Your sales team can’t perform magic. Stop giving them leads that make magic the only option for success! Yes, your team might be amazing. Yes, your team might be extremely motivated. However, the reality of sales and cold calling is that sales agents are often constrained by the resources provided to them. That’s why having quality leads is so important. In fact, your amazing, motivated sales team is probably still wasting 75% of every day. Don’t blame them. The reason why comes down to the fact that most sales agents are only talking to buyers about 25% of the time because their leads are low-quality leads. They are horrible leads. Let’s talk about how to fix that.
Here’s Why Your Sales Team Is Wasting 75% of Every Single Day
Unqualified leads. This simple answer is the reason why 75% of every day is wasted by your sales team. What does it mean? An unqualified lead is a prospect who has engaged with your brand in a poorly defined way. It can also be someone who doesn’t actually need or want your service. There are several different characteristics that make a lead an unqualified lead. This can be someone who doesn’t have the budget needed to say “yes” to a sales call. It can also be someone who doesn’t have the authority to make a purchase decision. Here are some classic examples of unqualified leads responsible for taking up your sales team’s time:
- An entry-level employee or intern who is doing market research on competitors/similar brands.
- An online reviewer who is doing research on a product category.
- A “wishful thinker” who is simply looking.
- An online browser who doesn’t actually have a need for your product.
- A shopper who has decided to go with another company since their last browsing session.
There’s a big temptation to try to turn an unqualified lead into a qualified lead. Despite the fact that it’s been attempted over and over again, this is a strategy for failure. Unqualified leads are frustrating and evasive. They are difficult to get on the phone, reluctant to provide any additional information, and unlikely to budge. Unqualified leads that do result in sales can kill your churn rate. Ultimately, it’s not worth it to spend up to 75% of your time trying to convert an unqualified lead when there are simpler solutions that allow you to reclaim that lost time.
We’re talking about beautiful, lucrative qualified leads. What is a qualified lead? A qualified lead is a prospect with a problem that can 100% be solved by the product, service, or solution your company is offering. Qualified leads come in by interacting with your:
- Marketing content
- Social media
- Website
- Paid ads
The most important thing about a qualified lead is that this lead fits your customer profile. There’s no “arm pulling” needed. A qualified lead is already considering becoming a customer. Some are even ready by the time your sales team makes contact. With a qualified lead, your sales team isn’t chasing down someone who may have stumbled upon your brand’s content somewhere along the line. Qualified leads have interacted intentionally with your brand. These intentional interactions can look like:
- Filling out a form to “learn more” on your website.
- Signing up for a free resource on your website. This could be a white paper, online book, case study, special report, or some other carrot that was dangled.
- Signing up for a coupon or discount code on your website.
- Reaching out to customer service or a chatbot to ask questions about specific products or services.
- Leaving comments or questions on your brand’s social media pages.
Once a lead initiates contact with your brand, they transform from just another face in the crowd to something called a marketing-qualified lead or MQL. MQLs are much more likely to purchase your product than unqualified leads. That means that your sales team can step in to nurture this very hot lead all the way to a sale.
Stop Directing Your Sales Agents to People Who Don’t Want to Talk to Them
Are you ready to help your sales team overcome the 75% problem? Just imagine what could be happening with your business if your sales team could spend that lost 75% of time talking to qualified leads who are ready to say “yes” to your product or service instead. While it can happen easily, it can’t happen automatically. You need to make the switch to qualified leads. The simplest way to do this is through lead validation.
Companies that use Pipes.ai’s lead validation tools enjoy vetted leads that can help to dramatically boost sales numbers. We help your company to learn which lead sources drive actual sales. The Pipes.ai process for using effective leads includes:
- Validation: This ensures that you have real leads with current, accurate contact information. Forget about wrong numbers, duplicates, and disinterested prospects.
- Compliance: Many companies sell large batches of leads without vetting them. That puts your company at risk of being fined by the government for breaking federal do-not-call laws.
- A/B Testing Method and Message: We give companies access to our proprietary technology for ranking leads.
- 90-Day Sales Window From Initial Contact: No more outdated leads! Pipes.ai users enjoy fresh leads for prospects who are actively seeking our services and products.
Choosing where to get your leads is a big decision. That’s why Pipes.ai wants to help you learn more about the best way to make your sales team more effective without any need for a commitment. Download our free ebook called “No More Cold Calls: A Foolproof Plan to Build a List of 100% Qualified Sales Leads” today. It’s time to fix your 75% problem with the #1 name in lead generation!
