Posts

Low Quality Leads Huge Potential Nightmare of Software Marketers

Low Quality Leads: Huge Potential Nightmare of Software Marketers

Low Quality Leads Huge Potential Nightmare of Software Marketers

The debate about quality and quantity is perhaps as old as the act of debating itself.

“This holds true especially in the realm of B2B marketing, where it may even be argued that having no leads at all saves companies a far greater deal of money, time, and other intangibles than having low quality leads. Here’s why.

 

#1: Low Quality Sales Leads Cost Time

clock

Let’s start with the most valuable element of all – time. You can replenish money. You can recuperate from a futile effort and come back more enthusiastic. You can even win back lost prospects. But once time is lost, it is lost forever. That’s what you lose with low quality leads. Imagine how many cold calls, follow-ups, lead qualification questions, and verifications your team has made hoping to find a gem in the rough, only to discover it isn’t even a gem in the first place?

Instead of pursuing this kind of leads, purge them from the database the moment you identify them as such and focus on those that will most likely to convert. In the software marketing industry, where companies are in a perpetual battle to be first to develop something, time is of utmost essence.

Related: Get Rid of Dead Leads on your Database in Singapore [Slideshow]

#2: Low Quality Leads are a Waste of Money

Whether you’re a startup or a well-established company, being financially sound is almost always a top priority. Still, you know better than to compromise growth by reining in the spending on lead generation, which is, unfortunately one of the most expensive parts of your sales process. If you aren’t receiving high quality leads while simultaneously absorbing all of these fixed costs, your lead generation is bleeding money. Between in-depth analytics, marketing automation software, lead databases and the cost of hiring sales personnel, your lead generation is a money hole that needs to plugged shut. How? Make sure you only have high quality leads.

If your cost of generating sales leads isn’t paying off, consider outsourcing.

Related: How to Get Targeted Business List in Singapore with the Help of Outsourced Lead Gen Company?

#3: Low Quality Leads = Spending for Cleanup

cleaning

When one of your salespeople gets off the phone with a dead-end sales lead, his or her work on that lead isn’t done – the salesperson (or another team member)  still has to go into your lead database and clean out the contact’s information. Now, imagine that small expense of time and opportunity cost multiplied by hundreds or thousands of unqualified sales leads.

You can’t afford that scale of cleanup for the duration of the campaign. Or in a year. Or a decade.  What you need is a lead database that’s clean and qualified at all times so your sales team is able to focus more on closing significant sales. Of course, a clean and qualified database starts with a one qualified lead at a time.

#4: Low Quality Leads May Taint the Company’s Image

bad image

When your marketer botches a sale, by say, talking to a low quality lead, it does not just reflect on him. It puts the image of the company under a magnifying lens. Sometimes, even things such as the caller’s demeanor or wrong timing will make the prospect feel harassed. As a result, the prospects’ negative association with your brand is likely to hurt your overall reputation as a company once word spreads about your ill-timed sales calls.

Related: The Many Pleasant Responses in Calling Irate Prospects in Singapore

Besides, when your salespeople are bombarded with low-quality leads that aren’t a good fit for your product or service, they’re going to miss the chance to talk with prospects who are legitimately good sales opportunities.

Related: 3 Sales Tips to Get your Reps Reach for the Numbers

#5: Low Quality Leads Deplete Confidence

anger

 

Just as the best conductors live for that huge applause, a savvy salesperson lives for the close – not the initial cold call. If your team provides your sales reps low quality leads, you’re depriving the people on the frontline the chance to close a sale. Do this often and it will give them low morale. And companies know better than to underestimate the value of their employees’ confidence and morale.

They say having no leads is better than having low quality leads. It may be right, if having no leads means not having to deal with the five nightmares above. So next time you’re reviewing your lead generation efforts, remember to look first at quality before quantity.

 

 

 

Do you have other ideas how low quality leads can be counterproductive? Feel free to comment below.

 

 

Generate more targeted  software leads in Singapore today!

Dial +65 6248.5023 or +65 3159.1112

 

Check out our latest successful campaigns:

Software Retailer Revamps Marketing Strategy, Improves Conversion

Giant Software Solutions Provider Improves Lead Capture and Conversion with Callbox

Software Company Favors Callbox Sales Leads Over Own Contact List

 

 

So, you Think you can Generate Software Leads? Think Again

So you Think you can Generate Software Leads Think Again

Indeed, software companies are at their prime today. Industry demands are calling for fresher and more efficient software solutions. In fact, MarketLine says that the software market would grow 6% annually as B2B players are producing software products and services to meet market needs.

But despite this, many companies still run into difficulties with lead generation for software.

  • Too many competition
  • Not enough projects lined up
  • Longer buying cycle
  • Bigger projects (which takes time to finish)
  • Hiring good developers (paying them and making sure they would stay)

These are just some of the challenges every software companies are facing today. Because of these challenges, many software companies are asking, “Can we still generate software leads?” Sure you can! Although, I can’t say it would be easy.

Many software companies strive to produce high quality solutions to offer to maximize sales performance and, eventually have higher ROI. B2B marketing is without a doubt a highly specialized field that requires a good hand at knowing the dynamics of the software industry. Oftentimes, business owners think lead generation is the solution to keep the company going.

If you don’t have an idea about lead generation, here’s what you need to have to know if everything would work out well and you can generate qualified software leads for your business,slowly but surely.

Marketing metrics.

Tracking down your stats lets you know which of your B2B marketing efforts are working and which one is not. By utilize efficient marketing metrics tools that centers around tracking qualified B2B partners and calculating revenue generation based on procured campaign data will help you measure the quality of your leads.

Related: B2B Prospecting at its Best: How to Find the Best Leads for your Pipeline

Lead management system.

Producing high-quality B2B software leads is possible with an efficient lead management system in place. From customer profiling to appointment setting, knowing when to call and  how to follow up for better prospect engagements means better sales.

Demand generation.

What a good way to provide your business high amount of exposure it needs to saturate the market. Demand generation programs can help create buzz and promote your product or services, reach new market and re-engage with old and existing customers.

Related: How to Make Current Customers in Singapore Renew Their Contract with Your Company

Audience research.

Multi-channel business initiatives are good starting points to drive brand awareness, but you would have to know your audience well enough to make the most out of such efforts.

For every effort to acquire high profile software leads, a good deal of determining the right kind of people to feed your sales pipeline is required. Audience research helps you in audience targeting, consequently allowing you to focus your lead generation resources on the best possible software leads.

Lead generation would surely open up better opportunities for expansion for software companies. However, it takes time and money – not when you choose to hire a  B2B lead generation firm that has all the resources needed to locate, engage and generate software leads for your business. 

 

 

Improve sales performance by having qualified advertising leads!

Read more tips on Lead Generation Tips

Learn more about our Software Lead Generation Services  Dial +65 3159.1112

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

New and Improved Ultimate Lead Generation Kit to Jumpstart your Business! for FREE

B2B Lead Generation Channels and Tactics (and What Not To Do with Them)
How to Score Your Leads for Better Conversion (Featured Image)
How-to-Leverage-Multiple-Channels-for-your-B2B-Events-in-Singapore
Low Quality Leads Huge Potential Nightmare of Software Marketers

Low Quality Leads: Huge Potential Nightmare of Software Marketers

Low Quality Leads Huge Potential Nightmare of Software Marketers

The debate about quality and quantity is perhaps as old as the act of debating itself.

“This holds true especially in the realm of B2B marketing, where it may even be argued that having no leads at all saves companies a far greater deal of money, time, and other intangibles than having low quality leads. Here’s why.

 

#1: Low Quality Sales Leads Cost Time

clock

Let’s start with the most valuable element of all – time. You can replenish money. You can recuperate from a futile effort and come back more enthusiastic. You can even win back lost prospects. But once time is lost, it is lost forever. That’s what you lose with low quality leads. Imagine how many cold calls, follow-ups, lead qualification questions, and verifications your team has made hoping to find a gem in the rough, only to discover it isn’t even a gem in the first place?

Instead of pursuing this kind of leads, purge them from the database the moment you identify them as such and focus on those that will most likely to convert. In the software marketing industry, where companies are in a perpetual battle to be first to develop something, time is of utmost essence.

Related: Get Rid of Dead Leads on your Database in Singapore [Slideshow]

#2: Low Quality Leads are a Waste of Money

Whether you’re a startup or a well-established company, being financially sound is almost always a top priority. Still, you know better than to compromise growth by reining in the spending on lead generation, which is, unfortunately one of the most expensive parts of your sales process. If you aren’t receiving high quality leads while simultaneously absorbing all of these fixed costs, your lead generation is bleeding money. Between in-depth analytics, marketing automation software, lead databases and the cost of hiring sales personnel, your lead generation is a money hole that needs to plugged shut. How? Make sure you only have high quality leads.

If your cost of generating sales leads isn’t paying off, consider outsourcing.

Related: How to Get Targeted Business List in Singapore with the Help of Outsourced Lead Gen Company?

#3: Low Quality Leads = Spending for Cleanup

cleaning

When one of your salespeople gets off the phone with a dead-end sales lead, his or her work on that lead isn’t done – the salesperson (or another team member)  still has to go into your lead database and clean out the contact’s information. Now, imagine that small expense of time and opportunity cost multiplied by hundreds or thousands of unqualified sales leads.

You can’t afford that scale of cleanup for the duration of the campaign. Or in a year. Or a decade.  What you need is a lead database that’s clean and qualified at all times so your sales team is able to focus more on closing significant sales. Of course, a clean and qualified database starts with a one qualified lead at a time.

#4: Low Quality Leads May Taint the Company’s Image

bad image

When your marketer botches a sale, by say, talking to a low quality lead, it does not just reflect on him. It puts the image of the company under a magnifying lens. Sometimes, even things such as the caller’s demeanor or wrong timing will make the prospect feel harassed. As a result, the prospects’ negative association with your brand is likely to hurt your overall reputation as a company once word spreads about your ill-timed sales calls.

Related: The Many Pleasant Responses in Calling Irate Prospects in Singapore

Besides, when your salespeople are bombarded with low-quality leads that aren’t a good fit for your product or service, they’re going to miss the chance to talk with prospects who are legitimately good sales opportunities.

Related: 3 Sales Tips to Get your Reps Reach for the Numbers

#5: Low Quality Leads Deplete Confidence

anger

 

Just as the best conductors live for that huge applause, a savvy salesperson lives for the close – not the initial cold call. If your team provides your sales reps low quality leads, you’re depriving the people on the frontline the chance to close a sale. Do this often and it will give them low morale. And companies know better than to underestimate the value of their employees’ confidence and morale.

They say having no leads is better than having low quality leads. It may be right, if having no leads means not having to deal with the five nightmares above. So next time you’re reviewing your lead generation efforts, remember to look first at quality before quantity.

 

 

 

Do you have other ideas how low quality leads can be counterproductive? Feel free to comment below.

 

 

Generate more targeted  software leads in Singapore today!

Dial +65 6248.5023 or +65 3159.1112

 

Check out our latest successful campaigns:

Software Retailer Revamps Marketing Strategy, Improves Conversion

Giant Software Solutions Provider Improves Lead Capture and Conversion with Callbox

Software Company Favors Callbox Sales Leads Over Own Contact List

 

 

So, you Think you can Generate Software Leads? Think Again

So you Think you can Generate Software Leads Think Again

Indeed, software companies are at their prime today. Industry demands are calling for fresher and more efficient software solutions. In fact, MarketLine says that the software market would grow 6% annually as B2B players are producing software products and services to meet market needs.

But despite this, many companies still run into difficulties with lead generation for software.

  • Too many competition
  • Not enough projects lined up
  • Longer buying cycle
  • Bigger projects (which takes time to finish)
  • Hiring good developers (paying them and making sure they would stay)

These are just some of the challenges every software companies are facing today. Because of these challenges, many software companies are asking, “Can we still generate software leads?” Sure you can! Although, I can’t say it would be easy.

Many software companies strive to produce high quality solutions to offer to maximize sales performance and, eventually have higher ROI. B2B marketing is without a doubt a highly specialized field that requires a good hand at knowing the dynamics of the software industry. Oftentimes, business owners think lead generation is the solution to keep the company going.

If you don’t have an idea about lead generation, here’s what you need to have to know if everything would work out well and you can generate qualified software leads for your business,slowly but surely.

Marketing metrics.

Tracking down your stats lets you know which of your B2B marketing efforts are working and which one is not. By utilize efficient marketing metrics tools that centers around tracking qualified B2B partners and calculating revenue generation based on procured campaign data will help you measure the quality of your leads.

Related: B2B Prospecting at its Best: How to Find the Best Leads for your Pipeline

Lead management system.

Producing high-quality B2B software leads is possible with an efficient lead management system in place. From customer profiling to appointment setting, knowing when to call and  how to follow up for better prospect engagements means better sales.

Demand generation.

What a good way to provide your business high amount of exposure it needs to saturate the market. Demand generation programs can help create buzz and promote your product or services, reach new market and re-engage with old and existing customers.

Related: How to Make Current Customers in Singapore Renew Their Contract with Your Company

Audience research.

Multi-channel business initiatives are good starting points to drive brand awareness, but you would have to know your audience well enough to make the most out of such efforts.

For every effort to acquire high profile software leads, a good deal of determining the right kind of people to feed your sales pipeline is required. Audience research helps you in audience targeting, consequently allowing you to focus your lead generation resources on the best possible software leads.

Lead generation would surely open up better opportunities for expansion for software companies. However, it takes time and money – not when you choose to hire a  B2B lead generation firm that has all the resources needed to locate, engage and generate software leads for your business. 

 

 

Improve sales performance by having qualified advertising leads!

Read more tips on Lead Generation Tips

Learn more about our Software Lead Generation Services  Dial +65 3159.1112

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

New and Improved Ultimate Lead Generation Kit to Jumpstart your Business! for FREE

B2B Lead Generation Channels and Tactics (and What Not To Do with Them)
How to Score Your Leads for Better Conversion (Featured Image)
How-to-Leverage-Multiple-Channels-for-your-B2B-Events-in-Singapore