How long does it take to find the right person, the right contact, at the right company?
If you do the math in terms of the number of targetable companies, and the number of contacts a sales rep can adequately touch in a quarter, what percentage of the addressable market are you effectively reaching?
This may sound like a marketing question, but for many companies, they expect lead generation to come from sales reps. And their approach is to select a subset of potential targets and try to find the right person before the competition does.
Nothing hurts more than reaching a prospect just after they’ve made a decision with a competitor. It’s painful, and it’s happening more often.
So what is your time to prospect?
One of the benefits of leveraging an effective Allyforce is that you are putting more sales-focused feet on the street to ferret out potential prospects and getting the right person to talk to. Yes, with all the tools like LinkedIn and Facebook, there are more ways to get information, but still — imagine if your Allyforce reps are doing the same and uncovering new opportunites and contacts that you are sharing.
You could be potentially doubling the numbers of feet on the street.
Because time-to-prospect — which is much more granular and sales-focused that just time-to-market — matters, one of the only leverageable ways to do it is through an Allyforce.
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