a given lead is. Local businesses with limited geographic reach, for example, will negatively weight contacts that live in a different country. Similarly, a company that sells only to small businesses will assign positive weight to a company with 10-20 employees.
Businesses using a CRM can surface good fit companies and leads to reps the minute they convert on your website. Less qualified prospects are moved to a CRM queue that salespeople can work on their own time.
Cold calling and email blasting purchased lists leads to spam reports, little success and overall frustration for all parties. Leads aren’t properly rated, and there’s little to no information about prospects in their database (if any). This is what perpetuates the common saying that “marketing isn’t giving me good leads.”
How to Fix it
Fixing the cycle of traditional sales is much easier than you may think – after all, it starts exactly with that: how you think. Stop selling to people; it doesn’t work (especially with today’s abundantly available Internet marketing resources). Selling has a creepy connotation surrounded by an ultimately self-serving end goal, but inbound sales does not. Inbound sales means you put your buyer’s needs before your own.
Much like the inbound marketing methodology, inbound sales has a parallel methodology that solves all the pain points of the used car salesperson.