HOW TO: Get better results in your sales prospecting

Make your sales leads prospecting work harder with these three vital steps, advises Rahul Dhingra, senior consultant for North America at Global Intelligence Alliance

B2B companies are placing even greater emphasis on sales leads prospecting as a result of uncertainty over the global economy and evolving buyer behaviour. According to the recent Lead Generation and Nurturing Benchmarking Report 2012 by B2B Marketing, almost 70 per cent of marketers expect to increase investment in lead activity in the next 12 months. Over 50 per cent say that increasing quality of leads is their highest priority objective. Many, however, lack the resources they need inhouse, as well as sufficient insight on their target customers and competitors.