Waiting for your lead to come to you? Then you're already too late

You generate leads, you fill your funnel, and yet you have the feeling that you’re playing catch-up. That feeling is correct. The way companies buy has changed fundamentally in recent years, and whoever waits for a lead to come to them is often already too late.

The buyer decides before you’re even in the picture

Behind a B2B purchase these days there is rarely just one decision-maker. It’s a team of four to five people: the budget holder, the user, someone from purchasing and sometimes legal. That team does most of its research itself and in silence. They read along, compare and form a preference, all without you noticing. Research by Gartner shows that buyers consult an average of seven sources of information before making a choice. By the time they fill in a form or request a quote, their direction is often already set.

Waiting for inbound costs you the best position

If you only get into conversation when the buyer comes to you, you miss precisely the phase in which the choice is formed. You join as one of the three parties allowed to send a quote, and then it quickly becomes about price. The party that was there earlier helped to determine the criteria and is in a much stronger position. Inbound is valuable, but it is the final piece of your acquisition, not the foundation.

Those who call proactively are at the table early

The difference lies in the initiative. A well-timed, relevant phone call gets you into the picture before the buyer has made their choice. You hear where the pain is, you help sharpen the question and you build the relationship that everything else later builds on. It’s not about calling harder, but about calling smarter: the right companies, at the right moment, with a conversation that’s actually about something.

This is how MisterSales handles it

At MisterSales we don’t wait. We take over your telephone acquisition and proactively seek contact with the companies that suit you. We qualify, map out the need and put the appointment in the calendar, so that your team is at the table while the competitor is still waiting for inbound. A fixed team of full-timers held accountable on results, not on hours. You keep control, we make sure the pipeline stays full.

Waiting is a choice, and usually the most expensive one. Do you want to be at the front of the decision process instead of at the back in the price war? Discover how we take your acquisition off your hands!

Discover how we take your acquisition off your hands

We at MisterSales believe in the power of working together. By sharing knowledge and our network with one another, we achieve more results and are a frontrunner in smart solutions for our clients. That, after all, is what it’s all about for us.

Would you like to know more about our way of working together and what it can mean for you? Get in touch.