Unqualified Leads are the Biggest Waste of Time in Sales—Website Tracking Needed
Consistently increasing the number of qualified leads increases revenue—and ROI. Clickback has one way to save time and reduce unqualified prospects.
(Ontario, Canada) August 7, 2017—In this high-tech age, one might think there would be a solution to the age-old problem of consistently qualifying sales leads—but it seems this isn’t the case. According to statistics cited by HubSpot, 56 percent of B2B sales organizations have no method of verifying leads before sending them up the line to a sales team.1 Sixty-one percent of B2B marketers send all leads directly to sales, but only 27 percent of them are actually qualified and sales-ready.2 The net result is sales reps wasting their very valuable time on worthless leads. Clickback, a software as a service (SaaS) company, explains how this situation could be minimized by using website visitor tracking software.
Unqualified sales leads not only result in wasted time on the part of sales reps, but could also result in lost revenue, since sales reps may miss the opportunity to speak with actual prospects who are much more likely to purchase.
“In marketing and sales, time is certainly money,” said Kyle Tkachuk, CEO of Clickback. “When salespeople don’t have to spend so much time prospecting and qualifying leads, they can spend time actually selling. It can mean the difference between a good sales month and a poor sales month. Having better qualified leads saves time and eliminates the possibility of wasted phone calls and prospects.”
Qualifying a lead consists of knowing what prospects are seeking in terms of a company’s product or service, and being able to identify them. On the web, this is accomplished by identifying web visitors when they come to a company’s web site, and tracking them through page visits. Unfortunately, 98 percent of web visitors do not identify themselves by filling out a web form; they end up simply looking over the web site and leaving—ending any lead qualification.
Tkachuk explained, “If B2B marketers were able to identify and qualify some of the 98%, then outbound sales teams would save valuable time by not having to do all the extensive prep work that prospecting requires. They would already have a list of names and an immediate excuse to contact those names. Suddenly, the dreaded cold call becomes much more manageable when the salesperson has a reason for calling.”
Clickback WEB offers a solution which is highly effective in capturing web visitors who would otherwise be lost simply because they didn’t fill out a web form. Companies can then qualify these leads and pass them on to sales with a much higher degree of confidence. Such a solution leads to higher close rates and higher revenue. For more information on Clickback WEB, visit https://www.clickback.com/website-lead-generation-software/.
Founded in 1996, Clickback 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 over 500,000 leads for its users. For more information on Clickback or its software products visit https://www.clickback.com.
- “How to Stop Wasting Time on Unqualified Sales Leads.” Strategic Sales and Marketing. N.p., n.d. Web. 15 July 2017.
- DMN3. “21 Surprising Lead Generation Stats.” DMN3. N.p., n.d. Web. 15 July 2017.