Finding qualified prospects is key to growing your business.
5 min read
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Too much prospect communication comes across as nagging, desperate and unprofessional. Too little prevents salespeople from laying the foundation for good relationships. Is there a middle ground?
According to a new study from Accenture, 80 percent of frequent B2B buyers changed providers in a 24-month period. To avoid falling victim to heavy churn, entrepreneurs and their sales teams can’t afford to play a guessing game with prospect touchpoints.
Mastering the art of communication frequency requires a careful balance, though. Not only must salespeople make prospects feel appreciated and valued, but they must also spend as much time as possible bringing in new business. Relationships are great, but when prospects with a limited budget and finicky demands ask for too much time, salespeople need to know when to