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How Lead Scoring Helps Prioritize Sales Outreach and Improve Conversion Rates
For a business-to-business sales environment that is full of challenges, the most costly resource is the time that your sales team has at its disposal. Various studies suggest that an average salesperson dedicates just around 30% of his/her week towards selling activities. The remaining time goes to the mundane activities and, more importantly, pursuing the leads that will never become a customer.
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Qualified vs. Unqualified Leads: Understanding the Difference
In the competitive nature of business-to-business sales, especially in specialized and technical industries, your most important resource is not only your product – it’s your time. As per the Salesforce State of Sales Report, salespeople dedicate 28% of their working week to sales activities. The remaining time is usually spent on admin work and, even more importantly, chasing dead-end leads.