All posts by Maegan Anderson

Maegan Anderson

About Maegan Anderson

Maegan Anderson is a successful Lead Generation Coach helping Australian businesses and other Asia Pacific countries generate qualified sales leads. For more insights on b2b sales lead generation, visit

Don’t Get your Company drown with Unqualified Australian Leads

Don't Get your company drown with Unqualified Australian Leads

The Black Report2014 found that globally, 78.5% of companies conducted lead generation campaigns. 58% considered sales lead generation as their greatest sales and marketing challenge.


According to a blog post from, Australian companies are leading the way globally in reaching lead generation targets, achieving 21.7%, compared to the global average of 17.3%.

However, the real question is, ‘are the leads qualified or not?’

Having too many leads in your sales pipeline is good. But less is better! What would I say that? Because poor quality leads that don’t convert into a sale will make things worse for your business.

I’ve listed down 4 reasons why your sales pipeline needs fewer but high-quality leads.

  1. You will only talk to those who really have intentions to buy your product.
  2. Sales reps can focus their time chasing up and closing deals with prospects that are most likely to buy.
  3. Your sales team can nurture longer-term but good quality prospects, build a deeper relationship and walk them through their buying cycle.
  4. Get higher ROI, fast.

Related: Knowing the Different Buying Signals Will Make You A Better Salesperson

A 2009 CSO Insights survey reported that senior sales executives rate just 35 percent of leads as “good” or “excellent,” and 65 percent as “average” or “poor”.  But how can you fill your sales pipeline with qualified leads?

Identify all of your leads.

Separate and focus on your warm leads, nurture the average leads and eliminate the poor ones.
3 types of leads:

  • Warm leads
  • Average leads
  • Poor leads

Note: Make sure to save a copy of your poor leads. Even though they are not going to purchase right now but you might convert them later on into a closed deal. Here’s how to assess your sales leads if it is hot, warm or cold?

Improve your lead generation campaign.

As a business owner, whether you choose to develop your own sales team or outsource a lead generation company, wanting to generate high-quality leads is necessary to the success of your business. Implement multi-channel marketing and reach your prospects through multiple channels can help boost your leads.

  • Email
  • Social
  • Chat
  • Website
  • Mobile
  • Voice

Related: Why Should Live Chat be Part of your Multi-Channel Strategy?

According to a recent study by Ascend2, 70% of B2B marketers want quality leads rather than having too many leads in their pipeline. So don’t drown your sales reps with unqualified lead. Instead, only include high-quality leads in your sales pipeline.



Learn a few lessons from Callbox lead nurturing process!

Learn more marketing tips and tricks on Australia B2B Marketing Blog

Need help in lead generation campaign! Dial +61 2.9037.2248



Related Posts:

IT and Software: Mastering Product Knowledge Before your First Sales Pitch

Teach Sales Reps to Sound More Natural Over the Phone

Follow Up your Inbound Leads with 5 to 5 Calling Rule (and Generate Over 40% Increase in Sales)


10 Warning Signs from Decision Makers that You won’t Close the Deal

10 Warning Signs from Decision Makers that You won't Close the Deal

“Just call me back some other time”

Oh oh! Is he really not interested? Should I end the call or probe some more? Is it worth it for me to call him back?

For almost 10 years in sales, it takes at least 8-10 call attempts before reaching prospects. But 44% of sales reps usually give up after the first attempt. The study shows that 80% of closed sales usually happen after the 5th attempt but only 10% of salespeople make 5 call attempts. 


In sales, persistence pays off. But how can you tell if the prospect have any intentions of buying from you or not and they’re just being nice? Here are the 10 signs decision makers are saying that sounds like there’s an opportunity but the truth is, they’re really not interested.

“Not right now”

This happens when a prospect doesn’t feel any sense of urgency to buy something.

  • TIP: Ask for their timeline, “When is the best time for me to call back and see if this is something you might be interested in the future?”

“We’re happy with what we have”

This could mean that they are currently satisfied with the product that they are using.

TIP: You can dig in about their provider or ask other areas they wish to improve. You can ask,

  • Do you have a provider? Do you have a contract with them?
  • Would you consider other providers in the future?
  • Are there other areas within your organization that you wish to improve?
  • “We have a contract with our provider”

So, they are bind with a contract and they can’t do anything about it. It doesn’t mean they’re happy with their provider or they won’t be changing, ever.

TIP: Ask,

  • How long is the contract?
  • When will it end?
  • How is it working with them?

By getting more information about their provider, you’re trying to find out if it is worth it to contact them again in the future. 

Related: Don’t be Annoying: 3 Sales Mistakes that Make You Look Dumb

“Call me back in 6 months”

You might think there’s a chance in 6 months. But sometimes, this objection could also mean that they’re really not interested. Although some are genuine and have a possibility of doing something in 6 months’ time 80% chance is they simply want to get rid of you.

TIP: To know whether or not they have plans in 6 months, you can ask, “When can I call back?”

Related: Ever thought of following up Inbound Leads via Outbound Marketing?

“Send me an email and I’ll get back with you”

Unfortunately, what you don’t know is the decision maker, this objection means, no. He’s not going to call you back. The truth is, he’s just blowing you off.

TIP: What you can do is offer to send information and ask for a callback.

“How about if I’ll send you information, may I have your email address, please? When can I call you back to discuss more this one?”

Related: 7 Email Marketing Secrets to Get You More Hot Leads

“We’re all set for now”

Sales reps hear this all the time. This objection also means, “I’m not interested, please leave me alone.” Sure this sounds nicer than “We’re good. Don’t bother calling me again.” but they all mean the same. There’s no way you can close a deal with this prospect.

TIP: What you can do? Nothing! Offer to send information for future reference and check back again after a month or two.

Related: Sales Tips: Interesting Facts About How to Gain Prospect’s Trust

“I’m busy! Call me back some other time.”

This is the usual response you’ll get from decision makers if they want to get rid of you. They know that professional salesperson was trained to respect their time. Whenever they say, “they’re busy”, hey know that a salesperson will end the call right away and will call back some other time.

TIP: To make sure of their availability on your next call, ask, “When is the best time for me to call back?”

“It’s not a priority right now”

If what you’re offering ISN’T a priority to your prospects, then it means that something else IS. There are other issues that they need to find a solution first.

TIP: Uncover their pain points and link your solution to addressing those. It may not be right now but there is a very good chance that they will soon be a paying client.

“We don’t have the budget right now.”

I’m sure every sales rep experienced this kind of objection at some point. Discussion about the budget is very sensitive. Although having no budget means they are not going to do anything, you can turn this discussion to your benefit.

TIP: No need to discuss the budget in details. You can say, I don’t expect you to consider spending money right now. Then determine whether your products or services can help solve problems and issues within their organization.

Related: How to Spot a “Requested More Information” in Every Sales Objection

“I don’t have the time.”

This is the most common objection and I still get this one a lot. Regardless of the reason why the decision maker doesn’t have time, this objection also means he wanted to brush you off.

TIP: Reevaluate your opening spiel. Ask yourself, Do I sound like I’m going to need too much of his time? Did my introduction take 30 minutes? Take note that the introduction and the opening spiel should only take around 5-10 minutes.

Related: Effective Cold Calling Script that Generated Customers [FREE TEMPLATE]

Sometimes, learning to let go for is easy. But before doing so, make sure that there really is no opportunity. Who knows, you won’t close the deal now but these prospects could be a potential prospect in the future. What can you do for now? Nurture them and call them back when it’s the right time.



Are you a Sales Pro or a Sales Wannabe?
                                                    Click to watch the full video!

 Learn a few lessons from Callbox lead nurturing process!

Learn more marketing tips and tricks on Australia B2B Marketing Blog

Need help in lead generation campaign! Dial +61 2.9037.2248


Related Posts:

IT and Software: Mastering Product Knowledge Before your First Sales Pitch

Teach Sales Reps to Sound More Natural Over the Phone

Follow Up your Inbound Leads with 5 to 5 Calling Rule (and Generate Over 40% Increase in Sales)

Debunked Marketing Automation Myths Might Save your Business

Debunked Marketing Automation Myths Might Save your Business

Marketing automation refers to software platforms and technologies designed for marketing departments and organizations to more effectively market on multiple channels online (such as email, social media, websites, etc.) and automate repetitive tasks. Wikipedia

Oftentimes the word ‘marketing automation’ is tied up to the word ‘robot’ or something that lacks human touch. We may have heard a lot of horror stories about marketing automation and its exaggerated abilities to become independent from human interaction. There are assumptions that automating social media posts lessen the personal touch or it may arise to productivity problems to employees.

No wonder it has created such bad impression to some marketers that it prevented them from using it. Like any marketing strategy, marketing automation has its downfalls. Most especially when it is misused by humans, particularly by marketers.  

But amidst these stereotyping, what’s the real story about marketing automation?

Hubspot listed myths that throw marketers into a state of mental uncertainty about marketing automation:

#1: A popular myth about marketing automation is that marketers abuse automation and leave engaged visitor responses hung out to dry.

Marketing automation needs constant care for it to work effectively. Relying too much of the work to the tool will surely create a problem in accomplishing your goals. Spill out creativity when writing your social media post, incorporate it with with relevant and popular hashtags and let the automation work begin and let it end there as well. It is still your responsibility to follow up and engage with your audience.

Related: The BEST Answers for Frequently Asked Questions in Marketing Automation

#2: Many people believe marketing automation is a lazy way of tackling your content publishing or email campaigns.

You need to be aware of what you’re saying at all times, across all channels, and how your scheduled content could affect your company if it’s left unmonitored or unchecked. Going back to number 1, it all boils down to the human accountability. It is essential that the other tasks should not be taken for granted.

Afterall, that’s why you had it in the first place, right? To allot some time to much important tasks.

Related: Callbox Multi-Channel Marketing Program and Marketing Automation Platform: Partnering for 33% Sales Increase in Sydney IP Services

Now are you ready to take your leap of faith to marketing automation?

Here’s an infographic to convince you even more.

marketing automation

You’ll never know, it might just save you from the next sales freeze out.

Know what’s latest on Australia B2B Marketing Blog!


Nurture your  unready leads with marketing automation to generate more!
Or learn more about lead generation services in Australia!
Dial +61 2 9037 2248.