Lack of follow-up by sales reps is the number one failure for lead generation campaigns. If salespeople can’t do it, get a marketing automation program.
Unless the potential customer is willing to over-look the lack of follow-up and buy without hearing from a salesperson (usually B2C sales leads) your company has a huge sales lead leakage issue and you're failing.
Industry stats, articles, research and pundits report a 75-90% failure in sales lead follow-up by most companies. This isn't a minor leakage issue it is a massive problem because it says that the marketing failure is in direct portion to the lack of sales lead follow-up.
The stats people keep quoting are 45% of the salespeople give up after the first phone call. Here are a few things I teach sales reps:
-Nearly half of all sales leads turn into a sale for someone.
-75-90% of all inquiries and leads are not followed-up by anyone in sales.
-Faster follow-up wins out over slower follow-up
-The most enduring fact of sales lead closure: Persistence always wins over those who give up after the first call.
Salesperson follow-up is preferable to just having a marketing automation push (yes, I understand the concept of sales ready leads and I prefer it). But considering most salespeople never follow-up inquiries and leads, marketing automation with its defined rules and persistence pushes win rates up for every company that uses it.
Absolutely agree. In these challenging times the easiest way to grow the pipeline is to simply followup on what's already coming in. So what if it takes 5 or 6 calls to make contact. That's 5 minutes. Isn't the next deal worth 5 extra minutes?
Posted by: Andy Brownell | 07/05/2021 at 01:25 PM
Hey the post is really very interesting, thanks for sharing about sales leads and ways to generate them....
B2B Sales Leads
Posted by: Smith J | 08/22/2011 at 03:11 AM