Many salespeople I meet with amaze me with the attitude that their company should be doing enough marketing to generate leads for them. Wake up! As a seller, it's your responsibility to generate leads for your company - leads that turn into clients. If you aren't generating leads every day, you will likely be out of a job or out of business within 6 months. Don't kid yourself. Attrition affects every industry. Production and materials costs are rising across the board. Revenues must increase to offset those costs. The sales team must generate leads.
While every company needs to establish its brand and market its products/services, every seller needs to establish themselves and their credibility to existing and potential customers. Prospects and clients may know and trust your company, but they'll only do business with you when they trust the salesperson.
You establish trust with prospects and clients through the questions you ask and the level of understanding you demonstrate. You deepen that trust when you develop solutions to solve their identified problems. Your job is to position your products/services as the best resource and solution. You may have to come up with a creative idea to help them. If the scope of your capabilities won't solve their issue, you may need to bring in an alliance partner on the project. Establish alliance partnerships. In other words, utilize every resource you can find to ensure you become known as a trusted solution provider who places the client's interests and needs first.
Take responsibility for your success. Identify your ideal client. Network to generate interest and curiosity. Ask for referrals. Prospect continuously - everywhere you go. Set daily and weekly goals for each of these activities and track your progress.
Do the behaviors required and start generating leads.