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Outbound sales strategies, processes & training for B2B SaaS & service orgs that need revenue-generating pipeline | Keynote Speaker | Top Sales Voice ✨#EarnTheRight to your buyer's attention & business ✨
Only 27% of inbound leads get a response. It costs you $481,800 if your org generates only 100 leads/month with a 10k ACV. Don’t believe me? I did the math for you: 💸 Marketing budget - - Generating these leads costs between $40 - $200 each. - Ignoring 73% of them means wasting $2,920 to $14,600 every month. - That’s $35,040 to $175,200 wasted each year. - It upsets your marketing team when their work is completely ignored. It’s not just about wasted money. There’s lost revenue too. 💰Revenue impact - - Typically, 3.5% of inbound leads convert to sales. - With proper follow-up, 100 leads could result in 3.5 sales on average. - Ignoring 73% of leads drops potential conversions to about 0.945 leads. - This means losing 2.555 potential sales every month. - At $10,000 per sale, that’s $25,550 lost each month, or $306,600 annually. Following up with every lead is crucial. Stop sabotaging your profit margins. Start automating this process. 👉Here are 2 scheduling workflows I've seen top-performing sales teams use to maximize revenue: 1. Add instant scheduling to your ‘Contact Sales’ forms Set up rules that automatically qualify website leads based on specific criteria, then match and instantly book them with the right sales rep. This ensures that every lead gets scheduled without manual work. Most sales leaders I talk to say they can’t automate their inbound because they need to qualify every lead first. I get it. We aren’t here to meet with non-MQL or SQL leads. Calendly knows that too which is why they built this feature. Stop letting competitors steal your revenue because they move faster. 2. Round Robin Scheduling Distribute your team’s prospect/demo meetings evenly to improve #SpeedToLead. Calendly optimizes for availability and equal distribution to prevent any one team member from being overwhelmed. Top-performing sales teams ensure that every inbound lead gets a response in 24 hours max. The most successful are doing it in 5 minutes or less. I've seen data that says between 50-65% of sales go to the company that answers first. Be that company. How do you make it easy for prospects to meet with you or your team? #CalendlyCollab
FEAT #DeathToFluff c/o ☠️ Belal Batrawy
Better yet, remove the human. We processed over 40,000 inbound leads every single month at one of my previous companies. We faced the same issues. Leads would go uncalled or not called quickly. Here's how we solved it: Dialer. Leads go into a queue and the dialer starts dialing during business hours that our salespeople ("agents") are available. This ensured that all leads got called and all leads got called super fast. When you can, it's best to remove the human who is prone to errors, forgetting or flat out negligence.
There's even more wasted investment when you calculate the halfhearted effort of the follow-up provided by many salespeople. I can't tell you how many times I've heard the following from a salesperson when asked about the status of a lead that was passed to them. - "I left a voice mail and sent an email to them, but I haven't heard back. So I guess they really weren't interested". Proper follow-up requires more than two attempts - even with the most interested and qualified prospects.
I don't understand why wouldn't you respond as quickly as you can to someone who is raising their hand & shouting I want to talk to you? Hit these people back ASAP & qualify/disqualify them fast!
I'd even go onto say that CAC has gone way up. For some companies, CAC is $1,000+. So they're generating less leads b/c they can't keep up with the price to acquire a customer. And then they don't do a great job of handling inbound leads in the first place, so then it gets REALLY expensive to mishandle a lead.
that's so wild to me
Sounds crazy, but I have definitely reached out on a “contact me “form… And then had no one follow up. I am always amazed.
This is a big reason why I advocated for separating the inbound and outbound SDR teams at GoodData. When they managed both, SDRs got paid more for outbound meetings, even though inbound meetings had a MUCH higher close rate. When we segmented the teams and redesigned the entire inbound system, we saw a HUGE increase in revenue. Legit gamechanger for the org. And ultimately the reason I transitioned from sales to marketing!
Wow -- even if they are non-fit, there should be at least an auto-responder or a way to let the prospect know that they aren't likely a fit. Bad experience -> bad reputation -> the curse of Imhotep.
Outbound sales strategies, processes & training for B2B SaaS & service orgs that need revenue-generating pipeline | Keynote Speaker | Top Sales Voice ✨#EarnTheRight to your buyer's attention & business ✨
3w📌 How do you make it easy for prospects to meet with you or your team?