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5 Ways to Close More Deals and Waste Less Time Prospecting.

Could You Be Wasting Time on Prospecting?

When it comes to sales, time truly is money.

Within a 40-hour work week, you and your team are pressed with the challenge of taking those leads you’ve worked so hard for and turning them into a real purchase. If you could just find a way to spend less time generating and nurturing leads, you would have more time to engage in conversations with prospects that are primed and ready to buy—the only ones you really care about.

The unfortunate truth about sales is that leads don’t just fall from the sky. Leads have to be identified, scored, and nurtured. But getting leads through each of these processes only gets your sales team a mere chance of converting them into a customer. The real challenge only begins after prospecting has taken place.

So, how do you spend less time casting your line and waiting for small nibbles on the hook, when you should be spending more time reeling in the big catch?

Here’s how you can save time and close more deals:

1. Use the Right Tools 

Evaluate your current set of tools and decide what needs to be added, removed, or replaced. Perhaps there’s a better tool you could be using for email campaigns, social media, or CRM. Stopping to evaluate your productivity tools will save you more time in the future, like sharpening a dull knife.

The first place to start is at the top, where all your leads end up: your CRM. Ensure that the CRM you’re using is quick and easy-to-use, facilitating the whole sales process. Even just a few extra clicks or button presses per sales rep will eventually add up and hurt your productivity.

From there, work your way down and identify what other platforms bring in the most leads for you. If you find that a tool isn’t working well for your team or is wasting time, replace it with something faster and better.

2. Optimize your MarTech Stack 

With lots of moving parts involved, any inefficiencies in your MarTech stack can slow down the entire process. That’s why you need a Marketing Technologist to properly set up the whole stack for you. Without doing so, you’ll end up with leaks in your sales funnel. They’ll also make sure that each and every technology you use is properly integrated together and that data is being properly transferred from one platform to the next.

If you’re not familiar with the term, “MarTech Stack” or the benefits of having one, check out our previous article on the topic. Even if you don’t fully understand the process, just know that it will significantly boost your lead generation efforts and that Sales Buddy will set it all up for you.

3. Automate Menial, Repetitive Tasks

If there’s a mindless task you do repeatedly that can be automated, let technology handle it for you. There’s no reason to spend time clicking “Send” hundreds of times throughout the day when tools exist for this very purpose. By letting marketing automation handle menial and repetitive tasks, you’ll find more time in the day to communicate with leads and close more deals.

When you decide to build a MarTech Stack, it’s just a matter of choosing the right technology to automate certain tasks for you.

4. Integrate Marketing with Sales 

One of the key ways to boost your lead generation efforts is to integrate your marketing strategies with sales. To ensure that you’re making the most of your marketing campaign and successfully converting those prospects into leads and then into customers, your marketing team and sales team need to be on the same page. Otherwise, your lead generation efforts will result in a whole lot of wasted time and money.

While both aimed at increasing revenue, Marketing and Sales are involved at two distinct stages in the sales cycle. Your Marketing team ultimately creates awareness for your product or brand and generates leads, but it’s the sales team that takes those leads and turns them into paying customers.

5. Measure and Evaluate

Constantly measure and evaluate your results to make sure that your marketing dollars are being spent wisely. In addition to measuring your CPC and website visits, also track the number of leads you’re getting from the whole process and the CPL (Cost per Lead).

If you’ve never done this equation before, the results might turn out to be quite shocking (not in a good way). Once you’ve really calculated how much a lead costs you, you might be persuaded to consider a more affordable solution to lead generation.


At Sales Buddy, we combine content creation, marketing technology, and distribution to generate leads for your business.

With high-quality content that matches your brand voice and drives interaction, a custom-built Martech stack with technologies that are right for you, and exposure on our social media and exclusive B2B network, you’ll never have a shortage of leads.

And when you do the math, you’ll realize that it’s actually cheaper to let the experts handle your lead generation efforts. Regardless of what CRM you use, (or if you don’t have a CRM at all) Sales Buddy will send the hot leads directly to your Inbox or CRM of choice.

On top of everything, we give you a custom dashboard to track your campaign from any device. That way, you’ll be able to get a bird’s eye view of what’s going on.

If you’d like to know more about Sales Buddy and how we can handle your lead generation and prospecting for you, just visit our page and enter your information to schedule a quick consultation with Corey.

About the Author Michael Edgar

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