Your Lead Follow Up is Broken, Here’s 3 Reasons Why, and How to Fix It.



Your Lead Follow Up is Broken, Here’s 3 Reasons Why, and How to Fix It.


Lead follow-up is hard. In an ideal world, you’d have a conversation with every lead, so you can understand where the lead stands in their buying journey, make sure that they have enough information to move down the funnel, and follow up at regular intervals until they are ready to make a purchase.

But in the real world, things are different. There are three main reasons why you might feel that your lead engagement process is broken:

Many of your leads are falling between the cracks

Lead engagement often begins with an automated email sequence, but quickly (hopefully!) becomes a two-way, manual conversation. Leads frequently hesitate and delay in responding to qualifying questions or suggestions to schedule a call, causing sales opportunities to pile up and overwhelm the sales development rep (SDR). This kind of stop-and-start interaction explains why 71% of leads slip through the cracks.

Sales reps are wasting time on unqualified leads

A significant percentage of early email interactions go nowhere. 75% of reps’ time is wasted chasing unqualified leads (Oracle REsearch), which is why lead qualification is so important. There’s a high chance that your reps are spending time on repetitive email procedures and administrative box-ticking – time that could be better used on productive sales conversations such as scheduling a phone call with a sales rep, or unghosting a former lead whose email thread had dwindled away.

Not responding on time

Time is money, especially in the world of sales. Your leads may have an exceedingly small window of interest in your product, and if you don’t respond within hours, you can bet that your competition will, and your chances of closing drop ten-fold. In fact, if you take 10 minutes to reply to a lead, your chances of closing drop by 80%, compared with responses within 5 minutes.

But with such a huge number of potential leads and so many fractured email interactions, it’s a struggle for reps to respond on time manually and consistently. Since most B2B firms are selling internationally, the likelihood of a lead responding when your SDR is out of the office is considerable and can be missed or responded to with a delay. On top of this, consider the fact that 55% of companies take more than five days, never mind five minutes, to respond to a lead’s inquiry, and 12% fail to respond at all. Prompt, relevant response is critical, but challenging to handle manually.

AI and Automation to the rescue

Imagine if you could hold a personal conversation with every lead, replying promptly to each inquiry and objection and following up persistently and in a timely manner to pre-qualify each one before handing them over to sales reps?

It doesn’t have to be a fantasy. You could make it a reality with an AI-Powered Intelligent Virtual Sales Development Rep (SDR) which does the grunt work of following-up, nurturing, qualifying leads, and even scheduling meetings on your reps calendar. It works alongside your sales reps, as a partner. takes your sales playbook and transforms it into a two-way conversation with leads over email and chat.

Every AI-generated response is both personalized and relevant to where the lead stands in the sales cycle, so each lead feels as though they’re interacting with a human agent, and your human reps are freed up to focus on revenue-generating activities and talking to leads. You can see some examples of how this might play out below.

When a lead responds to an automated email sequence, the AI SDR identifies the intent behind the question and responds accordingly, for example, if a lead asks if about pricing and case study the Automated SDR will handle the inquiry, suggest they meet with a human and go ahead and schedule a meeting directly on the reps calendar.

To learn more about how AI and automation can help you grow and for more examples click here can fix your broken lead engagement process

If you feel like your lead engagement is broken,’s AI-powered SDR can prevent your sales reps from wasting time. Your SDRs will benefit from the opportunity to dedicate more energy to the most qualified opportunities, and you’ll see increased pipeline and revenue per rep, reduced cost per lead, and maximize marketing investment.

Should you need any help with lead generation strategies for your business, click here and we can schedule a time to chat about what you want to achieve and how we can help.

We can help you build a solid lead generation plan for your small business. We’ll do it better, faster, and produce the best quality results than any of our competitors.

Have questions? Let’s talk

We’ve been helping companies like yours accelerate their growth since 2015. Let us know how we can start assisting you with your immediate plans for dramatic growth.

Send us an email to [email protected] or give us a call at 844-MCA-LEAD

Be Awesome,


Rob Abramov
CEO & Founder of
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