1.
Caution:Leads may be hot.Handle with care.<br />

2.
Could your salespeople be disqualifying too many good leads rather than qualifying them?<br />

3.
Does it seem like the more leads you provide, the faster leads get disqualified and bounced back in the holding queue?<br />

4.
Reasons could be:Lack of data - invalid or no phone numberBias - “can’t possibly be large enough deal”Attitudes - “the more I close out, the sooner I’ll find something that works”<br />

5.
This churning of sales leads results in significant cost of acquisition. And significant processing resources – both machine and human.<br />

6.
If your sales reps’ lead closeout rate is 50%, your net cost is twice the initial cost! <br />

7.
Marketers and sales leaders often respond by finding ways to deliver a greater number of qualified leads faster.<br />

8.
But if you’re using predictive analytics with your sales processes, more leads faster may not be better.<br />

9.
What<br />

10.
How can more, and faster, not be better?<br />

11.
Predictive analytics models score and deliver ideal sales prospects.<br />

12.
Predictive analytics models increase sales productivity and ROI. They help achieve specific outcomes: getting appointments or sales, moving newly-acquired customers into repeat customers,improving cross and upsell.<br />

13.
But caution: predictive models may produce leads with characteristics that are counter-intuitive!<br />Counter<br />Intuitiveness<br />Ahead<br />

14.
This is where you may be handed hot leads to handle with care. <br />

15.
By their nature, scored leads will be a lot fewer — typically 20-40% of available leads. <br />

16.
And high-scoring leads may have attributes that sales reps consider not desirable. <br />

17.
These leads may not have some fields that reps typically look for. Yet these leads have been predicted to produce a high level of performance. <br />

18.
This leads to a few lessons …<br />

19.
Lesson 1.Teach reps to look past some traditional criteria and look at the sales prospect holistically. <br />

20.
Lesson 2.For maximum sales performance, do not allow reps to pull leads from other sources unless all the scored leads have been acted upon. <br />

21.
This is because if reps continue their old practice of disqualifying scored leads, they may close out leads more likely to convert. Because high-quality scored leads are fewer in number, upon exhausting them, reps tend to scour other lead sources that perform significantly worse.* This socks a double whammy to your sales performance and productivity!* You would find this result with back-testing. <br />

22.
Lesson 3. Leads scoring highly for one outcome(like getting an appointment) are also more likely to produce a sale, at a higher average order amount, and with more add-ons. Train reps to nurture these leads to achieve such multiplicative sales value. <br />

23.
In summary, predictive analytics leads you on a fundamental shift from tactical to strategic thinking.<br />New<br />Paradigm<br />Ahead<br />

24.
Predictive analytics may deliver fewer but better sales leads – be careful to not burn through them.Instead, handle carefully and profit from their sales potential.<br />

25.
Brought to you by:Predictive analytics for salesLead gen, call timing, cross and upsell, customer nurturing and much more.www.valgen.comwww.valgen.com/blog<br />