Outbound Lead Qualification Services
Fill The Lead Qualification Gap With 3Tec Solutions Lead Qualification & Nurturing
You've got plenty of inbound sales leads coming in through various marketing channels
but many of these leads are never qualified. Sound familiar? Are you giving up on
good sales leads that don't respond to your initial email or first follow up call?
Your lead nurturing process may have an easy to fix design flaw. If you don't have
phone qualification in your lead nurturing workflow then you have a "qualification
gap" and many of your sales leads are going to end up with an "inknown" lead score.
By adding 3Tec Solutions phone qualification services to your lead nurturing process
your piles of "unknown" leads that in the qualification gap will shrink and you
can convert more leads into actionable opportunities.
Which of these scenarios best describes your lead nurturing challenge?
- Challenge: After databasing your inbound sales leads they are sent directly to your
sales reps without any advanced qualification. Your sales team is frustrated by
the high number of unqualified leads. Some of your reps have stopped following up
on these leads because they are deemed "a waste of time".
- Challenge: You are manually emailing or using an automated emailing program such
as "HubSpot" to qualify each lead by sending qualification questions and passing
responses back to your sales reps for direct follow up. Only a small percentage
of your sales leads are responding to your emails, and therefore you have a significant
amount of leads not being qualified.
- Challenge: Your sales team is busy selling and servicing existing leads and customers.
They don't have the capacity to properly follow up with all of your sales leads,
and as a result, good leads are falling through the cracks. Many B2B companies get
promising sales leads from trade shows, conferences, and webinars, only to discover
that they don't have enough time to follow up with the leads beyond a simple call
How Our Process Works: Bridging the "Qualification Gap":
All of the above challenges are caused by the existence of a qualification gap.
For example if you are only using automated lead nurturing software and/or web forms
to help you qualify leads, this is a good start, but it's not good enough because
not all of your leads are being qualified. Automated lead qualification solutions
typically deliver prospects that are actively shopping out a solution and have short-range
urgency. But this is only a relatively small percentage of total leads. What about
the other leads that have not responded to your email nurturing process? How do
you qualify all of your leads and not just a small percentage of your total lead
- Step One: Identifying Leads In The "Gap": The portion of your leads that never
get qualified is the "qualification gap," and this gap is created when qualified
prospects do not respond to automated lead nurturing. The qualification gap resides
between the group of qualified leads that have responded via email to your qualification
questions and those who have not. For every one qualified lead you receive via this
automated process there are 6 to 7 other leads whose status remains unknown. Typically
1/3 of these leads within this "unknown group are also qualified, but the challenge
is to identify them while also keeping other "unqualified" leads out of your sales
funnel. This "gap" between qualified and un-qualified leads includes prospects who
need to be called directly as these leads do not respond to email or forms-based
qualification. Their lack of response to your lead nurturing process is not an indication
of lack of interest.
- Step Two: Customized Qualification: Why do most of your sales leads fall into "unknown"
status? Many of your leads need your solution, but know little about your company.
They require relationship building and live one-on-one sales interaction before
agreeing to review your product or service offering. Without a phone call to nurture
and qualify these leads, very few will ever develop into good sales opportunities
by relying on automated processes alone. There is nothing like a phone conversation
to engage the prospect. Many prospects respond more favorably to live communication
with a real person and trained sales reps can often detect subtle nuances from
the customer conversation and uncover additional pain points that might go unmentioned
in an email.
- Step Three: We'll Do The Training: Another challenge that most B2B sales organizations
face with lead qualification is that even if they have decided to attempt some level
of live lead qualification, they tend to assign the task to someone who is inexperienced
or poorly trained. For example, many organizations route their inbound sales inquiry
phone calls to an administrative assistant. If your first point of contact with
new sales leads is someone who doesn't have a sales background to properly assess
sales leads, ask questions, build relationships and make the right decisions, you're
going to miss out on a lot of good sales opportunities and you'll end up passing
along too many unqualified leads to your sales team.
- Step Four: Timely Lead Follow Up: While you are sending your automated emails to
advance leads into your sales funnel, your prospects may already be engaging with
your competition. Why? Because if prospects are eager enough to fill out an online
form, that means they probably want to speak to someone right away. Also, you're
probably not the only vendor that they have contacted; a high percentage of inbound
leads are being pitched by multiple vendors at the same time. So if your competition
is already talking with your prospect, you may need more than just a qualification
email to capture the prospect's attention by getting on the phone. Leads that do
not respond to your initial automated lead nurturing process need to be called quickly,
and you need to have a customized lead qualification process in place to avoid losing
good sales prospects to your competitors.
Our Solution: Live Sales Lead Qualification
In response to these concerns and to help our clients bridge the "qualification
gap," Strategic Sales and Marketing (3Tec Solutions) is offering a specialized
service: live inbound and/or outbound lead qualification.
3Tec Solutions offers a sales lead qualification team that serves as an extension
of your sales and marketing department. We provide a team of trained sales reps
to serve as your company's touch point for existing sales leads that fall into the
qualification gap. This means that your in-house sales people only have to work
with sales leads that have been adequately vetted and qualified up-front.
Add Live Inbound and/or Outbound Qualification to your lead nurturing process
We serve as your company's team to handle inbound and outbound sales inquiries. We
provide an added level of support for your lead qualification efforts by:
- Talking live to decision makers using key qualifying questions to get more information
about your prospects.
- Building relationships with prospects to determine which sales leads are truly good
quality leads and are ready to be passed along to your sales people.
- Acting as a pre-screening filter to keep the wrong sales leads off of your to-do
list saving time and improving the efficiency of your sales people.