Selling or stalking? Eight tips to making lead conversion a positive experience

Avoid turning sales into stalking—and convert more leads

What started out as innocent curiosity about saving on our firm’s health insurance costs spurred a sales pitch more frightening than engaging.

What had me so uneasy? Being pressured to quantify benefits without adequate information to skeptical co-workers. Being tracked down in meetings and paged incessantly. Explaining threatening-sounding intentions to our head of HR. Even checking my emails and voicemail became an exercise in anxiety.

While I’m confident this will get sorted out internally, I’m not so sure it will end positively for the company courting me—even though I’m still interested in saving money.

It’s prompted me to spell out eight key lead-conversion tips that will go a long way in helping any B2B marketer avoid the “aggressive sales” label, which can denigrate brand and, ironically enough, prohibit sales. And ultimately, convert more leads.

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Tags: B2B sales, Lead conversion, marketing and sales, overcoming sales objections, sales barriers, sales pitch