Wake Up Call: B2B Sector Losing Revenue to Competition Due to Loss of Immediately Qualified Leads
Lead generation software expert Clickback points out that having abundant, high-quality leads is the only way to stay ahead of the competition. Processes and tools designed to both capture and engage with qualified leads are vital.
(Ontario, Canada) November 2, 2017—Today, many companies are losing leads without even knowing it. Competition within any industry is tough, and the only way to stay ahead is to generate more qualified leads than your competition.1 Leads are the lifeblood of any company, and they have real value. Clickback understands that if a qualified lead costs $300, then every time a lead is wasted so is that money.2
In addition to ensuring an adequate number of qualified leads are generated, those leads must also be contacted as soon as possible.1 According to a study by MIT, “The odds of calling to contact a lead decrease by over 10 times in the first hour. The odds of qualifying a lead in 5 minutes versus 30 minutes drop 21 times. And from 5 minutes to 10 minutes the dial to qualify odds decrease 4 times.” Bringing this into the real world, if your company responds to a lead in 5 minutes rather than 30 minutes, the likelihood of that lead entering your company’s sales process increases by a factor of 21. Think about the impact on your company’s revenue if you could increase your number of qualified leads 21 times.
“How valuable are leads to your company?” asks Kyle Tkachuk, CEO of Clickback. “It’s very simple: the more qualified leads you’re able to obtain and close, the higher your revenue is going to be. Successful sales cycles don’t take place without qualified leads, which must be rapidly integrated into your sales process.”
How can your lead efforts be maximized over those of your competition? It’s a combination of obtaining the most qualified leads possible, along with contacting them as rapidly as you can. A tool such as Clickback WEB, which identifies web visitors who would not otherwise be known (because they didn’t fill out a form), helps marketing and sales teams recover those leads they would otherwise never see—it’s like having caller display for your website.
Founded in 1996, Clickback Inc. is a software as a service (SaaS) company that helps thousands of marketing and sales professionals accelerate their lead growth using cloud-based B2B lead generation products. Clickback is one of the world’s first SaaS companies to offer an email lead generation product (Clickback MAIL) that provides a safe and proven method of securing profitable B2B leads to mid-market and enterprise companies. In late 2016, the company launched their second B2B lead generation product (Clickback WEB), which is software that can identify the companies who came to a website but didn’t make contact with the business (like having caller display for your website). Since launching, Clickback WEB has recovered 743,680 leads for its users. Clickback was ranked #106 on the 29th annual PROFIT 500 ranking of Canada’s Fastest-Growing Companies by Canadian Business (2017). For more information on Clickback or its software products visit http://www.clickback.com.
- “The Lead Response Management Study Overview.” The Lead Response Management Study.
- Borie, Stewart. “How Much Is A Qualified New Business Lead Worth To You And When Does That Qualified New Business Lead Have Monetary Value?” Inquiry International.