When prospects don't know they have a problem, sales calls go nowhere. Two sales coaches discuss why lead quality tanks and how marketing needs to make buyers problem aware before the sales team picks up the phone.
If you somehow get someone through your marketing and onto a sales call and they're not even problem aware, that's a disaster. Sales call. Right. It's like, hey, what are we doing here?
Yeah. It just ends up wasting time and people's diary space. And also, like, there's very little chance that they buy.
But for the marketer, he ticks the.
Box and says, you lead.
But yeah, that's. That's one for me.
Yeah. My pros column, which is like, if someone's just running book a call straight from cold traffic, you know, I mean, and like, because they have a pretty way of doing it and maybe there's references to certain things. Like, you know, it just. Just a. It's a. It's a name, phone number, email, and a body. That's about it. That's as far as it goes. And that's. That becomes problematic, especially when you start to spend lots of money. Okay.
You know, so that's critical. They have to make them problem aware. But yet they still sometimes do end up on a sales call without even being problem aware.
Yeah. Which is a problem for the sales team.
