Consistently increasing the number of qualified leads increases revenueand ROI. Clickback has one way to save time and reduce unqualified prospects.

(Ontario, Canada) August 7, 2017 In this high-tech age, one might think there would be a solution to the age-old problem of consistently qualifying sales leads—but it seems this isnt the case. According to statistics cited by HubSpot, 56 percent of B2B sales organizations have no method of verifying leads before sending them up the line to a sales team.1 Sixty-one percent of B2B marketers send all leads directly to sales, but only 27 percent of them are actually qualified and sales-ready.2 The net result is sales reps wasting their very valuable time on worthless leads. Clickback, a software as a service (SaaS) company, explains how this situation could be minimized by using website visitor tracking software. 

Unqualified sales leads not only result in wasted time on the part of sales reps, but could also result in lost revenue, since sales reps may miss the opportunity to speak with actual prospects who are much more likely to purchase.  

“In marketing and sales, time is certainly money,” said Kyle Tkachuk, CEO of Clickback. “When salespeople don’t have to spend so much time prospecting and qualifying leads, they can spend time actually selling. It can mean the difference between a good sales month and a poor sales month. Having better qualified leads saves time and eliminates the possibility of wasted phone calls and prospects.” 

Qualifying a lead consists of knowing what prospects are seeking in terms of a companys product or service, and being able to identify them. On the web, this is accomplished by identifying web visitors when they come to a companys web site, and tracking them through page visits. Unfortunately, 98percent of web visitors do not identify themselves by filling out a web form; they end up simply looking over the web site and leaving—ending any lead qualification. 

 Tkachuk explained, If B2B marketers were able to identify and qualify some of the 98%, then outbound sales teams would save valuable time by not having to do all the extensive prep work that prospecting requires. They would already have a list of names and an immediate excuse to contact those names. Suddenly, the dreaded cold call becomes much more manageable when the salesperson has a reason for calling.”