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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Should There Be an Age Limit on Leading a Nation?

Connor Banks
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Last Thursday's United States Presidential debate between President Joe Biden and former President Donald Trump diverged significantly from the norm. Traditionally, presidential debates focus on policies, track records, and statistics, allowing each candidate to demonstrate why they are the best choice to lead the nation. However, this recent debate was marked by personal attacks, with several clips going viral on social media. From a spat over golf skills to allegations of infidelity, we must ask ourselves: Is this what we want from the leaders of the world's most powerful nation?

This debate highlighted the troubling state of modern politics. Two elderly men—Donald Trump, the "younger" at 78—argued over trivial matters while millions of lives hang in the balance. Why have we allowed this to happen? Why do we permit individuals who struggle to articulate their thoughts to decide the fate of our nation?

One contributing factor is the lack of an upper age limit for political candidates in most Western countries. This has led to our nations being led by out-of-touch elders who may not fully grasp the issues faced by ordinary citizens. During the debate, neither Trump nor Biden appeared strong or capable, yet one of them will become president. With Joe Biden at 81 and Trump at 78, we barely trust those over 70 to drive without re-taking their driving test, yet we expect them to handle one of the most demanding jobs in the world.

Is it time to impose age limits on our leaders? The US Constitution already sets a minimum age of 35 for presidential candidates, presumably to ensure sufficient maturity and life experience. So why not establish a maximum age? Age naturally brings challenges to memory, cognition, and overall health. Should we really expect someone facing these issues to perform one of the most stressful jobs on the planet?

As we contemplate the future of our leadership, it's crucial to consider whether age limits could ensure more effective and dynamic governance. Shouldn't we aim for leaders who are not only experienced but also physically and mentally equipped to handle the rigours of office?