Most sales teams drown in leads but starve for real opportunities.
Helping Interscale turn leads into real opportunities
Great session with the team at Interscale in Melbourne.
They’re an MSP specialising in supporting architects and they generate hundreds of leads every month through webinars and their website.
The challenge wasn’t leads.
It was what to do with them.
We worked on:
- A clear sales qualifying process – so every lead is filtered with precision, and the right opportunities move forward.
- How to reframe objections – shifting conversations from resistance to real engagement.
The result?
A team with a proven process to qualify faster, handle pushback with confidence, and win more of the right business.
Lead qualification is not only important in qualifying the lead, but the most important aspect is that when you have a robust qualifying process, you sound professional and know what you are doing in escalating the lead from quoting or not.
You maintain your professional image, and clients tend to take you seriously and also understand the difference you make versus someone who discounts.
If your team has plenty of leads but struggles with consistency in converting them — this is where the biggest growth opportunity usually lies.
If your team is swimming in leads but still missing revenue targets, the problem isn’t volume. It’s what happens after the lead comes in.
