How I Got Better Lead Lists · LinkedIn Legends

How I Got Better Lead Lists

If you have bad conversions rates and do large volume and you feel like your messages are good, bad leads could be the issue, here's how I fixed it.

TRACK - I started by setting up a Zap between LinkedIn and HubSpot that created a new deal for every lead who replies to my messages and the leads company and position.

Every time a lead replied and a new deal popped up, I would bucket them into 1 of 3 categories.

Qualified & Responded - Interested and qualified people

Not Interested - Not interested but qualified

Unqualified - Not qualified and not interested

After about 1 month of bucketing responses in the deal pipeline I looked at our distribution.

Qualified & Responded - 25 leads

Not Interested - 99 leads

Unqualified - 277 leads

69.1% of our leads were not even the right people...

TEST - We find leads in LinkedIn sales Nav, so here's what I did...

I started by adding all the filters we currently use, went through every single lead out of 1000 leads and counted what % was our target market, 23% is where it was with our initial filters.

Then I removed and added filters, one at a time, and would recount, if it improved the % I kept it, if it made the % worse, I removed it.

I also tested some filters like Function on their own.

I got this number up to 92% of 1000 leads being applicable.

After about 1 month of bucketing responses in the deal pipeline, here's our new distribution.

Qualified & Responded - 60 leads

Not Interested - 205 leads

Unqualified - 190 leads

41.8% of leads are unqualified, still not where I want to be, but much better than before.

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