Building an Effective LDR/BDR Conversion Path to Pipeline

Sales leaders are looking to achieve breakout performance. They are also looking for leads that offer the easiest, most efficient path to conversion for their BDR teams. Sales leaders want to close business deals, and one extremely effective way to do this is with high-quality leads.

Activate provides sales leaders and BDRs guidance on the best ways to follow up on leads to create the fastest path to opportunity and, ultimately, close deals. During these sessions, we also receive feedback on what would help them achieve their goals with even less friction. Here are five things we’ve discovered that can help sales teams convert their leads faster:

1. Detailed Dialing Instructions
The move to remote and hybrid work has impacted connection rates, with BDRs making calls and getting nowhere—and getting more and more frustrated in the process. What good is a warm lead if you can’t connect with them? Detailed instructions that enable BDRs to navigate quickly through complicated dialing paths are more valuable than ever before.

2. Accurate Customer Profiles
The ability to reach a lead more easily can be a real advantage, but it’s useless if you’re not speaking with the right person. BDRs don’t want to spend time making a connection only to discover the person or the account doesn’t match their target audience.

Activate understands how much an accurate customer profile impacts the success of a lead, and carefully designs programs with your ideal persona in mind. We know if we can deliver leads that match your ideal customer profile, you will succeed.

3. Follow-up Confirmation
Leads submitted to sales should include confirmation that they expect to be called. With a well-executed marketing program and quality content, getting that confirmation can be easy. In some cases, the lead will even offer the best time to be contacted. Case in point: One eager lead in a recent marketing program asked to be called after two weeks so they could complete their year-end financial reports.

4. Knowing Pain Points
If you can identify a lead’s issues, challenges or pain points in detail, you have an opportunity to establish a deeper connection—shifting from BDR to therapist, in effect. And that is where opportunity is won. Once you know their pain, you can help relieve it. Marketing programs that uncover those pain points will be the most effective.

5. Actionable Data
There’s a reason why data is considered the new oil: It’s extremely valuable and largely untapped. With the right data, great things are possible. In sales and marketing, data allows you to measure, which then allows you to track progress, eliminate what’s not working, and focus on what’s working.

There are three key data points to track:

• How much did you invest?
• How much did you make?
• What was the ROI?

Tracking these three data points—which most likely are the only things you are measured against—will help you spend your dollars wisely.

If your demand gen provider isn’t providing these five things to help your sales team convert leads faster, you’re not reaping the full value of your lead generation program. Activate’s marketing programs are designed to address these requirements, resulting in leads that are ready to convert.

Interested in a demand gen briefing for your company? If so, connect with us here.