Your challenge
The temptation!
A number of companies think that the responsibility for following up on the leads should be placed on the sales representatives’ shoulders. Even though, this approach may be tempting, it is extremely counterproductive. Leads are the input of your sales funnel, but sales people are measured on output. As a result, putting leads in the hands of sales people is the result of a wrong association, and it makes you run the risk of wasting significant money. Sales reps lack the time and expertise to develop your leads to maturity. They deal with opportunities. The only question they are asked on Monday mornings is: “How much are you going to close this weak/month/quarter?” and not, “How many prospective buyers did you contact this week?”
By giving leads to sales representatives, companies generate a mountain of leads, which are not followed up. This causes misalignment between marketing and sales departments to develop. Marketing folks think they have done properly their job by generating the number of leads required, while the sales department blame them for not having generated “sales-ready-leads”.
Link4LEAD’s response
We help you design and implement your lead management process to collect your leads and convert them into opportunities through high-quality conversations.
We make sure that your teams talk the same language.
We train your sales representatives and telesales agents (regardless of whether they are in-house or outsourced resources) on how to facilitate highly effective sales interviews.
Benefits
- The effort level to convert leads into sales opportunities is reduced by a factor of 2 to 3x.
- The lead-to-opportunity conversion rate is improved by an order of magnitude, with an up to10x improvement factor.
- The sales and marketing teams are better aligned across clear and unquestionable rules of engagement.
