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Categories: Marketing, Sales,

Few things can be more frustrating in lead generation than the experience of the B2B sales rep who’s consistently being fed unqualified leads.

You just want to do your thing: sell your product to as many of the right people as possible. You’re confident in what you’re selling, you have the right pitch — hell, you’ve been doing this for years, and you do it well.

Instead, you’re spending the vast majority of your time chasing the wrong leads.

The frustration builds up. Why can’t marketing provide you with enough qualified leads? Why is your CRM such a godawful mess? How are you expected to meet your quotas when most of your time is wasted sifting through worthless contacts? At times like this, the B2B sales process feels as futile as eating soup with a fork.

The problem is only going to get worse (like eating soup with a… toothpick?). In today’s demand gen world, the information you need on prospects is scattered across so many disparate sources — from social media profiles, to numerous third-party data vendors, to the open web.

Turning to a traditional data vendor for help won’t do the trick. In fact, it may very well only multiply the mess (for both sales and marketing alike) by importing yet more worthless leads into your CRM.

So what are you going to do? Spend your entire day Facebook-stalking or trawling through LinkedIn? Might as well get back to that bowl of soup.

B2B sales people want quality, not sheer quantity

The sales team at Spigit can definitely relate.

Spigit’s inbound lead volume was great — marketing were consistently providing new pipeline for sales. The only problem was that many of those leads were totally unqualified. This caused conversion rates to suffer, as well as sales productivity and, naturally, generated significant friction between sales and marketing.

They found the perfect solution by integrating Artificial Intelligence into their data, using Leadspace Audience Management Platform.

With Leadspace, sales and marketing were aligned along a single source of truth for all their data and intelligence needs — including real-time data enrichment, which ensured their databases never went stale or conflicted.

Furthermore, lead-to-account matching, including more advanced site-level matching capabilities, enabled a highly effective account-based marketing strategy.

The result was a far more efficient and effective lead generation process: lead conversion rates doubled, while the time it actually took to convert each lead on average was effectively halved.

To read more about how Spigit multiplied their sales team’s efficiency, download the free case study:

How to Double Lead Conversion — In Half the Time

Picture by Unsplash from Pixabay | CC0 | no changes

Ari Soffer
Ari Soffer

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