B2B prospecting is an essential function of any sales organization. But when taken too far, it can lead to burnout, harming both your sales team’s mental health and your organization’s bottom line.
Prospecting burnout can wear out even the most skilled and experienced sales reps. These five steps can help your sales team avoid B2B prospecting burnout, resulting in long-term benefits for both yourself and your organization.
The first natural step to avoiding burnout is to reduce the repeatability of your work whenever possible. Above all, that means cultivating a deep understanding of your ideal customer.
While experienced sales reps know that prospecting depends at least in part on getting to know their ideal client, it can be difficult with a tight quota to justify the time it takes to do the research before making first contact. However, that research into your ideal buyer may just make the difference in successfully converting a lead into a sale.
2. Switch up your cold call pitch
Chances are that you work off a tight cold call script that has been optimized for conversions. That doesn’t mean you can’t alter the script to keep it interesting for both yourself and your prospects.
Based on the information you gain in your research, consider switching up your pitch to reflect new data and use cases. Use your experience from previous cold calls to anticipate questions. You can even tell an anecdote or two to personalize the experience. Best of all, you can improve over time by trying out alternatives and finding the options that work the best.
To start, take short breaks using the Pomodoro Technique, with a 5-minute break after every 25 minutes of work. Use these breaks to listen to some music or get some fresh air.
You can even start a competition with yourself, such as seeing if you can beat your own record for the highest number of valuable conversations or contacted prospects. It’s about taking a more low-pressure approach and breaking up the monotony of the day.
4. Connect with other sales reps
Sales prospecting can be difficult, but the good news is that you’re far from the only one who feels that way. It’s a common issue, so lean into your support network when you need it.
Talk to people you know with similar professional circumstances. Your own organization and LinkedIn are both great places to start. Ask your coworkers for advice on how they’ve dealt with burnout and share your own tips if you have any.
Don’t underestimate the importance and potential power of connecting with your supervisor as well. Communicate your concerns about not hitting important leads or sales targets. At worst, you have a sounding board, and at best, they may suggest tweaks to your daily workflow or professional development that can help you fight burnout.
5. Leverage a sales prospecting tool
Sometimes, preventing prospecting burnout is as simple as using the right tools. That’s where BizLeads can help.
BizLeads, a sales prospecting tool powered by The Business Journals, delivers real-time, geo-targeted, and industry-specific prospects to B2B marketers looking to fill their sales pipeline. BizLeads’ intelligent data technology allows sales operations to specifically target their ideal customer through validated and self-reported data.
BizLeads has amassed data on more than 30 million private businesses and 90 million business professionals across the U.S., making it a perfect fit for organizations looking to reach new prospective buyers. And, because of its comprehensive and easy-to-access data, it also helps prevent prospecting burnout at every level of the organization.