Never Waste A Lead

WWW.SUCCESSENGINE.NET
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TJ LORENZEN
CEO, Success Engine
@TJLorenzen
NEVER WASTE A SINGLE LEAD:
HOW TO MAXIMIZE AND AUTOMATE  
YOUR SALES PROCESS FOR  
BETTER CONVERSION.

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He or she who can afford to
spend the most to acquire a
new customer, wins.
“
If you can aﬀord to spend more than your competitors to acquire a new customer… then
you’ll get all the customers!

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Eye Opening Statistics About Your Leads…
- Average cost per lead is $146.94 for B2B (Hubspot)
- Only 27% of the leads generated actually get spoken to.  
(Harvard Business Journal)

- 35% of leads never get contacted at all. (Forbes)

- It takes on average 7 times reaching out before reaching a
lead. (Topo)

- On average, salespeople make 1.3 call attempts before
moving on. (Forbes)

- Salespeople spend just one-third of their day actually
talking to prospects. (Hubspot)

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The Most Important Part of Your Sales Team…
Meet SAM
S- Simplicity
A- Automation
M- Motivation

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Simplicity
Automation Motivation
Simplicity
Salespeople need simplicity in the
sales process that allows them to be
laser-focused on making sales.
Effective sales people are creatures of
habit, and need to be 100% bought
into your process to have true success.
Automation
Automation is the key to gaining
efficiency and scaleability in your sales
process. It also enables to you get
more out of your leads by sending the
right message to the right person at the
right time.
Motivation
Money is not always the best
motivator for your salespeople.
While compensation is important
to sales team success other
factors like visibility,
accountability, purpose, and
public praise and celebration
contribute greatly to the
performance of your sales team.
The Three Keys To Maximizing Salesperson Performance

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SIMPLICITY

7SIMPLICITY-
Is our sales process less than 7 stages?
How do I know what my sales stages are?
• Lead Segmentation
• Automation when moving
• Reporting
• Above all else- KEEP IT SIMPLE!

8SIMPLICITY-
Can our salespeople see where all leads are in the sales process?
Can our salespeople see when the next date they need to follow up?

9SIMPLICITY-
Is there a way that salespeople can dial through a list of leads quickly?

10SIMPLICITY-
Is there a way for salespeople to communicate to leads in ways other than email and phone?

11SIMPLICITY-
Is it easy for my salesperson to meet with leads “face to face”?
• You can gather more information.
• You can build better rapport.
• You have more time.
• You can read your prospect.
• It’s harder for your prospect to say no.

12SIMPLICITY-
Are we collecting enough information for my salesperson to be effective?
Are notes and other pertinent info clearly visible to the salesperson?

13SIMPLICITY-
Are there too many communications going out without the salesperson’s knowledge?

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AUTOMATION

15AUTOMATION-
Do I automatically assign leads right away?

16AUTOMATION-
Do I send automated reminders to my leads of their appointments via email and SMS?
• 40% of people missed appointments
because they forgot about it.
• 98% open rate on text messages vs
20% open rate on emails. (MarketingProfs 2017)

17AUTOMATION-

18AUTOMATION-
Do I personalize my messages from the sales person (not just with their name)?
Do I give my leads a reason to show up for the call?

19AUTOMATION-
Do I use automated education properly to bubble up only the most qualified leads for my salespeople?
Am I consistently following up and educating “worked” leads?
Am I following up with leads that missed their appointment?

20AUTOMATION-
Am I consistently asking for referrals?
• 12% of businesses ask for referrals. 
• 83% of customers are willing to refer friends 
• Business to business companies with referrals
have a 70% higher conversion rate, and they
report a 69% faster close time on sales

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MOTIVATION

22MOTIVATION-
Do I track commissions automatically and display them to my salespeople?

24MOTIVATION-
Do I track and publicly display sales statistics?
Where performance is measured,
performance improves.
Where performance is measured
and reported
the rate of improvement
accelerates.
Where performance is measured,
reported and displayed publicly,
the rate of improvement increases
exponentially.

25MOTIVATION-
Can I and management see when a lead isn’t followed up with?

26MOTIVATION-
Do I and my team have reporting on Calls Made, Average Time to First Call,
Average Time to Close, and Close Rate?

27MOTIVATION-
Is there competition or gamification in my sales process?

28MOTIVATION-
Are my salespeople empowered with Videos, Whitepapers, Testimonials, and other educational
materials that they can send out when they need to?

29MOTIVATION-
Does everyone in my company know our sales goals and celebrate when we hit them?
Have the salespeople bought into the Purpose Mission and Values?

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To get the remaining slides- including
the strategies we’ve implemented and
the list of tools we use in our sales
process, Text “SALES” to
480-351-1990

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Use the Sales Process Scorecard to
see how effective your current sales
process is at converting leads.
Want even better insights? Have your
salespeople fill out the scorecard.

Never Waste A Lead

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