Qualified’s CEO, Kraig Swensrud, recently joined the Sales Enablement Podcast with Andy Paul to discuss why today’s buyers expect real-time, personalized experiences, and how the old Sales Development Rep (SDR) process is leaving pipeline on the table.

The episode dives into a variety of hot topics transforming today’s B2B selling and marketing landscape. We recently wrote about some of these topics in our Speed to Lead ebook, including how companies can use Conversational Selling to identify and engage with buyers in real time from their website.Check out the episode takeaways below to get a preview of topics covered during the episode, then hop over to listen to the full episode!

Check out the episode takeaways below to get a preview of topics covered during the episode, then hop over to listen to the full episode!

Episode Takeaways:

1. Today’s SDR process is broken

Harvard Business Review found that the average response time for a sales rep to follow up with a lead is 42 hours. In a world of on-demand services like Netflix, Uber, and Spotify, buyers no longer have that patience. Unless companies instantly respond to lead inquiries, they're leaving pipeline on the table. (Start listening at 12:29)

2. Use your website to identify and engage high-intent leads instantly

Conversational Marketing technology makes it possible to alert you when certain accounts or specific people are engaging on your website. Use this window of opportunity to prioritize sales reps’ outreach and instantly connect with high-intent visitors. Nearly 80% of buyers purchase from the company that engages with them first. You can’t afford to wait! (Start listening at 18:05)‍

3. A powerful new inbound-outbound hybrid model

There’s a new combination of outbound and inbound tactics that’s proving to be a highly-effective way of engaging buyers. When a visitor comes to your website (i.e. inbound), you can use reverse IP lookup to identify which company the visitor works for. If the visitor matches your ideal customer profile (ICP), you can proactively “pounce” on the visitor by using live chat to instantly reach out (i.e. outbound) at the exact moment they’re engaged. (Start listening at 31:53)