3 Mistakes Sales Reps Make With Barbour ABI And Glenigan Leads

Barbour ABI and Glenigan provide a lot of valuable data. A LOT. So much that sometimes it goes unused or underutilized.

Who wouldn’t find 1000 leads overwhelming?

Does this sound familiar? Of course, you want new business, but it’s not easy when you have a pool of 1000 contacts to sort through. This is when Project Prospecta can be helpful. Book a demo with me to find out more.


But there is still a lot you can do with these contacts.

Here are a few common mistakes sales reps make with Barbour ABI and Glenigan leads, and a few thoughts on how to fix them.

1. Don’t forget to follow them up

This. Is. Essential. But strangely, often forgotten.

Perhaps because when you have so much work, you don’t even really get started. So break up your Barbour search into manageable chunks that you can actually respond to. Because if you do make contact, and they do reach back out, you don’t want to miss it.

Who would miss an inquiry? More people than you think.

Here are a few statistics from Hubspot research about response time for following up with leads:

  • The average first response time of B2B companies to their leads was 42 hours
  • Only 37% of companies responded to their leads within an hour
  • 16% of companies responded within one to 24 hours
  • 24% of companies took more than 24 hours
  • 23% of the companies never responded at all

And most of all, don’t forget to use it.

2. Avoid a weak performance in the second half

Even if you do perform well in the initial phase of researching prospects and making contact, there’s the second half of the match where you have to keep going.

Some people told me they’ve given Barbour ABI and Glenigan a shot. What they really mean is they sent out an e-Shot or email blast. And didn’t see a response so they thought it didn’t work.

This type of approach may work when you’re working with lists of over 10,000 contacts. And maybe when you’re selling something like a pair of shoes. But probably not when you’re trying to talk to architects or engineers about building products.

In this industry, it’s better to see every piece of communication as an investment in the trust between your prospects and your business. Build trust. One email at a time.

That’s how email nurturing campaigns work. They build on each other.

This is the type of approach that Project Prospecta takes, and it works well, because it feeds interest gradually, rather than gambling on having a few instant wins.


3. Don’t be overly general

You could talk to everyone in the Barbour database, but you’re not going to be able to be personal enough to have an authentically personal tone and talk to their real pain points.

When this is the case, you have generic conversations.

Try pre-empting the problems that a specific set of people face. Make those people your search criteria in Barbour ABI or Glenigan. Create a campaign around that very problem. And see what the response is to that.

Still, it’s not easy to manage all of this. Whether you’re a sales director at a large company or a small business owner, whose most valuable employee is curled up at your feet waiting to be taken for a walk. In this case Project Prospecta can help.


When you have a lot to do, it’s easy to skip the nurturing process. It’s natural to take one good shot at a prospect. And when you don’t find much success, it’s easy to let Barbour ABI or Glenigan fall by the wayside. I get it. You can develop a system that would help you to stay on track by following these steps. Also, we’ll be writing more posts about how to do really be effective with email marketing.

If you’d rather have us help, Project Prospecta may be useful. This new marketing technology can initiate personalized outreach, track engagement, and qualify prospects so you can talk to only the most interested leads. This is a great way to make the most of Barbour ABI and use it effectively to grow your business.

Free Project Prospecta consultation

But, with a few tweaks, Barbour ABI or Glenigan can be your best lead source yet. You’re already a few steps ahead just by looking out for these common pitfalls.

Interested? Then get in touch…

Or call us now on +44 (0) 1952 897097