Not only:
1. Have conversion rates go down dramatically, with B2B valuations tanking.
2. BDR/SDR teams shrinking to optimize efficiency.
3. Brand affinity or MQLs dropping as spend is trimmed down.
4. And 95% of leads are not in a buy phase anyway.
🫣 But when cold lead actually respond and ask follow-up questions, you immediately push for a call.
> Or a demo.
> Or a webinar.
Examples:
1. A rising VC fund (many of you have seen on LinkedIn) reached out to join as an LP with starter ticket requirements.
I said yes and asked where to join. After nearly 18 angel investments, 2 SPVs, and an AngelList rolling fund, the process is straightforward and a matter of subscribing.
The deal failed after the fund rep refused to onboard me (after reaching out individually) without a demo call. 📉
2. An offshoring company offered support reps that allowed one of my companies to extend to 24/5 + some weekend coverage (better than 9-5). Asked for a price sheet twice and was refused to proceed without a call.
We went with a competitor who emailed a PDF and we hired two people. ✅
3. A recent DM from someone in a country we’re expanding a team offering video editing talent “at a fraction of the cost of an FTE”. Two unsuccessful attempts to get a price before getting on a call with “their sales manager”.
Over the past 60 days, we’ve signed over $70K in annual subscriptions across a couple of fractional vendors and communities that were hands-off. No sales pitches or bloated demos. 🤷♀️
I’ve spoken at events, flew across Europe and the east coast, had family matters and celebrations, closed new contracts, attended on-site meetups in the span of 45 days. Qualification calls are the last thing I would prioritize.
🧑🏫 CEOs: If your sales team does not convert, review your outdated playbooks immediately.
SDRs/BDRs: Stop wasting your leads’ time and apply a flexible process that works. With 95% out of market, don’t increase that to 99% sticking to your outdated process.
