TL;DR

Lead delivery that focuses on speed often comes at the cost of quality and wastes overall sales efforts. Poor alignment of sales processes translates to loss of leads, which means more focus is needed to nurture qualified leads. To boost conversions, prioritise outcome-based prospecting by focusing on leads that are verified, ready to engage-make outreach personalised for better results. Redrob's AI powered platform is designed to simplify lead gen, so consultants can focus on closing deals, not waste time in grunt work. Transform your sales prospecting pipeline, book a demo today.

When it comes to chasing growth, a lot of consultants and agencies focus on delivering leads faster. However, speed is not equal to efficiency, and in most cases, speed often compromises on efficiency and true alignment that could make the sales process doubly effective! 

Speed Is An Illusion

For a lot of b2b marketers, especially those operating in the SME category, there is immense pressure to close high lead volumes, which usually come at the cost of sacrificing quality. This shift of quantity over quality can lead to a flood of unqualified leads that mount undue pressure on sales teams, often resulting in poor conversion rates. 

The Pitfall of Misaligned Incentives

Lets face facts, there is rarely streamlined crosstalk between sales teams and account executives. This disconnect is one of the main reasons why lead gen conversion rates fall flat. Poor or ineffective handover processes can cause up to 40% lead leakage, simply because a potential prospect was not engaged adequately–poorly timed follow-up or insufficient information transfer. 

Rethinking Lead Speeds

If your sales strategy only focuses on speeding up lead generation, you’re going to face roadblocks soon. Instead, focus on improving the quality and readiness of your lead gen pipeline. According to industry benchmarks, the average conversion rate from Marketing Qualified Leads (MQLs) to Sales Qualified Leads (SQLs) is approximately 13%. This low conversion statistic highlights the importance of developing better systems to qualify leads and nurture sales strategies. 

Outcome-Based Prospecting Is In

As a business operating in today’s dynamic market, quit focusing only on chasing high lead volumes. Teams that are staying updated with current trends are already making the shift to outcome based lead gen and prospecting strategies. This method shifts the focus on leads that are high in volume while being verified from multiple sources and are ready to engage.

To increase chances of conversion and prioritise outreach, these teams make use of insights from data and automate repetitive tasks. Personalisation is not just an additional step, but a vital one, because it adds value to the interaction while timely follow-ups make sure the conversation is steadily moving forward. Strategic tweaks like these will go a long way to reduce the frustration of wasted effort and speed up the journey across the sales pipeline, right from the initial contact to the closed deal.  

The Redrob Advantage

A one-stop, AI-powered prospecting tool platform, Redrob is designed to streamline in the best way to generate b2b leads. Effortlessly automate repetitive tasks, get easy access to 700M+ profiles globally with enriched lead data and draft personalised email campaigns within minutes–with Redrob, consultants gain the ease to focus on what really matters. High-value activities that drive conversions and scale the business! 

Don’t let faster lead delivery steer you away from high quality leads and effective sales processes. First address inefficiencies in your sales process, consider how you can modernise the system with AI-powered tools. It’s time you transform lead gen strategies and set your business up for impactful client engagement and better sales conversions! To see how, book a Redrob demo today! 

Resources:

https://www.marketingweek.com/volume-b2b-leads-pressure/ 

https://revnew.com/blog/sdr-to-ae-handoff-process

https://firstpagesage.com/seo-blog/mql-to-sql-conversion-rate-by-industry