The inbound sales team's capacity at ClearCare was being strained by a large number of live demo requests from under-qualified leads. These were folks who were either not a good fit for ClearCare's solutions or were too early in the buying process.
- That leads requesting demos had a base level of understanding of the product
- That leads with a longer purchase timeline were offered relevant nurture content as they prepared to open shop, with the offer to schedule a demo postponed until a more appropriate stage
- That leads that were qualified and showed ample engagement were offered a self-service path to schedule a live demo