Most marketing execs I meet are working with inbound lead flows in the hundreds or thousands. Despite the fact that they really need to work on increasing that lead flow, they have a big focus on how to manage those inbound leads. Many are amazed that here at HubSpot, a B2B software company, we generate upwards of 45,000 leads per month (and I mean net new conversions). They always ask me how WE manage such massive lead flow? What systems, tools and processes are in place to get the most value out of all that lead generation activity!?
First, let me remind you that when I started about 2 and a half years ago, we were generating closer to 10-15K per month ... just about doubling each year since then due to the unfailing efforts of a pretty stellar team, led by CMO Mike Volpe, that does everything from prolific blogging, to frequent educational webinars and ebooks.
Signs that you have too many leads to handle:
Your sales team is complaining about quality more than they are about volume of leads.
Your prospects complain that your sales team is too aggressive.
Both symptoms of a marketing team sending all leads, regardless of quality or readiness to buy to the sales team.
It’s time to learn the Five Ss of Lead Management: Set, Scrub, Score, Segment & Synthesize