The Lead Quantity Myth: Why Delivering Fewer Leads Results in More Sales
Ask most sales people what they want most from marketing, and the answer you’ll get is “more leads!”
Sales is a numbers game, they may say, and so it must be true that the more leads marketing piles on sales, the more deals sales will close.
The tragic reality is that more leads can sometimes mean fewer sales – it can damage sales reps’ ability to focus on the right deals and drive their conversion rates down.
Lead quantity is a mythical objective; the real objectives are more closed deals and more revenue.
In this report, we’ll define the problem and provide numbers that show that lead quality – not quantity – is the key to increased revenue, reduced sales workload and greater satisfaction between sales and marketing.