It’s great to set targets and plan for success, but it’s just as important to examine your actual circumstances. What hurdles do you need to overcome to attain the best results? In our experience, these obstacles tend to fall under one of the following categories:

Processes

Expertise is required to create an optimal enquiry journey and organise enquiries for efficient follow up. In addition, you will need to determine the correct enquiry fields and create enquiry forms that are best suited to the needs of the buyer and your organisation.

Tools & technologies

Optimal prospect capture requires a CRM automation platform that includes capture forms, a contacts database and the ability to segment your contact records.

Resources

Finding the right skill sets, training programmes, service providers and the required budget for optimal prospect capture is no easy task.

Hidden obstacles

These are the obstacles that no one likes to talk about, but often cause major business constraints. What isn’t being discussed openly? What do people choose to hide or gloss over? It could be related to how prospects are captured by a certain team, or which prospects are prioritised.