“Why aren’t my salespeople bringing in new leads?”
We hear this all the time. And it’s rarely the salesperson’s fault. Social media and Covid have changed sales forever. Buyers now expect to be in a buying process before they ever speak to a salesperson. Emails and LinkedIn connections are a proven way to warm up the leads before making the call, with significant improvement in performance.
1. Skills and Behaviour Types: It’s Not What They’re Wired For
We measure sales skills and behavioural preferences all the time. The best salespeople are motivated by human interaction. They use empathy, reason, and persuasion. These traits rarely overlap with those who enjoy building systems or doing detailed technical tasks like setting up automations and repetitive tasks.
Setting up lead generation is a highly technical process. It’s not what your reps are built for—and that’s okay-just don’t expect it from them.
2. Time Efficiency: Sales Is a Numbers Game
Lead generation is a one-to-many process. It takes volume to generate regular leads—not thousands, but certainly hundreds and consistency. Cold email response rates sit around 2–3%, and phone calls rarely reach decision-makers unless there’s already brand awareness, prior to initial contact.
A salesperson might manage 30 emails and calls a day, but at what cost? Quotes delayed, follow-ups stopped, call quality drops—and so does morale. With a lead generation system, the grind is done for them. With a system, you are also AI ready. Get your salespeople doing the high value tasks they are skilled at
The most valuable tasks:
• Converting leads
• Asking the right questions
• Handling objections
• Sending timely information
• Following up helpfully
• Quoting
• Measuring what works and repeating it
Expecting salespeople to do one-to-many outreach without automation, AI and support is inefficient, and counterproductive. It requires experience and time—two things your sales team don’t have.
An outsourced lead generation service can improve sales effectiveness by 50%. Start investing in systems if you’re looking for growth.
3. Managing Lead Responses: Needs a System, Not a Juggle
From thousands of emails and calls, we know that responses vary:
• “Send me info to forward on”
• “We’re fine at the moment”
• “Unsubscribe”
• “Send more information”
• “Interested”
• “Not interested”
Each of these responses requires a different next step, as few of these responses are a ‘No’. Managing this complexity at scale requires a system. You would typically miss most of these potential opportunities from a typical ‘appointment setting service’, but not from EMPAT’s system-based approach.
4. The Legal Trap: “Using Scraped Databases”
This one’s potentially dangerous. Many lead generation services use scraping tools to build databases of thousands of contacts. In Australia, that’s illegal.
The SPAM Act 2003 (Sections 20–22) clearly prohibits the use of harvested contact lists for promotional electronic messaging. EMPAT Consulting uses only legal methods to build databases, protecting you from fines and litigation.
Why EMPAT Sales Outreach (ESO) Is Different
We don’t just generate leads—we build a system that delivers them directly into your CRM.
Here’s what sets ESO apart:
1. We provide a lead generation system
Not just a list. Not just hollow appointments. Real leads with real needs at different stages of the funnel.
2. Our data is legally sourced
No scraping. No risk. Just compliant, transparent outreach.
3. We don’t sell empty appointments
Every lead has expressed interest and is ready to talk. Empty appointments just waste time.
4. We provide unrivalled transparency
Everything we do is recorded in your CRM. You see every interaction.
How It Works
Discover & Define
We learn your business and distil your offer into compelling outreach.
Build & Launch We leverage automation, craft scripts, and create lead magnets.
Engage & Adapt
We engage 100+ contacts monthly, sending hundreds of emails and calls—all tracked in your CRM. Not thousands because that gets you into trouble.
Report & Repeat
We review our open rates (>50%), clicks, conversions, and provide monthly coaching to improve outcomes.
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Ready to Turbo-Charge Your Sales System?
EMPAT’s B2B Sales Lead Generation service is designed to free your salespeople to do what they do best—convert leads. Let us handle the outreach, the systems, and the volume.
Explore more at www.empat.com.au/B2B-sales-leads