Obstacles; we all have them, none more so than in sales and marketing strategies, but what if we told you that most of these obstacles are self-made? Barriers that are put up as an excuse for poor performance will help nobody, leading to the various myths that can surround an approach to outbound prospecting in particular. With 42% of salespeople struggling most with prospecting (Hubspot), what are the various outbound prospecting myths and how should your sales and marketing teams marry outbound and inbound strategies together in harmony?
1. Cold-calling is Dead
This is the main objection you’ve probably heard in the last few years, especially with the rise of more and more tools that seemingly can avoid cold-calling all together. However, this isn’t quite what it seems, with most sales software not here to replace but work alongside an existing outbound strategy. The basis of our intent data is gathered from 20,000 unique outbound calls per week, in turn providing approx. 1,500 weekly conversations that we have with buyers. The practice of cold-calling is not dead, instead, the old methods have evolved into smarter, more meaningful insights, meaning your sales team can truly prospect the right buyers first time around.
2. It’s Becoming Harder – Consumers Don’t Want Contact
There seems to be a consensus from sales professionals that outbound prospecting is much harder than it used to be. According to a study by Hubspot, 40% of salespeople cite getting a response from prospects as getting harder, that buyers do not want to be contacted via phone or email anymore. In truth, the myth that buyers do not want to speak or hear from you has developed from a poor outbound strategy. It, by all means, isn’t easy, but it certainly isn’t any harder than before, especially with sales platform’s that are developed to provide you with much greater insight for more effective lead generation. By showing you the buyers you should be talking to, you’ll soon realise that there are plenty of people who are happy to be contacted.
3. Cold-Meetings Don’t Convert
There’s nothing more frustrating than a meeting that has been arranged with a buyer from an outbound lead that then doesn’t convert right? Well, if the buyer hasn’t been properly researched then yes, with this myth firmly lying with a poor approach. It’s all about providing value to the buyer, something that can be achieved much more easily and effectively through quality purchase intent data. With just 13% of consumers believing a salesperson can understand their needs (Brevet Group), you can see how important it is to take the time to use good data. With this, you’ll be able to find relevant intelligence on a prospective buyer to empower your approach, knowing exactly how to approach that all-important meeting, providing a higher chance of converting.
4. It’s Impossible to Connect with Consumers
This is where your outbound strategy needs to work effectively alongside an inbound strategy. Knowing how to connect with consumers in a way that inspires is very important and is certainly not impossible. Without an effective inbound and outbound strategy working harmoniously, your sales and marketing teams will start to believe this myth. Taking the time to review these strategies and researching why your target buyers are not connecting to your emails, posts or calls is a key part. With a reported 42% of sales professionals feeling they do not have enough information before prospecting, being fully prepared is what it’s all about. By using intelligent sales software that helps to bring inbound and outbound together, you’ll see a vast improvement to your sales pipeline.
5. Outbound Prospecting Takes Longer
If your outbound prospecting is taking longer than it should, it’s time to review your methods. If you’re not speaking to the right people, then you will find a lot of time is spent prospecting on buyers who are not suitable, meaning it will take longer. With sales professionals spending up to 40% of their time looking for someone to call (InsideSales), by utilising a sales platform that does the base work, showing you who is best to connect with, you will see your outbound process accelerate. Why take the scenic route with outbound prospecting when you can fast-track to better, more informed conversations that will help you connect quicker.
Hopefully, your sales and marketing teams will spot these various myths and excuses circling and rather than dwell on them, start to improve processes from within. If you want to find out more about how we can help your inbound and outbound strategies flourish, contact us today and we’ll show you how EngageIQ can intelligently improve your team.