3 thoughts on “5 Reasons Your Sales Reps Aren’t Getting Enough Qualified Leads

  1. Jim Hollis

    Howard, Great article. I find it’s always a battle on generating new “contacts” and turning those “contacts” into real leads and ultimately SQLs. For your point about giving up too soon, what about contacts that are unengaged? I assume you don’t include those that have not been opening your emails for x amount of time. If they aren’t engaged at all, they should probably be removed from your database at some point. Thoughts?

  2. Howard Sewell Post author

    Thanks Jim. Yes, good point. There are valid reasons (email reputation being one) not to continue to send indefinitely to leads who show zero engagement over an extended period of time. However, even then, I’d recommend some kind of re-engagement program (often called a “Wake the Dead” campaign) before removing them completely.

  3. Brooke Harper

    Good insights here, Howard. I agree, when it comes to getting qualified leads, you don’t need to create new ones – check on your list, utilize what you already have. If your list has successfully converted leads in the past, there’s a high chance that you will find value on the leads that needs to be nurtured yet. You just need to be more patient.


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