This PPT slide, part of the 131-slide Predictable and Scalable Sales Process for B2B Business PowerPoint presentation, outlines 6 common pitfalls in prospecting that sales representatives often encounter. The first mistake highlighted is the expectation of immediate results when targeting larger companies. It emphasizes that developing a new qualified opportunity can take several weeks, particularly when multiple stakeholders are involved in decision-making. This sets a realistic timeframe for sales efforts, urging reps to be patient.

Next, the slide addresses the issue of lengthy emails. It points out that long messages can be cumbersome for recipients, especially those reading on mobile devices. The recommendation is to simplify communication by asking straightforward questions and being honest about the purpose of outreach. This approach aims to enhance engagement and response rates.

The third mistake involves a broad approach to account targeting. The slide suggests that hitting a large number of accounts superficially is less effective than focusing deeply on a smaller number of ideal targets. This indicates a need for quality over quantity in prospecting efforts.

The fourth point warns against giving up too quickly on ideal targets. Persistence is crucial in sales, as understanding whether there’s a fit requires ongoing effort.

The final 2 mistakes relate to reliance on activity metrics rather than results-driven processes. The slide critiques the focus on superficial metrics like call volume, advocating instead for a more strategic approach that measures outcomes leading to revenue.

Overall, this slide serves as a guide for sales representatives to refine their prospecting strategies, emphasizing patience, clarity, targeted engagement, and results-oriented metrics.

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