Two Reasons Why Businesses Are Losing Their Leads

22 January 2026

Toby Patrick

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The first thing a business owner will look at if they are not converting their leads is the marketing; however, that is not always the case. Marketing can often generate leads, but when it comes to the sales team, these leads can either be missed or not converted.

A woman in a headset writes in a notebook at a desk. A whiteboard with sales figures is behind her, and colorful folders are on shelves.

The sales team is under immense pressure, no matter the environment. They can face dozens of sales calls per day, and some of the conversations can be easily forgotten or even lost further down the line. Other calls can be postponed until the next day, which can then be forgotten as well. This means that the customer could potentially go elsewhere, simply because they have been waiting some time for you to get back to them.

Poor Follow-Up Process

It's all well and good getting the lead, but there always has to be a follow-up. Follow-ups are what qualify the sale and get them on board. They are clearly interested because they have enquired through your call handling services. The only reason they didn’t go through with what you offered is due to some reservations. Going back to them at a later date may be the perfect time when they are interested.

There are multiple ways you can do your follow-up, such as a CRM system, automated emails, and reminders for follow-up calls. It would also be good to personalise these follow-up calls, as this creates more opportunity for a conversion. An automated email might not be able to get this message across.

Lacks Personalised Communication

Personalisation is something else that is very important. The world is now very reliant on automated communication. Since the introduction of AI, this has got even worse. That is why personalising your communication is what makes it more effective. Even businesses are using AI for interviews, never mind dealing with their sales calls.

What you need to do is put yourself in the shoes of your client because we are certain you have been them in many scenarios. When you receive hundreds of automated emails, you probably don’t look at them or read them, and therefore, it is a lost cause. The leads that you have are no different.

These leads will no doubt be bombarded with information, and if your communication doesn’t resonate with their specific needs and interests, they will likely forget about you.

When you are personalising the follow-up, you need to really connect with them. We don’t mean just the name. It is also about understanding why they have enquired with your business, understanding their challenges and what they wish to achieve.

At some point, you need to get to know them on a deeper level, so make sure you ask them the questions you need to help personalise your follow-up calls/emails.

Summary

Losing leads is one of the biggest issues that a business can have. This is why a company should look to perfect their personalisation, especially with its follow-up calls. There are many reasons why a business could lose a lead, but these are two of the most common for many companies.

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The Euro 2024 final between England and Spain was a thrilling yet heartbreaking affair for English fans. Despite England's star-studded squad, they were outclassed by a formidable Spanish team, leading to another missed opportunity. What went wrong for England this time?

A pair of legs with football boots on kicking a football.

The Southgate Enigma

Gareth Southgate, England's manager, has been a pivotal figure in recent English football history. Yet, his tactical approach seems to have hit a ceiling. Despite having a lineup that any manager would envy, Southgate's game plan appeared more about containment than conquest, relying heavily on defensive strategies and moments of individual brilliance.

Individual Brilliance, Collective Disappointment

Let's talk about the players. They had phenomenal seasons:

- Harry Kane: A record-breaking 56-goal contribution for Bayern Munich.

- Jude Bellingham: A linchpin in Real Madrid's Champions League triumph with 34 goal contributions.

- Phil Foden: A maestro in Manchester City's Premier League title run.

- Bakayo Saka: Arsenal's shining star, almost leading them to the league title.

- Declan Rice: Dominated the Premier League midfield.

- Kobbie Mainoo: Burst onto the scene with Manchester United, key in their FA Cup win.

- Cole Palmer: Almost single-handedly dragged Chelsea back into European contention.

And let's not forget Ollie Watkins, Ivan Toney, Anthony Gordon, Adam Wharton, Jarrod Bowen, and Eberechi Eze, who all had standout seasons. Yet, despite this wealth of talent, England's performance was disjointed and underwhelming.

The Tournament Odyssey

- Group Stage Drama: England managed just one win in a weak group, often looking more like they were hanging on than dominating.

- Nail-Biting Knockouts: They edged past Slovakia thanks to a last-gasp Bellingham overhead kick and needed Saka’s wonder strike to see off Switzerland.

- Controversial Netherlands Win: Their best performance came with a controversial penalty that pundits still debate.

- Final Heartbreak: Against Spain, England fell behind to a brilliant Nico Williams run. They rallied to equalize, thanks to a Cole Palmer screamer, but then reverted to a defensive stance, ultimately leading to their downfall.

Tactical Stagnation

England's approach seemed more about avoiding mistakes than making magic. This cautious mentality stands in stark contrast to the aggressive, dynamic play that Spain showcased throughout the tournament. England's tactical rigidity and overreliance on defensive setups hindered their ability to fully utilise their offensive arsenal.

The Path Forward

To truly capitalise on their golden generation, England needs a tactical revolution. The current approach has brought them close but not close enough. With the talent at their disposal, England should be setting the pace, not following it. A shift towards a more adventurous, attacking style could unlock their full potential and finally bring football home.

The Euro 2024 final served as a stark reminder of England's unrealised potential. While the individual talents shone brightly, the team as a whole fell short. To break the cycle of near misses, England must evolve tactically and mentally. Only then can they hope to claim the silverware that their talent so richly deserves.