Setting Your Sales Goal
Pick a number and write it down. How many leads does your team need to generate a single sale? Understanding this ratio is critical for refining your strategy. In this blog, we’ll explore proven techniques used by top-performing companies to optimize lead generation and conversion.
The Importance of Hunting for New Clients
Every organization must allocate the right amount of time and resources to hunting for new clients. However, many lack a well-defined strategy that maximizes selling time while minimizing costs. To evaluate the effectiveness of your lead generation efforts, consider these three key factors:
Effectiveness – Which lead generation activities produce the highest-quality leads?
Cost – What are the tangible costs associated with each lead-gen initiative?
Time – How much time is spent creating and following up on each initiative?
The Best Lead-Generation Channels
Recent surveys reveal that the most effective platforms for generating new leads include:
LinkedIn
Event Participation (Networking Events)
Digital Marketing Campaigns
But what truly drives success within these channels? Referrals. The data confirms that referrals remain one of the most powerful tools for sales professionals looking to acquire new business.
The Power of Client Profiling
With numerous lead sources available, sales teams often struggle with prioritizing their outreach efforts. The more accounts a salesperson manages, the less time they have for prospecting. That’s why a structured approach to client profiling is essential.
A well-defined Ideal Client Profile (ICP) helps sales teams:
Quickly identify high-potential accounts
Streamline prospecting efforts
Increase conversion rates
According to our survey, 61% of respondents already use an ICP to guide their hunting efforts. Additionally, revisiting client profiles annually ensures that your team focuses on the right prospects throughout the sales process.
Targeting the Right Opportunities
Not all business is good business. Sales teams must be able to differentiate between profitable and unprofitable opportunities early in the process.
Despite the importance of targeting the right deals, survey results indicate that:
Fewer than 50% of sales organizations believe they effectively assess opportunities.
Only 9.4% rate their teams as very effective at this process.
Successful sales leaders emphasize the importance of qualification throughout the entire sales cycle. Salespeople should ask:
Is there a need my company can satisfy?
Is it winnable?
Do we want to win it?
If the answer is yes to all three, it’s time to hunt!
Expanding Opportunities Within Existing Clients
Hunting isn’t just about new clients. Managing and expanding relationships with existing clients is equally crucial. Statistics show that:
Existing clients spend 70% more on subsequent purchases than on their initial order.
Acquiring a new client costs 5 to 15 times more than selling to an existing one.
Yet, only 60% of organizations report success in securing additional business within their current accounts. Sales teams should focus on:
Strengthening client relationships
Encouraging repeat business
Leveraging referrals and partnerships for growth
The Strength of Team Selling
Some of the most successful hunters in nature—wolves—work together in packs. Sales teams can learn from this strategy by adopting a team selling approach, particularly for major accounts.
Key areas where collaboration drives success include:
Sales Calls & Meetings
Proposal Development
Presentations
Survey data reveals that 45% of sales professionals believe effective communication within the team enhances their ability to close major deals. In the world of major account sales, team selling is not just an advantage—it’s a necessity.
Final Thoughts: Is Your Team Equipped to Win?
Generating leads is the foundation of sustainable sales growth. Now, take a moment to revisit the number you wrote down earlier. Where does your team stand in comparison to the most successful sales organizations?
Are you leveraging referrals effectively?
Does your team have updated client profiles?
Are you strategically managing complex deals with a cross-functional approach?
Is your team targeting the right opportunities and maximizing existing client relationships?
A well-structured lead-generation strategy sets the stage for long-term success. Evaluate your current approach, refine your hunting techniques, and ensure your team is equipped to close more deals in 2025 and beyond.