Does the idea of being smothered under an ever-growing pile of “zombie leads” keep you tossing and turning at night? Has your lunch-time conversation with your sales colleagues turned into a competition about who can tell the most hair-raising “zombie leads” apocalypse story?
Rest assured knowing that you are not crazy. Your fears are not out of place. “Zombie leads” are coming for you sales folks, and exceedingly more often than you think. But there’s a light at the end of the tunnel! Read on to find out how to use lead scoring to salvage yourself from the “zombie leads” take-over.
How Rampant Are “Zombie Leads”?
According to Gleanster Research, only 25% of leads are legitimate1 and should be passed onto sales; this means that a whopping three-fourths of marketing leads are irrelevant. Similarly, MarketingSherpa reports that 79% of marketing leads never convert into sales2. If you take the average of these two statistics, you walk away knowing that 77% of the leads you are passed along are not worth even a crumb of your sales efforts.
So why are so many “zombie leads” after you? It seems like a bulk of the issue stems from no effective filtering process being put in place. MarketingSherpa reports that just 56% of B2B organizations verify valid business leads before they are passed to sales3, this means that 44% of B2B organizations blindly pass leads onto their sales departments.
How can you work together with marketing to ensure that the leads that you receive are more worth your while? Use lead scores that are fully customizable to your company’s needs.
You’ve Already Heard About Lead Scores, Now Start Using Them!
Utilize robust lead scoring technologies to show marketing the exact lead profile you need in order to close more deals. It’s a win-win situation, marketing spends more of the budget on activities that lead to higher ROI and sales brings in more revenue for the company.
Colabo is the powerful tool that you can trust to defeat your “zombie leads”. Colabo is a fully customizable software that scores and organizes your leads easily! You can choose to include ANY web-browsable sources, including LinkedIn and Salesforce, to your personal Colabo board. Furthermore, your team has complete control over how each source weighs in on the lead score calculation, to ensure that the score that is generated is accurate for your company’s unique case. Lastly, Colabo analyzes your leads’ online behaviors to alert you at the optimal time to make the next “touch point” with them, to ensure more sales!
Watch how Bella has defeated her “zombie leads” by using Colabo here:
Don’t worry, although 79% of B2B marketers have yet to establish lead scoring4, marketers and company executives alike recognize the importance of it5.
Help your marketing department help you to avoid a “Death of a Salesman”…or all salesmen…and follow Seth Godin’s wise words:
“Selling to people who actually want to hear from you is more effective than interrupting strangers who don’t.” (Featured as one of the 20 Motivational Sales Quotes to Amp You Up! on @Salesforce blog).
Does lead qualification also top your difficulties as a salesperson? How have you tried to sift through the “zombie leads” that you receive? We would love to hear your thoughts and ideas. Contribute to the Colabo community’s conversation by commenting below!
Begin your free Colabo trial, now! If you would like to get in contact with our sales team, you can reach us at sales@colabo.com
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5. Hubspot 2013 State of Inbound Marketing Report
