Whether it is sales leads or accounting, nobody really likes it when something goes missing. In lead generation, a few missing details makes everything riskier for sales. In accounting, missing records can arouse suspicion. On that note however, paranoia and obsession are far from the best reactions.
The value of sales leads lies in their ability to improve a salesperson’s success by sharing useful information about prospects. In the case of accounting, problems in the tabulations and an increased payload of financial data could indicate a need for better services (or at least more of same one).
When that information comes up short though, it can be like when accounting information comes up short: you feel something is missing. People’s negative reaction to that realization makes it undesirable. But without knowing how to put it under control, your salespeople could be like bitter, medieval misers who go into a fit of rage just because of a few missing coins.
No matter how important your sales leads are, there is a need to be calmer, more realistic course of action when it accounting services leads come up short:
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A common bad habit in accounting is caring so much about every penny when the overall return has been positively profitable. Sales leads should be viewed in an equally balanced manner. Yes you can concern yourself when you did not get all the information you wanted. That is not the same as worrying about information you do not always need.
Related Content: Scrutinize Your Sales Leads As Much As Prospects Scrutinize You
Instead of a knee-jerk panic reaction, take a closer look at what is really missing in your sales leads and only then can you start raising the urgency to a matching and appropriate level. It is not worth devaluing your entire B2B appointment setting campaign just because a few tidbits of data were missing.
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