Reason for the problem
This is a very common problem and it happens because most of the leads that come into the sales teams' follow-up are usually people who were interested in some content or downloaded some type of information from the web, such as an ebook or a paper, from some marketing campaign.
After that, the marketing team refers them to the sales team for contact, and when they manage to contact them, the response is cold.
Do you know why? Because these leads are not prospects or contacts who want to country area code philippines have a commercial conversation, they simply showed interest in content, not in buying a product or service. And, since the sales follow-up format is prepared for when there is an interest in the product, it all ends when the sales executive notices that there is no interest in buying.
What can be done?
The first thing to understand is that sales teams should not receive leads that are not of commercial interest. What is commercial interest? It is the prospect's openness to having an open conversation about a latent or manifest need with the salesperson. From there, the challenge will be to establish a qualification system that allows you to know if the lead you are passing on to sales is, truly, a lead that is interested in buying.
The key to identifying and classifying leads is to have a scoring system. One of the most widely used systems is BANT, which analyses and defines the scoring criteria for leads based on 4 variables:
Budget : is the budget that my lead has.
Authority : is the authority that the lead has over the decision-making process.
Need : is the specific need that the prospect has in relation to the purchase.
Timing : establishes whether the need is expected to be resolved within a given period of time.
You can see other lead qualification methods in this article: What methods to use to qualify leads in consultative selling
From these four variables, it is possible to score or qualify leads in some way to understand which ones are ready to advance to the next level of the sales process.