How poorly qualified prospects cause lost business opportunities

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Most B2B decision makers understand the importance of prospecting to achieve good business opportunities. However, not everyone is aware of how important it is to properly qualify prospects.

In this article, let's review why a pool of poorly qualified prospects (or low-qualification) translates not only into poor use of resources and time, but especially into a loss of business opportunities.

What is meant by a poorly qualified prospect?
It is estimated that, on average, around 50% of a business's rcs data iran are not suitable for the solution they offer, while 72% of companies with less than 50 new opportunities per month fail to meet expected revenue results.

The main culprit behind these figures is what is known as a poorly qualified or low-qualification prospect. In short, this is a prospect that has entered the sales funnel through any of the available channels (social media, blog, direct form, third-party database, etc.), but whose characteristics do not meet the expected buyer profile . In other words, these are the prospects who are least likely to make a purchase.

In the past, the characteristics of an ideal customer profile had to be estimated using rather rudimentary means. Today, and especially in the B2B industry, it is easier to distinguish a poorly qualified prospect from a highly qualified one through technologies such as big data, data analytics, machine learning and software-powered methodologies.

Low-rated prospects and lost business opportunities
Today, data is the main tool for distinguishing good business opportunities from bad ones. Therefore, let's review some figures to clarify the relationship between opportunities and low-qualification prospects:

67% of unclosed sales for prospects where resources were used are the result of poor qualification.
Only 44% of companies use prospect scoring systems or methodologies.
46% of B2B sales managers say the number of leads and their qualification is their main challenge.
61% of marketers refer all prospects directly to the sales team, however, only 27% of these are qualified.
Only 5% of sales teams believe that marketing departments send them properly qualified prospects.
As we can see, poorly qualified prospects translate into inadequate resource management; and not only that: the machine gun fire of prospects by marketing areas can lead to poor relations and communication between departments, an aspect that must be avoided at all costs to achieve a better organizational climate. Therefore, it is key to understand that prospect qualification must be a comprehensive strategy at the company level, with each department duly communicated.

The most important thing is that low-qualification prospects will make us lose business opportunities, for the following reasons (in addition to the above):