Are All Leads Equal? No.

If you’re a seller-doer, you know that generating business development leads is essential to growing your book of business and the firm. However, not all sales leads are created equal, and it’s important to understand the difference between good and bad leads. Let’s explore why all leads are not equal, and how you can use software like PipelinePlus to help you identify and prioritize the best leads for your business development.

Defining Leads

First, let’s define what we mean by “sales leads.” A lead is a person or organization that has shown interest in your service and has provided contact information for follow-up. This could be through a website form, phone call, or in-person interaction. Leads are the starting point for building a potential client relationship.

Determining a Lead’s Value

So, why are all sales leads not equal? One reason is that some leads are simply not a good fit for your business. For example, if you have a high billable rate, a lead who is looking for low-cost options is unlikely to convert into a client. Similarly, if your service is only relevant to a specific industry or geographic region, leads outside of that target market may not be worth pursuing.

Another reason is that some leads may be more likely to convert into a client than others. For example, a lead who has expressed a strong need for your service, has a budget in place, and is ready to make a decision is a much better prospect than someone who has no immediate need.

Prioritizing Leads

So how can you identify and prioritize the best leads for your firm? One solution is to use sales pipeline management software like PipelinePlus. PipelinePlus is designed to help seller-doers manage their leads more effectively and efficiently. With PipelinePlus, you can:

  • Identify your most valuable clients, prospects, and referral sources
  • Track and manage leads through the business development process from initial contact to close
  • Access a comprehensive library of e-learning videos for support at every step of the business development process
  • Receive timely notifications and intuitive BD insights to make sure you take the right next step at the right time
  • Monitor your business development progress 

By using sales pipeline management software like PipelinePlus, you can save time and resources by focusing on the leads that are most likely to convert into clients and who are most valuable to you and your firm.