Do you really need more leads?
Sure, cold calling techniques put lots of leads in the pipe. Enough for management to see that reps made the requisite number of phone calls, email pitches, and social media connections. But are those really leads, or just smoke-and-mirror numbers?
Reps have their cold call list, and they go at it—with automatic dialers, AI virtual assistants, and other automation technology. In doing so, they consistently waste their time, because the cold calling success rate is dismal. It can take a dozen touches to reach a prospect this way, and are they even prospects? Are they qualified? More often than not, they’re just names of people who don’t want to be on a cold call list.
Management doesn’t need more leads in the pipe; they need more qualified leads. Qualified means the prospect is vetted, has budget and a timeline, and needs our solution, and the decision-makers are