Are You Losing Qualified Leads?
April 21, 2016
It’s one thing when a company fails to attract qualified leads or has to work through a “slow spot” where there aren’t enough leads in the pipeline. But what about losing qualified leads with whom you’ve already built rapport? Does that ever happen?
Unfortunately, many companies lose out on legitimate opportunities due to preventable problems with their sales process. Some of those problems include:
- Unanswered emails: Messages from qualified leads frequently go unanswered. Maybe the leads emailed someone who was on vacation, or maybe they’re using a contact form that goes to an obsolete email address. Whatever the case, unanswered emails discourage leads from doing business with you.
- Failure to connect: The sales team plays phone tag with a lead for several weeks. In the meantime, the lead connects with a competitor whose sales reps are more available and disengages with your company.
- Poor database handling: An agent speaks to a qualified lead but forgets to update the lead’s profile in the CRM application. No sales rep is assigned and nobody follows up with the lead.
- Imprecise qualification levels: You have a viable inquiry, but when agents follow up they aren’t asking the right questions to determine whether an opportunity exists. As a result, a competitor makes the sale.
These issues plague many busy sales organizations, but they don’t have to. Contact us today to learn more about Intelemark can help you identify every qualified lead and avoid losing business to your competitors.