For years, many businesses have complained about their frustrating experience with poor quality leads. However, this can be solved by implementing a system that utilizes data in order to make accurate predictions of customer satisfaction levels before sending them on any type or amount of marketing campaign – it’s all thanks to data-driven insight into prospects’ behaviours than traditional wisdom would ever produce.
With so many leads coming in, it’s important to have a system for prioritizing your prospect list. And the best way of doing this is through data and metrics! This will help you prioritize who gets their attention first by ensuring that qualified prospects don’t get lost among others with less desirable traits or characteristics–allowing them more time on the bench until they’re ready to push forward into being winners themselves
You’ve been trying for weeks to fix the problem with your sales funnel, but nothing has worked. At this point, you’re at a loss as to what else needs to be done because it seems like every idea goes in one ear and out of another or gets shot down quickly by someone who doesn’t seem interested enough yet anyway-or perhaps even ever will be?
You know there are plenty high quality leads waiting just inside that first page; all your team wants is more than they can handle without feeling overwhelmed or underappreciated (which isn’t fair given how much work went into generating potential clients).
You have finally created an awesome marketing plan to target your potential customers and are seeing the fruits of your labour in action. The lead generation program is working hard, too; with less-than qualified leads coming into the sales funnel you’re able to focus on those that will actually buy from us instead.
Why are some leads more likely to become customers than others?
A lead might look great on paper and in your scoring process, but that doesn’t always mean they’ll end up as a customer. Why this discrepancy between what looks good on the surface of things versus how well it works out when you’re actually trying to sell to these prospects/customers who seem so promising at first glance!
Salesforce reports that half of all sales teams say that their forecasting is data-driven, but only a third are using the information to prioritize leads. This leaves 66% without any use for this newfound knowledge and insight about prospects based on past performance; leaving them frustrated at not being able to meet quotas set out by management or perhaps even increase revenue if they had better intelligence before making decisions with which everyone could agree upon as important priorities!
Sales executives may soon find themselves in an increasingly difficult position if current trends continue: Many organizations have shifted towards leveraging artificial Intelligence (AI) instead–for example via chatbots—to automate some aspects
Salespeople are wasting time and resources on leads that don’t have the potential to become customers. Ineffective data insights will leave your sales team frustrated, or worse-chasing after a mirage of success for too long without any benefit from their efforts!
Data-driven insights into your processes can help you see the cracks that you can fill. Here are some of the issues that you may find in your process.
1. Too much delay is involved in the lead hand-off from marketing to sales
Do you want to know how your sales team can improve its productivity? Well, there’s a solution. When it comes time for inbound marketing leads (leads from websites) these should automatically go into qualification and then onto the automated waiting list if necessary–but don’t wait days before moving them over!
This is not ideal. If you have automated lead qualification set up for inbound marketing leads but your system takes hours or even days to move them over, then sales reps could be missing out on opportunities by not having access immediately when they need it most!
In order to maximize your chance of closing a sale, make sure that the lead qualification system is set up and optimized for quick response times. Statistics show that it is 10x less likely to be closed when there’s no one available to call them right away!
2. Not prioritizing leads
It may seem unfair to have some leads get more attention than others, but it actually offers the best chance of success. It’s never too late for you or your reps!
Sales teams who don’t prioritize their prospects are relying on luck when deciding where they spend time during a workday – with those that will probably buy receiving equal investment as possible customers who could be potential long-term clients. By mixing up these priorities Salespeople end up spending about equally amounting effort into both types while achieving very little in return because only around one out of three buyers becomes active clients over time through lacklustre sales efforts.
To increase your sales team’s productivity, have them prioritize leads based on some kind of data. You may not be able to do a complete behavioural analysis but you can still ensure they aren’t included by at least using demographic information like company size and job title; plus the quality of emails or phone numbers (is it an answering machine?).
3. Inability to predict right time to engage
Salespeople need to be active listeners and engage with their customers at just the right time. According to Salesforce, this is one of the two most important skills that can help you close deals quickly – so it’s worth investing in training for your entire team!
We all know that perfect lead doesn’t exist. But what if you had a tool to help craft your sales strategy? What would be the best way for each of these leads to engage with us and when should I contact them in order to make sure they remain a top priority on my list of prospects, clients or customers!
The art & science behind predictable time engagement has never been more critical than today because there are so many options available (sales email campaign timing) AND every potential customer has their own set preferences too.
You know your website’s data can speak volumes. The more information you have about a potential customer, the higher chance they will convert to an actual lead! For example, someone who has visited one of our blogs or clicked through from another page might not be as hot on their feet as if we had tracked them crawling around inside all different areas of interest – including pricing pages and product videos.
4. Too much reliance on gut feeling
When you have a gut feeling, it can be hard to ignore. However, Salesforce has found that 16% of sales representatives place more weight on their intuition when making decisions and they prioritize contacts recommended by other people in the company less than seasoned veterans do.
Sales are about knowing who to call first, second and so on. This can be hard for some people because they think their instincts are great instead of listening to outside information like other types might do! But if you know what type this person might be then it’s important not only to make sure that your decision-making process starts with this 16% but also work harder at understanding them – because sometimes the best strategy will come from taking time out during busy periods or limiting yourself by focusing just one area until more clarity becomes available.
It’s easy to get confused when you’re a sales rep. You might think that someone is ready for your product, but in reality, they may be on the fence and vice versa! It can make things really difficult if not done carefully- so take cues cautiously and use intuition as little of an arbiter of buying signals (use research) because then there won’t BE any confusion about what leads should buy from whom or why certain products will work better for them than others.
Data is the new intuition. The key to better sales, and a more successful business, in general, is to use data instead of your gut instinct! Your reps will be able to use it as input for what they say on each call so that you can get an accurate read at how ready this prospect might actually be before going into depth with them- not only does this cut down time wasted by making unnecessary follow up calls or sending out inappropriate material based off misinformation from inaccurate sources but also saves money when resources are tight enough already without having to spend precious dollars getting something wrong because there isn’t any other way around sometimes being unsure about these things beyond just guessing which always seems like such a waste.
5. Not knowing the leads likelihood to purchase
Ever wonder what makes people buy things? There’s a lot of reasons. Maybe they like your product, or maybe it was the advertising campaign that convinced them to make the purchase decision in-store when you had an opportunity for another sale on all these amazing products! It could even be because there are discounts available (who doesn’t love saving money!), which means if we can find out more about how customers think and act based off this information then our business will benefit tremendously from being able to predict who might want something before he/she knows he wants it – giving us opportunities not just during one specific time period but across many instances where someone may need some extra help choosing between two options
Web analytics can be a powerful tool for understanding what actions you should take when marketing your product. By tracking the behaviours and preferences of potential customers, it becomes easier to know which strategies will work well with them or against their natural patterns in order to get more sales!
You can also include negative behaviours that make leads less likely to buy, like visiting your careers page. These actions serve as an indication of the negativity in a person’s life and could have been brought on from past experience which would explain their hesitation when shopping online for products or services such as yours!
The next time your team is trying to set up a new customer, rank the leads by how likely they are to buy. For example, signing up for our free trial was one of many factors that made this person more inclined towards purchasing from you – so if you have any other potential buyers in mind make sure it’s high on their list!
Getting a propensity score will help your sales reps know which leads they should focus on and save time with those that are less likely to buy.
6. Forgetting the lower-probability leads
Qualified but lower-probability leads are still valuable. Just make sure your sales team has a system for putting them on the back burner while they take their slower path toward an offer, and you’ll be just fine!
Behavioural data tracking on your website helps make sure that a user’s experience throughout the entire stages of their buyer journey is as stress-free and enjoyable as possible. By following people around from when they first visit, all the way through to closing a sale or cancelling the order for whatever reason, you can ensure consistency in content which will keep them engaged while also not repeating any information previously given out by other means such as emailing lists.
The ROI of leads is an important topic for any sales team. If you’re frustrated with the quality of your leads, there are multiple reasons why this could be happening and they all boil down to one simple solution – closing more deals! To start off, make sure that marketing is handing over high-quality leads as soon as possible after conversion (too much delay). Secondly, don’t forget about those lower-probability prospects who may not convert right away but will if given enough time or attention. Keep in mind their likelihood to purchase when deciding how often you want to contact them. And lastly, remember that gut feeling doesn’t always pay off; use data instead of by analyzing lead metrics such as visit duration and bounce.