Qualifying Leads Before Passing to Sales Could Double “Good” Leads

When unqualified leads are distributed to the sales team sales people lose the motivation to pursue every lead. They lament, “Marketing sends us junk leads.” A case study released by SmartLead reports that an international mobile computing company doubled the percentage of qualified leads sent to their sales teams and distributors. The company has 750 distributors and sales people. 

They established a lead management program that re-defined specific guidelines for what constitutes a “qualified” lead and included a lead nurturing component. Within a year, the percentage of qualified leads from all sources (tradeshows, webinars, telephone inquiries) increased from 12% to 25%. See the case study for details. 

Need to increase the number of qualified leads sent to your sales teams? Contact us at 1.800.735.3237