Top Three Mistakes That Reps Make On Lead Follow Up

We’ve all heard the scary lead follow-up stats floating around – 73% of web leads are never contacted (Source: HubSpot), 44% of salespeople give up after 1 contact attempt (Source: Scripted), and that as much as 50% of sales go to the vendor that responds first (Source:InsideSales.com). Companies work so hard to get leads in the system, but how do you make sure that your team is making the most of those leads?

“Companies work so hard to get leads in the system, but how do you make sure that your team is making the most of those leads?”[Tweet this]

Being fast is critical (as a number of studies have highlighted), but being fast and sloppy is no better than not making the call at all. Just because the customer raised their hand or showed some interest doesn’t mean you’re off the hook from doing your job. Understand that if a prospect filled out a lead on your site, they probably filled out another 10 forms as well.

So while it is important to get to that lead first, you also need to set yourself apart from first time you engage with that client.

Check out this quick (sub 2 min) video that I did for Zoom Info recently on the most common mistakes that reps make on lead follow up and how to overcome them.

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LB