I absolutely love Chili Piper!
I truly believe that it’s one of the world’s best inbound lead conversion and scheduling apps.
That it’s a legit godsend for accelerating the speed to lead process and getting reps in touch with scorching hot leads to close more deals.
But I’ll be honest, it’s not for everyone.
Here are 8 reasons you should not buy Chili Piper.
The main purpose of Chili Piper is to efficiently distribute leads to sales reps, either based on specific routing rules like company size, location, industry, etc…
…or through round robin routing.
This ensures you’re able to capitalize on leads while they’re red hot — something that’s crucial given that 78% of deals go to the first vendor to respond.
But if you’ve got these super qualified leads coming in at all angles to the point that your sales team is having trouble keeping up, then Chili Piper probably isn’t for you.
In a famous post on HubSpot, founder of the platform’s Academy Mark Kilens says that about 150 leads per each salesperson per month is usually the sweet spot because it ensures your reps have the time to call or email every single lead.
Any more than that, and your reps may be spread too thin.
If you just don’t have the manpower to keep up with a never ending stream of quality inbound leads, you shouldn’t buy Chili Piper because your pipeline is likely to explode.
In fact, top subscription management software SaaS Optics saw “4X more sales meetings and double the amount of inbound pipeline per month” after using Chili Piper.
At the end of the day, Chili Piper is a lean, mean inbound lead generating machine.
So if you’re overwhelmed with the number of leads you’re currently getting and just don’t have the time to promptly respond to them all, you should hold off on using Chili Piper.
But on the other hand, if you welcome an influx of sizzling hot leads with open arms (and who wouldn’t) then you most definitely will be interested in Chili Piper.
As I just mentioned, nearly 4 out of 5 sales go to the first vendor to respond.
The faster your speed to lead time is, the more sales you’re going to make, and the more revenue you’re going to bring in.
It’s really that simple.
So, if you’ve already fine-tuned your sales process to the point that you’re able to respond to inbound leads at warp speed, there’s really no reason to buy Chili Piper.
But what exactly do I mean by “warp speed?”
About 3 minutes.
According to a Velocify survey, “Making an attempt to contact a lead by phone within 1 minute of their inquiry dramatically increases the likelihood of conversion.”
If the first phone attempt happens within 1 minute, companies see a 391% improvement on their conversion rate.
If it happens within 2 minutes, that number drops to 160% (which is still good).
And if it happens within 3 minutes, that number drops to 98% (which, yet again, is still pretty darn good).
But as you can see in the graph, the likelihood of converting drops significantly once you wait 30 minutes, and it takes a downward spiral after that.
If you’re a brand that has a ridiculously fast speed to lead time and you’re able to reach out to leads within 3 minutes with no sweat, there’s probably no need to buy Chili Piper.
In that case, you’re like a cheetah and “ain’t nothin’ gonna break your stride, nobody gonna slow you down.”
If, however, your speed to lead time could use some improvement and you know for a fact that you’ve lost deals because you weren’t fast enough to the draw, then Chili Piper is definitely worth considering.
With it, qualified leads can instantly book a meeting with one of your reps and choose a time that best fits their schedule.
From there, Chili Piper will automatically add the meeting to the appropriate rep’s calendar for completely automated lead routing.
Talk about lighting a fire under your SaaS!
The word “lead” can be a broad term, but Investopedia defines it as a person or business who may eventually become a customer.
There are some leads that are at the top of the funnel and just performing some basic research to learn about your industry, product, features, etc.
These are generally classified as marketing qualified leads.
However, others are toward the bottom of your funnel, and with just a little prodding are ready to pull the trigger and buy.
These can be classified as sales qualified leads.
A huge part of closing deals and getting the most from your sales team is effectively prioritizing your leads and ensuring that your reps are only spending time on the ones that are legitimately ready to buy.
The rest will likely need nurturing before they get to that point.
And just for the record “only about 4% of website visitors are ready to buy right away.”
If your lead qualification process is so airtight that there’s zero friction and you’re not wasting time manually figuring out which leads to focus on, happy days.
There’s no reason to use Chili Piper because you’ve already got it in the bag.
But if there are any hiccups in your lead qualification process, Chili Piper is definitely worth taking a look at.
It allows you to use the information collected through your web form to instantly qualify and route inbound leads while freeing up your SDRs to focus on hunting new ones.
Say someone just signed up for a demo and entered information like their email address, industry, the CRM they’re currently using, location, and so on.
That’s some of the info we ask for when leads book a Chili Piper demo.
Our platform will take the information and use it to qualify leads without your reps having to lift a finger.
Then, Chili Piper prioritizes SQLs and sends them to the right reps, while your marketing team can handle MQLs and nurture them until they’re ready to be passed off to your sales team.
That’s all there is to it.
Here’s the scenario.
A visitor has landed on your site, been qualified as a top priority lead, and has booked a meeting with one of your reps.
That’s awesome, but that’s not the end of it.
There’s a certain amount of communication that will take place between a lead and your rep during the time from when they book a meeting to the time it actually takes place.
And it doesn’t take much for this to turn into major back-and-forthing that needlessly squanders your rep’s time and prevents them from focusing their attention on more important matters.
For some companies, this isn’t a big deal.
They’ve got a framework in place that allows reps to seamlessly communicate with leads and keep things on track without it cutting into their reps’ time.
If this sounds like your company, you don’t Chili Piper because you’ve already got it on lock.
If, however, you find your team getting sucked into the black hole of back-and-forthing on a consistent basis, it’s another story.
See, Chili Piper automates everything — from scheduling to invites to reminders, and more — so your salespeople don’t get bogged down in long winded email threads just trying to set up a time to talk.
Instead, your team just shows up and can focus on what’s most important — closing deals.
This brings me to the next reason why you shouldn’t buy Chili Piper.
Moving a lead to your sales team…seamless.
Moving them from an SDR to an AE…frictionless.
Or from an AM to a CS…silky smooth.
If that sounds like the current state of your handoffs, kudos to your team.
You’re in good shape, and you’re coordinating the process at a nearly surgical level.
When that’s the case, forget about Chili Piper, or for that matter any type of scheduling app.
But if there are glitches with handoffs, and you find it difficult to keep your team members on the same page, then Chili Piper is certainly worth checking out.
That’s because it allows you to coordinate customer handoffs seamlessly and takes the guesswork out of being customer-centric.
Everything is auto-synced with Salesforce so you can track every single stage of the meeting process and keep team members in the loop.
Maybe the current framework you use results in virtually all of your leads showing up on time, where your reps aren’t left “all dressed up with nowhere to go.”
If so, congrats!
Not having to deal with no-shows means your reps consistently get in touch with qualified leads and can strike while the iron is hot.
In that case, there’s no real need for Chili Piper.
But unfortunately, not all companies are that lucky, and the no-show rate can be quite high.
“Without following best practices, you may experience no-show rates as high as 40% for B2B sales calls with mid-funnel (discovery and demo) prospects,” explains Jeremy Donovan, SVP Sales Strategy at SalesLoft.
And it can be a real buzzkill, especially if your reps have put a ton of time into researching a lead and preparing their pitch (the average sales rep spends roughly 20% of their time researching leads by the way).
If no-shows have rained on your parade, Chili Piper can help keep them in check because one of the key features is automated reminders.
You can, for example, set it up so that leads receive a reminder email or text an hour before a demo…
…as well as one minute before it begins.
That way they’ll receive an email that looks like this an hour before.
And they’ll get a last-minute reminder a minute before the demo is scheduled to begin that looks like this.
This is how we’re able to keep our no-show rate at under 2%, and can use it to ensure leads don’t flake out as well.
Okay, so this may be a little unrealistic.
A 100% conversion rate, at least over a sustained period of time, is an impossible feat.
In fact, only 13% of leads convert to opportunities and only 6% of opportunities convert to deals.
But let’s say that you close the vast majority of your deals, and you’re never left scratching your head as to why leads don’t buy.
That’s absolutely amazing, and you’re likely at the top of your industry where your sales process is a well-oiled machine, and there are no chinks in your armor.
The B2B world really is your oyster, and your reps are unstoppable beasts.
If it isn’t broken, don’t fix it, and there’s no reason to buy Chili Piper.
However, if you’ve ever had game changing deals slip through your fingers for whatever reason and you’ve ever failed to capitalize on hot leads, then Chili Piper is worth your attention.
That’s largely due to the ability this platform gives you to get in touch with inbound leads laser fast, which goes back to the second reason I gave about having a speed to lead time that moves at the speed of light.
“When inbound leads don’t hear from you in 5 minutes, they convert 10x less.”
But if you let them book a meeting immediately after completing your form, you can realistically expect your conversion rates to double.
Couple that with the ability to “track every stage of the meeting process, including bookings, meetings held, no-shows, reschedules, and cancellations,” you can really get a bird’s eye view of what’s happening and optimize your inbound lead conversion process accordingly.
In other words, Chili Piper is like jet fuel for conversions.
The Chili Piper product is, at its core, designed for revenue teams.
Revenue teams typically consist of members of the sales and marketing departments. Often, important roles on a revenue team include:
In sum,it’s anyone who has an active role in the revenue process — upselling, cross-selling, inbound sales, outbound sales, account expansion, etc.
So if you’re, say a yoga instructor or a figure skater or an actress, Chili Piper’s scheduling tool might come in handy.
But the rest of the Chili Piper product — the high-octane machinery that sets us apart from any other alternative — might not be as useful for your purposes.
Although there may be a small, elite, borderline cyborg level of businesses that are so ruthlessly efficient that they just don’t need a platform like Chili Piper, most could benefit greatly from using it.
If you’re looking to pounce on leads quicker and take your competitors to school with your lead response time, Chili Piper is right up your alley.
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