Lead Prioritization Issues
Missed Opportunities
Problem Overview
- The existing system disproportionately focused on leads who scheduled meetings, overlooking a significant portion of potentially qualified leads.
- A considerable number of leads who did not book meetings, yet provided valuable contact information, were not engaged effectively, leading to potential lost deals.
Our Approach
Our intervention involved a detailed analysis of the client's lead management system to identify inefficiencies and areas for improvement.
The goal was to refine and optimize their sales development process, ensuring no valuable leads were overlooked.
The Solution
Infrastructure Enhancement:
- Chili Piper Integration: Implemented to improve lead tracking capabilities.
- New Field Additions: Introduced additional fields for capturing key lead information like meeting date, time zone, and sequence enrollment.
Workflow Automation:
- Chili Piper and HubSpot Integration: Automated the entire workflow, including the Miro board process.
Introduction of Lead Status Field:
- Automated Categorization: Leads dynamically categorized based on engagement status.
- Categories Defined: Leads marked as "Replied", "New", or "Working" based on their interaction levels.
Impact and Outcomes
83% Increase in Monthly Pipeline
62% Lead-to-Deal Conversion
32% Conversion for Non-booking Leads
- Follow-Up Rate Improvement: From 24% of leads never followed up with, to 0% unattended.
- Non-booking Leads: Conversion rates for leads not booking meetings rose from 4% to 32%.
- Rescheduling No-Shows: Success rate in rescheduling leads who missed the first call increased from 8% to 40%.
- Overall Lead-to-Deal Conversion: Achieved a 62% conversion rate for leads that booked meetings.
- Pipeline Growth: The SDR team saw an 83% increase in monthly pipeline generation.
- Improved Lead Tracking: The automation led to enhanced visibility into conversion rates between different outreach stages and a reduction in lead follow-up time.