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this presentation on lead generation companies helping sales reps avoid the most common deal Busters is brought to you by telie experienced lead generation companies can help organizations develop successful B2B sales processes so it's easier for salespeople to close business for starters marketing campaigns must reach the target audience with the right messaging at the appropriate times and accurate information must reside in the prospect database lead generation companies help businesses establish a results oriented lead management process and contact database they also help develop campaigns to collect a largest number of qualified leads that have the best chance of turning into closed business fine-tuning the lead Management program can help sales reps move qualified prospects through the sales cycle more effectively in addition to the lead management processes affecting sales outcomes sales reps can also affect how much business gets closed even if everything is in sync in the marketing campaigns and contct information the sales rep can still sink a deal by making some common mistakes rarely are two customers exactly alike so lead generation campaigns will often recommend customizing marketing efforts to specific prospects sales reps must dig deep to find out each proect and how company Solutions will solve each prospect's unique problems not only is it important to find out everything you can about Prospect before their initial call but you need to keep updating your information information lead generation companies have processes in place to ensure current data is stored in the prospect database at a minimum sales and marketing staffs need to work together to make sure relevant information is included in the database and the sales rep needs to visit the database regularly to get the most upto-date Prospect information first sales reps need to know the disposition of a lead working with lead generation companies organiz organizations can have a system in place to segment lead in various stages of a sales cycle it's critical sales and marketing find out each prospect's issues and how the company Solutions can improve the current situation for example have they already turned into a competitive solution if so how far are they along the sales cycle have their problems been solved if not how can your solution make a difference in their business if you find out what the real issues are adversely affecting a prospect's operation and you can demonstrate how your solution can fix a problem you can have a better chance of making the first call and advancing the dialogue if not you risk turning a qualified Prospect into a disinterested one experienced lead generation companies recommend sales reps to stay focused on a prospect's pain points sometimes that's difficult for a sales person to do especially if they have a quota hanging over their head but if you don't maintain discussion around your prospective customers issues you risk having the door slammed on you before you even get started very few people like pushy sales reps just because a prospect has issues Your solution can resolve does not mean you'll close a deal many B2B sales require lengthy report building and a complex decision-making process for example too many times a sales rep will rush to the budget question to further qualify a prospect they want to quickly eliminate a prospect they view as not having the capacity to buy but by doing so they can turn turn off a prospect and come across as being amateurish if salespeople collect as much information as possible about each Prospect tell their Communications and don't rush the sales process they are well positioned to improve their close ratios significantly about the author Larry fleshman is the director of marketing for teley a leading B2B provider of sales pipeline development solutions for more information about lead generation companies visit tel.com today