Ditch the Pitch
According to Justin Hitt, B2B sales teams routinely get it wrong when seeking new customers. "The problem is, not every sales person knows who makes a good client," he explains. Among the common errors he sees:Chasing too many prospects. "Successful sales people focus on highly qualified prospects most likely to close," Hitt says. Not chasing enough prospects. The reverse is true as well, he says. Prospecting should be a daily activity.
Not testing enough. If you aren’t continuously testing, "you’ll likely stop pursuing great customers out of indifference," he predicts.
To avoid falling into these traps, Hitt urges B2B marketers to follow a basic prospecting formula: identify, challenge and qualify to close.
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