Lead Dumping

Lead dumping occurs when a large volume of unqualified or low-quality leads is passed from marketing to the sales team, overwhelming them with leads that are not ready to convert. This often happens when lead generation efforts focus on quantity over quality, resulting in a high volume of cold or poorly qualified leads.

 Lead dumping wastes sales resources and lowers morale, as sales teams must sift through unqualified leads to find potential prospects. To avoid lead dumping, businesses should focus on proper lead qualification, ensure that marketing and sales teams are aligned on lead criteria, and use lead scoring to prioritize high-quality leads.