Why B2B Leads Reject Sales Meetings (And How To Fix It)

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In the Transform Sales Podcast #24, CloudTask’s CEO, Amir Reiter spoke to Ryan Pereus, CEO at Superhuman Prospecting about what B2B brands should look for in top-skilled SDRs, his top hacks for achieving revenue goals through outbound B2B lead generation teams, and the reasons why B2B leads reject sales meetings.

In case you missed it…. these are the highlights

Who are your agency’s best-fit customers (as defined by products they sell and markets they want to sell into)?

“…The more that people understand our value, and that they treat us like a partner, the more transparent and giving we can be…”

For Superhuman Prospecting, software companies with unique or rare products in the market offer a better opportunity for success in sales and outsourcing due to its potential to stand out.

What are the most common campaigns your agency runs for that best-fit customer (for example, list size, channels used, marketing assets created, performance reporting, time to onboard)?

“…We will put our first foot forward, measure to see how that’s going and then based upon those results we’ll nake adjustments…”

Superhuman Prospecting finds phones to be its strongest channel for outbound sales campaigns. This is because they can access a lot of data on outbound calling attempts and phone conversations, which allows them to better understand their clients’ customers and their needs. Superhuman Prospecting also uses email and LinkedIn as channels for their campaigns. 

One of the key features of their approach is that they adjust as they go. They start by putting their best foot forward and measuring the results they get. Based on those results, they make adjustments to their strategy, so that they can continue to improve their performance over time.

What are the Top 3 tips you would give Buyers to increase the probability of achieving the result they want with your agency?

  • Build a strong relationship with your outsourced provider. Buyers should avoid giving a simple task list to their outsourced provider and expecting them to deliver the desired results. Collaborate with the agency, involve them in the process, and work together to ensure the desired outcome is achieved. Focus on building a strong relationship rather than just expecting results.
  • Don’t expect cold calling to produce results as quickly as inbound calling. Our agency’s task is to identify problems and inform and educate customers about the services offered and the most effective ways to achieve their desired results. But it’s essential for the buyer to also commit to the process to ensure success.

“.Stay informed in the ever-changing world of sales and development.”

Too many buyers are unaware or misinformed about the implications associated with these roles. Education about what sales entails is key for buyers – podcasts such as this can be invaluable tools that promote understanding at its core level. 

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