Is your revenue team ready for what's next?
Last week, we explored one of our top use cases: following up on inbound leads. Our second installment in our exploration of top-performing use cases covers what happens with those leads after you follow up. Top Use Case #2 is all about improving the quality of the leads that get passed to Sales—essentially, moving inbounds further through the funnel before a rep touches them.
Poor lead quality is often a symptom of a high volume of raw inbound leads. Frontline Sales and Marketing teams burn countless hours sifting through an overwhelming number of leads, many of which do not align with the ideal customer profile or have a genuine interest in the product or service offered. Aside from wasting resources, low-quality leads result in lower conversion rates and reduced revenue generation.
This leads to:
We tracked the inbound follow-up of 100 real-world companies in four categories: Promptness, Persistence, Personalization and Performance. Get the Sales Effectiveness Report to see what we found and discover best practices.
Conversica’s Revenue Digital Assistants generate high-quality Conversation-Qualified Leads while streamlining the lead qualification process. RDAs take on the work of engaging every lead on the list, eliminating the junk and low-value leads. This is a huge step beyond traditional MQL scoring models—there’s no confusion when a lead says “yes, I’d like to have a call with a rep.” You’re only passing handraisers to Sales, not leads that you’ve guessed are ready.
Reps are freed from countless hours of call and email grinding, so they focus only on “Conversation qualified” leads the RDA has uncovered.
Conversation Qualified Leads (CQLs) represent a huge step-change in the approach to lead qualification. Unlike traditional inbound leads, which typically come from prospects showing initial interest through actions like content downloads or form submissions, CQLs engage in meaningful dialogue with Revenue Digital Assistants. This results in a more refined level of lead pre-qualification, confirming interest and validating fit before the handof to Sales.
The key advantage of CQLs over traditional inbound leads lies in the early qualification process facilitated by the RDA. Traditional leads require front-line teams to invest significant time in manual efforts to gauge their potential, whereas with CQLs, RDAs shoulder a significant portion of the qualifying effort. This streamlines the process and ensures Marketing teams are passing on leads of the highest quality, increasing conversion rates and boosting pipeline. No more missed or underworked MQLs, no more anemic SQL/SQO rates.
Depending on the source of your leads, how you want to structure the qualification conversation might be different. For that reason, we’ve got three different skills ideal for improving lead quality.
Conversational AI-powered lead qualification use cases efficiently pre-qualify your leads to validate fit and move the lead toward the next step in their journey.
Let us show you how our Powerfully Human®️ digital assistants can help your team unlock revenue. Get the conversation started today.